MDRT

Making the change to fee-based 19 | Spotlight on South Africa 32 | Meet your 2016 leaders 47
ROUND TABLE
the
OFFICIAL PUBLICATION OF THE MILLION DOLLAR ROUND TABLE | SEPTEMBER/OCTOBER 2015
Brian D. Heckert
CLU, Ch FC
2016 MDRT PRESIDENT
O CTO B E R 710, 2015

Visit mdrt.org/2015tot to learn more about
the meeting and how you can attend.
MDRT STORE
Display Your
MDRT Achievement
Find stylish plaques to display in your home or office that
show your commitment to excellence year after year.
Visit mdrtstore.org to view the complete collection.
contents
ROUND THE TABLE | SEPTEMBER/OCTOBER 2015 | VOL 43, ISSUE 5
PRACTICE
PEOPLE
10 IDEAS
26 IDEAS
11 OUTSTANDING COMMITMENT
28 BUILT ON VALUES
TO CLIENTS
MDRT members are honored with
service award.
14 BRINGING VALUE TO
OLDER CLIENTS
Increase your business by
understanding the financial
concerns of your clients generation.
16 TIPS & TECHNOLOGY

18 AFTER THE SALE
Go the extra mile with your
policy delivery.
MDRT President Heckerts steady,

principled approach to building
success will sustain MDRTs relevance.
32 REGULATION THAT HELPS

Kleyn looks forward to elevated
professionalism in South Africa.
34 GLOBAL GOALS
Chang draws on her international

knowledge to achieve success.
36 FROM CRASH VICTIM
TO COLONEL
McCurdy focuses on serving
others after surviving helicopter
accident.
19 FEE-BASED FUNDAMENTALS
Heres how to incorporate fees

into your practice.
22 3 WAYS TO PROTECT YOUR
SMARTPHONE
Follow these steps to implement
safeguards from cyber criminals.
24 FINANCIAL PLANNING
PHILOSOPHY
Morris best practices for a holistic
approach hold true 30 years later.
11
38 CHANGING MINDSETS
Turner teaches clients about

the value of life insurance.
36
WEB EXTRAS
mdrt.org
41 Q&A
Jiro Kato, CFP
n MDRT PODCAST
In this issue, two articles feature

podcast supplements. These
on-demand radio shows expand
on what it takes to move into the
world of fee-based planning, and
share more from new MDRT President Brian D. Heckert, CLU, ChFC.
Find these episodes and much
more at mdrt.org/podcast.
n REGISTRATION OPEN
Find more information and register

for the 2016 MDRT Experience
and Global Conference in Hong
Kong at mdrt.org/2016 experience.
ROUND theTABLE.ORG | SEPTEMBER/OCTOBER 2015
47
To me, a successful sale is never about
just selling; it is always about providing
high-value service to my clients and
helping them solve their own problems.
IN EVERY ISSUE
4 WELCOME
Liru Chang, MBA, Page 34
52
IN THE NEWS
IN MEMORIAM
55
TRUE TALES
56
LOOKING BACK
INSIDE MDRT
Laurence Turner, APFS, CFP, Page 38
ANNUAL MEETING
2016 - JUNE 12 TO 15, VANCOUVER, BRITISH COLUMBIA, CANADA
TOP OF THE TABLE ANNUAL MEETING

2015 - OCTOBER 7 TO 10, NAPLES, FLORIDA
MDRT EXPERIENCE AND GLOBAL CONFERENCE
47 MEET YOUR LEADERS
2016 - JANUARY 28 TO 30, HONG KONG
2016 EXECUTIVE COMMITTEE
Conference offers attendees

motivation and education.
OFFICIAL PUBLICATION OF THE MILLION DOLLAR ROUND TABLE | SEPTEMBER/OCTOBER 2015
ROUND the TABLE
44 EXPERIENCING MDRT
ROUND TABLE
the
SEPTEMBER/OCTOBER 2015
42 IDEAS
Making the change to fee-based 13 | Spotlight on South Africa 34 | Meet your 2016 leaders 47
Somebody once told me that youve only got to know 5 percent more
than your audience to be an expert. That is probably true, but I believe
to be fair to your clients, youve got to know far more than that.
An introduction to MDRTs 2016

leadership team.
50 2016 MCC CHAIRS ANNOUNCED

The worldwide network of regional contacts for current and prospective members is announced.
Brian D. Heckert
cLU, cH Fc
2016 MDRT PRESIDENT
Million Dollar Round Table

325 West Touhy Avenue, Park Ridge, IL 60068 USA
Phone: +1 847.692.6378 Fax: +1 847.518.8921 Website: www.mdrt.org
51 MDRT FOUNDATION
The new MDRT Foundation President is announced, and MDRTs

work with Free the Children is
highlighted.
28
MDRT - RTT COVER DESIGN

September/October 2015
4/c Process
ON THE COVER
08/07/15
Brian Heckert is MDRTs new

President.
COVER DESIGN BY MICHAEL DORICH
PHOTO BY LEROY KOETZ
| ROUND theTABLE.ORG 3
WELCOME
Global solutions
ts a big world out there. It becomes a little

smaller, however, when you have the opportunity to connect with others from around
the globe within the MDRT community.
Though MDRTs members hail from 69 countries, youre more alike than you are different.
At the end of the day, each of you is providing
financial security to families and businesses.
You have a lot to gain from one another. You
can share ideas about how each of you approaches business in your market, or how you shift your
practice to comply with new regulations.
When I interviewed MDRT President Brian D.
Heckert, CLU, ChFC, for his profile on Page 28,
he talked about the variety of countries hes had
the pleasure of visiting during his tenure on the
Executive Committee and some of the insights
hes been able to pick up from members around
the world.
This is a big world, and I grew up in a very

small part of it, he said. I have learned to appreciate where other people come from more not
just geographically, but where they come from
as individuals. Ive learned to appreciate that
everybody has a story. Sometimes you get to hear
the story. Thats been a big part of changing who
I am. I get the advantage of people coming to
me and telling their family stories and business
stories. Ive picked up ideas. A lot of the technology were using in our office, Ive observed with
members around the world.
MDRT embraces the philosophy of members
learning from one another. But it doesnt take
getting on an airplane to exchange ideas around
the globe. Weve captured ideas from far and
wide in this issue. Read about the referral philosophy of a member in Japan on Page 41. Pick
up ideas about working in the Chinese-American market on Page 32. Learn how impending
regulation encourages a member in South Africa
on Page 34.
If you need a specific solution, let us know
what topics youd like us to cover by sending me
an email. In the meantime, search the Resource
Zone at mdrt.org to find an extensive collection
of resources in a variety of formats: text, video
and audio. Youll also find new podcasts there
that correspond with two of the articles in this
magazine. See Pages 19 and 28 for more details
on these multimedia offerings.
Thank you for reading,
Kathryn Furtaw Keuneke, CAE

Editor in chief
Editor@mdrt.org
ROUND TABLE
CONTRIBUTORS
the
OFFICIAL PUBLICATION OF THE MILLION DOLLAR ROUND TABLE
EDITOR IN CHIEF:
Kathryn Furtaw Keuneke, CAE

Liz DeCarlo
CONTENT EDITOR: Michael DePilla
CONTENT SPECIALIST: Scott Rogers
CONTENT SPECIALIST: Antoinette Tuscano
ART DIRECTOR: Brandon Lane
MANAGING EDITOR:
14
One size doesnt fit
all. Learn how to help
well-off older folks
in BRYCE SANDERS
Bringing value to
older clients. Sanders
is the president of
Perceptive Business
Solutions and author
of Captivating the
Wealthy Investor.
Contact him through
his website
perceptivebusiness.com.
18
Policy delivery is a
chance to set yourself
apart from other advisors. MICHAEL MORROW, CFP, provides
some tangible ways to
create an impressive
delivery program in
After the sale. Morrow is an eight-year
MDRT member from
Thunder Bay, Ontario,
Canada. Contact him
at michael@ideasfor
advisors.com.
CHIEF EXECUTIVE OFFICER:
Stephen P. Stahr, CAE
STRATEGIC ENGAGEMENT DIRECTOR:
Pamela Brown, CMP, CAE

Jennifer Schimka
MEDIA RELATIONS COORDINATOR:
MDRT Executive Committee

PRESIDENT:
Brian D. Heckert, CLU, ChFC

A. Banks, APFS
FIRST VICE PRESIDENT: Mark J. Hanna, CLU, ChFC
SECOND VICE PRESIDENT: James Douglas Pittman, CLU, CFP
SECRETARY: Ross Vanderwolf, CFP
IMMEDIATE PAST PRESIDENT: Caroline
To contact editorial office:

MAIL: MDRT,
325 West Touhy Avenue,

Park Ridge, Illinois 60068 USA
PHONE: +1
847.692.6378 Fax: +1 847.518.8921

EMAIL:
editor@mdrt.org
WEBSITE: www.roundthetable.org
Round the Table (ISSN-0161-7125) is published bimonthly by the
Million Dollar Round Table, 325 West Touhy Avenue, Park Ridge,
Illinois 60068 USA. Subscription rate is included in MDRT membership dues: $20 for nonmembers in the United States, $30 for
nonmembers outside the United States. Periodicals postage paid
at Park Ridge, Illinois, and additional mailing offices.
POSTMASTER, send address corrections to Round the Table,
325 West Touhy Avenue, Park Ridge, Illinois 60068 USA.
20
20
Learn more about the transition many financial

advisors are considering in Fee-based fundamentals by DAVID BRAITHWAITE, DIP PFS,
and MICHELLE L. BENDER, CFP. Braithwaite
is a seven-year MDRT member from Tonbridge, England. Bender is a four-year MDRT
member from Gaithersburg, Maryland. They
were members of MDRTs 2015 Best Practices
for Fee-Based Practices Committee. Contact
Braithwaite at david@citrusfinancial.co.uk and
Bender at michelle.bender@investfinancial.com.
22
Smartphones and tablets leak your personal
information. ANWAR
VISRAM, who has
more than 20 years of
experience in cybersecurity, shares how
technology exposes
your personal details
to cyber criminals in
3 ways to protect
your smartphone.
Visram is from
Burnaby, British
Columbia, Canada.
Contact him at anwar@
visramsecurity.com.
2015 Million Dollar Round Table.

Round the Table is published for the use of Million Dollar Round
Table members. All rights reserved. Round the Table is not to be
used or loaned for any commercial purposes or other causes, nor
is any portion of it to be reproduced without the express, prior
written permission of the Million Dollar Round Table.
Round the Table is provided as an educational and informational
service by the Million Dollar Round Table. The Million Dollar
Round Table does not guarantee the accuracy of tax and legal
information and is not liable for errors or omissions. You are
urged to check with tax and legal professionals in your state,
province or country. MDRT also suggests you consult local
insurance and security regulations and compliance departments,
pertaining to the use of any new sales material with clients.
MDRT, Million Dollar Round Table, Top of the Table, Court of the
Table, MDRT Foundation, The Premier Association of Financial
Professionals, ConneXion Zone and Global Gift Fund are all
registered trademarks of the Million Dollar Round Table.
Round the Table is printed in USA with soy-based inks on
elemental chlorine-free paper.
IN
the
NEWS
member news | awards | calendar | in memoriam
MDRT
CALENDAR
Mark your calendar
to include these
important dates:
October 7
MDRT Top of the
Table Annual
Meeting begins in
Naples, Florida
Rogers awarded
November 1
Jon M. Rogers, CLU, ChFC,
MDRT membership
applications mailed
January 28, 2016

MDRT Experience
and Global Conference
begins in
Hong Kong
March 1, 2016
Completed MDRT
membership applications
must be submitted
online or mailed to
MDRT, postmarked on
or before this date,
to avoid $200
additional fee
June 12, 2016

MDRT Annual
Meeting begins in
Vancouver, British
Columbia, Canada
Leisman receives
Excellence Award
The Boston Estate Planning Council selected William F. Leisman,
CLU, AEP, for its 2015 BEPC Excellence Award, the organizations
highest honor awarded annually. Leisman, a 43-year MDRT
member from Waltham, Massachusetts, has served on the board
of numerous health and education institutions.
Cover stories
James E. Rogers, CLU, CFP, who was the 2008 MDRT
President, appears on the cover of the May 2015
edition of Forum magazine. Rogers is featured in an
article about life after retirement, in which he shares
the ups and downs of leaving the workforce. He is
a 42-year MDRT member from Vancouver, British
Columbia, Canada.
Marvin H. Feldman, CLU, ChFC, who was the 2002
MDRT President and is currently president and CEO
of Life Happens, was featured on the cover of the
May 2015 edition of National Underwriter Life & Health
magazine. Feldman is a 41-year MDRT member from
Palm Harbor, Florida.
received the 2015 Loren

Dunton Memorial Award
from the Financial Planning
Association for impacting
the profession through
education. Rogers, a 29-year
MDRT member from Greenville, South Carolina, has
more than 40 years of financial investments experience.
As an adjunct professor at
Webster University and
North Greenville University,
he teaches finance, marketing and business.
IN THE NEWS
Service to others
Browne honored
William R. Pickering, a 19year MDRT member from

Lake Mary, Florida, received
the annual American Award
from Lincoln Financial
Group, presented to financial services professionals
who are well-rounded in
their career, community
service and family life. As a
philanthropist and community leader, Pickering works
with many food banks, is actively involved with autism
prevention and is a longtime
Special Olympics supporter.
The National Association

of Insurance and Financial
Advisors (NAIFA) awarded
Peter C. Browne, LUTCF, the
74th annual John Newton
Russell Memorial Award. It
is the highest honor accorded by the insurance industry
to a living individual for
outstanding services to the
institution of life insurance.
Browne, a 35-year MDRT
member from New York,
New York, served on the
NAIFA Board of Trustees
and as treasurer.
Helping others
Robert H. Petrocelli Jr., a 32-year MDRT member from New
York, New York, has been appointed to serve as first vice
chair of the Board of Directors for Westhab Inc., a nonprofit
provider of affordable housing and social services for homeless and low-income families in the New York metropolitan
area. Petrocelli joined the organizations board in 2009.
Since 1981, Westhab has built 2,500 units of affordable
housing, moved 6,000 homeless families to permanent housing,
placed 4,000 public assistance recipients into employment, and
delivered after-school services to more than 10,000 youth.
2015 Quality of Life

Awardees
Top row (left to right): Allan Mendels, Joyce Baker Brown, Jack Stone, Simon
Gibson, Kirk Klein. Bottom row (left to right): William Burrus, 2015 MDRT
Foundation President Roger Seim, John Milam, Bradford Burwell.
The MDRT Foundations Quality of Life program awards

the volunteerism of MDRT members with a grant to
a charity in their name. In 2015, 30 members were
honored, and the MDRT Foundation awarded $250,000
to support charitable programs in England, Japan,
Scotland and the United States. The award winners
were listed in the previous edition of Round the Table;
however, the photo of the winners who attended this
years Annual Meeting was mistakenly excluded.
IN THE NEWS
Davidson
honored
Hall of fame
inductee
The North Carolina Association of Insurance and Financial Advisors has named
Richard C. Moldenhauer,
CLU, ChFC, was inducted to
Rondol Davidson, LUTCF,

CLU, of Greensboro, North
Carolina, its 2015 Advisor of

the Year. Davidson is a 28year MDRT member.
the Ameritas Life Insurance Corp. Hall of Fame.

Since 1974, he has mentored
financial professionals with
insurance trends, estate
planning and firm marketing. Moldenhauer is a 42year MDRT member from
Orchard Park, New York.
Ronn recognized by NAIFA

Ann Baker Ronn, LUTCF, was a recent recipient of the NAIFA
John Neighbors Award. Ronn is a 17-year MDRT member
from Houston, Texas. This award recognizes a member who
has served the association, the membership, the industry and
the community with distinction and special dedication.
IN MEMORIAM
Rose Beattie, LUTCF
Norman, Oklahoma
Age: 77, MDRT: 39 years
Joseph M. Gandolfo, CLU

Lakeland, Florida

Saroop Kumar
Karachi, Pakistan
David C. Bell, CLU

Burlington, Vermont
Shawn Leonard Hagerman,

CLU, ChFC
Haliburton, Ontario, Canada
Keiko Matsumoto
Tokyo, Japan
Seldon C. Brusa, CLU

Lodi, California
Calogero A. Cicero, CLU, RHU
Hamilton, Ontario, Canada
Edwin T. Demeritte, LUTCF,
RFC
Miami, Florida
Fernando De Jesus Pineda

Fonseca
San Pedro, Mexico
Lyndon H. Ratcliffe
Bristol, Connecticut
Leonard M. Hauprich, CLU

Orangeburg, South Carolina
Brian McCallion
Hervey Bay, Queensland,
Australia
Carl A. Santelmo, LUTCF

Staten Island, New York
Chester Thomas John

St. Georges, Grenada
John F. Miller, CLU

Halifax, Nova Scotia, Canada
Robert J. Scurio, CLU

Homer Glen, Illinois
Don Jordan, CLU, ChFC

West Chester, Pennsylvania
Richard R. Noack
San Antonio, Texas
James C. Talley
Spokane, Washington
in
PRACTICE
Committed to clients 11 | Helping older clients 14 | Tips & Technology 16 | Great policy delivery 18
Fee-based fundamentals 19 | Smartphone safety 22
BOOMERS WANT ANNUITIES
SAVING GEN X
SANDWICH GENERATION
FEWER FEES
More than half of baby

boomers ages 5059 are
Only 4 in 10 Gen Xers

save regularly,
compared with
half of Gen Yers
and Boomers.
15% of middle-aged adults
74% of U.S. MDRT

members did not
charge fees in 2013 for
professional services.
interested in converting
their assets into a
guaranteed lifetime
income stream.
2014 LIMRA annuity sales figures
LIMRA
are providing financial

support to both an aging
parent and a child.
Pew Research Center
2014 MDRT
Cost of Doing Business Survey
A TASTEFUL
MARKETING
STRATEGY
About a month before
clients retire, send
to their office an
enormous gift basket
chock-full of delicious
treats, such as cookies or fruit. Its more
than clients can eat,
so theyll share with
colleagues. The gift
basket now becomes
a conversation starter about who sent it (thats you, their
financial planner!), wealth management and retirement planning. Depending on the number of clients retiring in a given
year, this idea can generate 1020 referrals a year.
Brad Myers, Salt Lake City, Utah, 13-year member
FINANCIAL OXYGEN
I am often asked by prospective clients why they need
basic insurance. Do they need insurance for themselves?
For their families? To answer, I compare it to air travel.
I ask, What is the safety announcement made when
youre on a plane? In the event of an emergency, the oxygen
mask drops. Were asked to put it over our mouth and nose,
to breathe first before we can help others around us.
Similarly, I say, if you dont have the financial oxygen
that is needed to keep your family going, how are you going
to help them, including children, spouses or business partners? Its up to you to put the numbers in. Im here to help
you find that financial oxygen.
Alphonso B. Franco, RHU, RCIS, Victoria, British Columbia,
Canada, 21-year member
STANDARD OF LIVING
Mr. Jones, I am sure you are providing a comfortable
home for your family and that you are enjoying a satisfactory standard of living. I wish that you would take just a
minute, however, to jot down one figure on this piece of
paper. I am not going to look at it. I am not going to ask
you what your income is or how much life insurance you
now own. If you want to tell me those things, I am sure
you will do so if we get into this matter further. But right
now, will you please put down on that piece of paper the
amount of life insurance you own?
Now mark off the last two digits of that figure, and
divide the remaining figure by two. That is the amount of
monthly income your family would have each month from
your life insurance if they invested it at 6 percent annual
interest.
Compare that figure with the amount it takes for them
to live today. If that difference astonishes you, wouldnt it
be wise to spend a few minutes talking about how your
present life insurance could be arranged to give them an
adequate income?
Ronnie K. Muhl, Simons Town, South Africa, 25-year
MDRT member
ILLNESS PROTECTION
Whenever I meet with prospective clients, the most
important thing I offer them is a critical illness rider. I tell
them, Illnesses do not choose who they strike you
could be young or old, rich or poor, single or married,
and it would hit you all the same. When this happens, you
need funds for medical expenses. Why spend your own
hard-earned money when you have already prepared an
emergency fund for a situation like this?
Katrina Louise L. Yap, Cebu City, Philippines, 4-year member
PRACTICE
Outstanding
Wiklund talks with Anne Gongos.
commitment to clients
MDRT members are honored with service award.
BY ANTOINETTE TUSCANO
PETER VIDOR
hen the unexpected happens, the

work and commitment of an insurance agent or financial advisor can
make all the difference to a family or business.
This year, Life Happens honored four advisors
three of them MDRT members in the Real
Life Stories Client Recognition Program.
The agents we are honoring are a testament to
the invaluable role professional financial assistance plays in having the right policy and amount
in place to meet your familys needs and ensure
your loved ones are always protected, said Marvin H. Feldman, CLU, ChFC, president and CEO
of Life Happens and past MDRT President.
Following are the stories from three

award-winning MDRT members:
A final gift
John Gongos was a small-business owner and

close friend of 10-year MDRT member Craig
Wiklund, CLU, ChFC, of Auburn Hills, Michigan.
Although Gongos was healthy and active, Wiklund
helped him ensure that both his family and his
business would be taken care of if anything were to
happen to him. They developed a succession plan
for Gongos company and purchased life insurance
policies that would fund that agreement and protect the employees he considered family. >>
PRACTICE
Unfortunately, when he was only 51, Gongos

was diagnosed with Stage 4 melanoma. He died
just two weeks later; his funeral was held on his
52nd birthday. His death left his wife, three kids
and employees in shock.
Sometimes its hard to be a little persistent
with a friend, but it would be so different today
if I hadnt, said Wiklund. Thanks to his insurance policies, Gongos was able to take care of
his family, allowing his wife and children to stay
in their house. He was also able to take care of
his employees and keep his business running.
This was Johns final gift to us, said his wife,
Anne.
Watch the video at lifehappens.org/gongos to
see more.
Long road back
At age 27, Michael Sizemore had his life on

track. He was training for his first marathon and
starting a job as a lobbyist.
As a new employee, Sizemore was eligible
for his employers benefit program, which
43-year MDRT member James A. Jacobs,
CLU, ChFC, of Chesterfield, Virginia, had

established for the organization. Sizemore
took full advantage of all the benefits offered
through his employer as well as a number
of individual insurance policies, including a
disability insurance policy.
Just one year later, while on a trip to Washington, D.C., Sizemore was hit by a drunk driver,
leaving him in a medically induced coma with
more than $2 million in medical expenses. The
group health insurance paid his hospital medical expenses. In addition, through the individual
disability insurance coverage Jacobs helped put
in place, Sizemore has enough income to continue living his life and pay for his physical therapy,
despite being unable to work.
Most young people think they are invincible,
so they dont see health, life or disability insurance as important, Jacobs said. Yet insurance
is the cornerstone of financial planning and the
base to build financial independence. Every
young person needs to see Mikes story!
Watch the video at lifehappens.org/sizemore to
see more.
The company benefit plan set up by Jacobs (right)
helped Michael Sizemore (left) after a car crash.
Insurance is the
cornerstone
of financial
planning and
the base to
build financial
independence.
12
Amy McNeely (right) was able to care for her daughter after being
widowed thanks to a policy put in place by Juli McNeely (left).
Protection is paramount
After fulfilling their dream of starting a family, Sam and Amy McNeely wanted more life
insurance coverage than was provided through
Sams employer. They turned to Sams cousin
and eight-year MDRT member Juli McNeely,
LUTCF, CFP, of Spencer, Wisconsin, for a life
insurance policy that would provide adequate
coverage.
When Sam fell ill and suddenly died at age
38 from a dissected aorta, McNeely reminded
Amy of the life insurance policies she and Sam
had purchased. McNeely couldnt take away
the emotional pain of losing Sam, but she knew
his insurance policy would help Sams family
financially. These life insurance policies allowed
Sams wife and young daughter to live their lives
without financial hardship.
Its never easy to lose a client, especially
when it is your own family member, McNeely
said. It is my hope that this real-life story of
our products at work will encourage others to
prepare for a day we all hope never comes. I
personally encourage you each to share this
story and others like it with family, friends,

clients and prospects so they can have financial
peace of mind.
Amy agrees: Life insurance policies have
allowed us to live without worry or struggle
Sam would be happy knowing his life insurance
policy helped us get through this. Sam will
always be taking care of us.
Watch the video at lifehappens.org/mcneely to
see more. RTT
REAL LIFE STORIES CLIENT

RECOGNITION PROGRAM
With its 20th annual recognition program,
insurance nonprofit organization Life Happens
celebrates insurance agents and advisors for their
outstanding professional and personal commitments to supporting clients and their families in
times of need.
You can apply to the award program at
lifehappens.org/reallifestories-program-application.
PRACTICE
Bringing value
Increase your business by understanding the

financial concerns of your clients generation.
Who are WOOFs?
to older clients
BY BRYCE SANDERS
ne size doesnt fit all. Being aware of

differences and concerns common
to different generations can help you
better understand and serve your clients. For
example, clients who are Well-Off Older Folks,
or WOOFs, may have serious financial worries
that theyre keeping to themselves. You can help
alleviate those concerns, and keep them as clients, if you reach out to them and have the right
conversation at the right time.
Theyre born between 1920 and 1945, and their

lives are defined by first- or second-hand experience with the Great Depression. They believe in
sacrifice and savings to accumulate wealth.
The men may have served in World War II or
the Korean War. As veterans, they could have
reaped benefits such as a federally funded college
education. Military life also taught them the
importance of the chain of command. This served
them well in industry, which enjoyed unprecedented expansion in the 1950s and 60s. This
generation believes in brands, and they often stay
loyal for life. Their employers rewarded loyalty
with generous pension plans and free health care.
For seniors, comfort level with technology can
vary. They are used to communicating by phone
but use email as well. Marketers, however, target
them through mail and glossy brochures. For
example, the cruise line industry still produces
weighty color catalogs because 26 percent of
their business comes from people over age 60.
n Transferring their wealth. Too often, they dont

understand estate planning and underestimate the
amount the government will ultimately get.
n Catastrophic medical expenses. Although
they are covered by Medicare, they know there
are gaps. Theyre afraid a serious illness or the
need to move to a skilled nursing facility will run
down their life savings.
n Rising prices. They think inflation statistics
about increasing property taxes, groceries and
restaurant bills are exaggerated.
In their generation, men prevalently handled
all the bills and investments. Husbands went to
14
DON MASON/AGE FOTOSTOCK
What do WOOFs worry about financially?
work, while wives stayed home to run the house

and raise their family.
Yet statistically, women outlive men. Husbands
want financial security for the surviving spouse.
As they get older and their health fails, these
husbands now face the challenge of getting their
affairs in order.
Security for surviving spouses
If the decision-maker dies and didnt plan for

their spouses financial well-being, there could be
financial issues. Bills may go unpaid, and income
and property taxes accrue penalties as the surviving spouse withdraws in her grief and sits on the
life insurance proceeds.
What if the spouse doesnt return your phone
calls, thinking you cant help? Out of concern,
the surviving spouses friends eventually might
introduce her to a broker they know. The account
transfers out.
This can end differently. Address this issue
when both parties are alive and healthy. Take
away a worry for your clients, and the life insurance proceeds may be invested with you. And
youll have an advocate who tells other surviving
spouses about you.
Whats the solution?
Meet with the decision-maker alone and speak

from your heart. None of us are going to live for-
ever. Ask, Is your spouse comfortable handling

money, or will she need someone trustworthy to
advise her?
Next, bring them both into the financial conversations. During portfolio reviews, spend more
time presenting to the spouse. Forbes reports that
70 percent of surviving spouses change advisors
if there isnt a personal relationship in place. If
your styles dont mesh, find another advisor in
your office who may be a better fit and arrange a
fee split. Fifty percent of something is better than
100 percent of nothing.
Take away a
worry for your
clients, and the
life insurance
proceeds may
be invested
with you.
Whats the strategy?
The surviving spouse may be most comfortable with a monthly paycheck. Immediate
annuities were designed for this purpose. Their
investment portfolio could also be configured to
set aside a years income to be tapped monthly
while the portfolio replaces the shortfall over
time. Help them to set up automatic bill paying
for as many recurring charges as possible (insurance, utilities and so forth). Ask for introductions to their accountant and attorney. You are
all on the same side.
You have worked with your client for years and
have rapport. You are capable of helping to solve
this problem. They may not have thought of you
in this context before, but now you can be part of
the solution and remove a serious worry. RTT
LEARN MORE ABOUT THE NEIGHBORHOOD

For more information, use Nielsens tool
at claritas.com/MyBestSegments/
Default.jsp. It allows you to determine the
top three types of people living in most
U.S. ZIP codes. It provides information
about their buying preferences, including
the financial instruments they are likely to
purchase. The following is an example of a
Nielsen senior marketing segment.
Money and Brains. These seniors
seem to have it all: high incomes,
advanced degrees and sophisticated
tastes to match their credentials. Many

of these city dwellers are married
couples with a few children. They often
live in fashionable homes on small,
manicured lots.
Lifestyle & Media Traits
n Shop at Banana Republic
n Travel for business
n Read New York Times
n Watch tennis
n Drive Mercedes E Class
Demographics Traits
n Urbanicity: Urban
n Income: Wealthy
n Income-producing assets: Elite
n Age ranges: 45-64
n Presence of kids: Family mix
n Homeownership: Mostly owners
n Employment levels: Management
n Education levels: Graduate plus
nE
thnic diversity: White, black,
Asian, Hispanic, mix
TIPS & TECHNOLOGY

life hacks | apps | time-savers
Organize digitally
Are you feeling disorganized? Do you wish you had an online
binder for everything you bring with you when meeting with
clients? OneNote on Surface Pro 3, a Microsoft tablet, makes it easy.
1. Simply purchase the tablet, which comes in several varieties.
The 12-inch model is $900 at microsoftstore.com.
2. Use the software to load all the forms you use for your fact
finders, meetings and appointments. You can duplicate them for each
client.
3. Go to the meetings, take notes, create a todo list and write notes for staff. Now you can
have everything at your fingertips with less
clutter.
Minh Duc Vo, Houston, Texas, 4-year member
On a winning streak
Momentum in our lives is very important, and our customers, family and
friends want to be around a positive me versus some other version of
me. One way to keep positive is to track your wins and your anticipated
successes.
The WinStreak app allows you to enter
your wins for the day and your anticipated wins for tomorrow. I usually try
to enter at least three wins for the day.
These wins could be closing on a case,
completing a task, celebrating the win of
a colleague, or spending time with family and friends. Cognitively recognizing
these wins for the day and potential wins
for tomorrow changes your mindset, and
you are more often the person you want
to be. If you want to share your wins, the
app allows you to easily do this electronically by text message, social media or
email. One of your wins today could be
downloading this free app.
Peter Hill, ChFC
Des Moines, Iowa, 19-year member
16
Thats the refrigerator talking

Have you ever been at the grocery store and
cant remember if you have eggs at home? With
new smart appliances, you can just text your refrigerator and ask. And, if you need to stop after
work to buy those eggs, but you also need your
sons soccer jersey cleaned, text your washing
machine to take care of it.
A new smart kitchen lets homeowners communicate, control and monitor their household
appliances from their phone. The smart kitchen
lineup includes a camera-equipped refrigerator,
a washing machine that allows users to start
laundry remotely and an oven that can be controlled from any location.
In the refrigerator, a camera is positioned at the
top of the main compartment so users can monitor exactly whats inside on their smartphones or
tablets. The refrigerator itself also tracks whats
inside, so it can answer your text message and
let you know if you actually do need eggs. It can
create customized meal plans based on the ingredients available and the users personal profile.
The oven can also help with dinner. It will
query you on what youd like to make and open
a recipe search window with ideas. When youre
ready to start cooking, the oven sets its temperature and cooking time for that particular
dish.
To do laundry, users can text the washing
machine as they head home, and the wash is
completed by the time they arrive.
While these products cant cook the actual
meals or fold the laundry, theyre making life easier for busy families. The appliances are currently
sold in South Korea, and are expanding to other
countries. For more information, visit lg.com.
Pocket power source
7 travel must-haves
Before you head off on your next business trip, consider placing a few items in
your bag that will make life a little easier and technology management a bit less
frustrating.
1. A small bag for all your tech gear. Consider Eagle Creek (eaglecreek.com)
packers and organizer bags, or some other brand of fabric zippered bag to keep
all your tech together. This can make losing things less likely, and its easier to
grab everything you need quickly.
2. Flat USB cables. These flat little cables roll up neatly and dont get tangled
like their round counterparts.
3. Outlet multiplier or surge brick. In case your hotel only has one outlet to
set up your iPad or computer, consider bringing your own. Travel surge strips/
bricks are lightweight, affordable, easy to pack and give you two to four extra
outlets.
4. Extras. Whether you are a die-hard Android or a devoted Apple fan, consider carrying an extra charging cable for the other team. The client, friend or
stranger in need will appreciate you greatly.
5. Dual USB high-capacity charger. Some devices need more juice to charge.
First-generation USB chargers only put out 0.5 amps; the next generation of
these put out 1 amp. However, today most tablets need 2.1, and some phones can
handle the increased output for faster charging. A dual 4.2 amp charger has two
2.1 USB outputs so you can rapidly charge a tablet and phone at the same time.
Limefuel, available at limefuel.com, makes just such a device.
6. Headphones. When you need them, you need them, and a spare pair is
cheap.
7. Small wallet. Pack a small, spare wallet with cash, an extra credit card and
ID, plus a copy of your passport if you are traveling internationally. It only takes
losing your wallet or purse once to appreciate this.
Charging your electronics while out of

your home or office is often a challenge. The HUE Stik External Battery
offers a simple solution for $22. The
external battery is about half the size
of a smartphone and easily fits into any
bag or pocket for instant power on the
go. Its perfect for long flights, road
trips, emergency uses, or just to carry
daily for power-hungry devices.
The Hue Stik is equipped with LED
lights that indicate the amount of power remaining. It also works as an LED
flashlight. Available at junopower.com.
New life for old flash

drives
If you have a drawer full of extra flash
drives, consider donating them. Recycle
USB is a nonprofit website dedicated to turning used flash drives into
portable learning devices for children.
When you donate a flash drive, all your
information is cleared from the device
and learning software is loaded. The
flash drive is given to children between
5 and 12 years old in countries around
the world. For more information, visit
recycleusb.com.
Brandon Green, CLTC, LUTCF, Katy, Texas, 6-year member

PRACTICE
After the sale

Go the extra mile with your policy delivery.
BY MICHAEL MORROW, CFP
rience and assure clients they made an important
decision in protecting what matters most.
Personally deliver the policy
Write a congratulatory letter
Its a unique way to leave a positive and lasting

impression. It will elevate the entire sales expe-
18
Deliver a custom package
Put the policy in a high-quality wallet, handcrafted case or customized folder to create high
impact. Include any extra documents that provide guidance about the policy as well as advice
for the future. When used, these documents will
remind the client of your delivery.
Plan the next discussion
Use the time you deliver the policy as an opportunity to lay out your client service standards. Discuss what they can expect from a communication
perspective and how often you want to meet with
them. Its important to strategize the next step.
The decision to purchase life insurance means

spending money on something they will never
see. To help alleviate buyers remorse, send clients a handwritten note congratulating them on
taking a step toward a secure financial future.
There is a direct and critical link between a
client who feels valued and their loyalty to you.
Taking the time to thank a client is an excellent
way to demonstrate you are a caring and attentive advisor. These letters go a long way toward
expressing your professionalism and dedication.
Now that your current policy delivery system is
referral-worthy, be sure to let your clients know
referrals are always appreciated.
Everyone has the opportunity to be successful.
We just have to do the right things right and,
more importantly, we have to do them frequently.
By incorporating an impressive policy delivery
process, you will be on your way to building longterm relationships and adding a cutting-edge
advantage to your practice. RTT
ERIC AUDRAS/AGE FOTOSTOCK
any financial professionals think

when they make a sale their work is
done. However, there is one very important final step after you sell a life insurance
policy. The policy delivery is an opportunity to
set yourself apart as a professional who is invested in your clients and will go the extra mile.
To maintain a superior level of client service,
we must be invested in providing high-impact
marketing strategies to fulfill a clients needs.
Developing a unique policy delivery will help
achieve those expectations.
Start by asking yourself two questions: Is your
current policy delivery building client appreciation? Is it referral-worthy?
To improve your service standards and ensure
clients feel valued, consider the following:
Fee-based fundamentals
Heres how to incorporate fees into your practice.
BY DAVID BRAITHWAITE, DIP PFS, AND MICHELLE L. BENDER, CFP
change and are more than happy to share what

did and didnt work for them. This article was put
together by members of MDRT who have gone
through it. We are here to help and support you.
Lets look at the facts
We are financial advisors people come to us for

advice. However, advice comes with a cost. >>
ARTBOX/AGE FOTOSTOCK
he subject of fees vs. commission has

been a matter of debate for some time.
Some people only work with fees, some
have recently transitioned and others have been
forced to make the change through regulation.
The very fact that you are still reading this
means you are either interested on some level, being forced to make a change, or perhaps
already operating on a fee basis and are looking
for tips.
We know change isnt easy, especially if regulation forces it upon us. The good news is that
many MDRT members have gone through the
PRACTICE
Historically, that cost has been paid for by the

client buying a product. The advice may have
been viewed as free. We may have even said to
the client, We are paid by the company for the
product we are selling, so you dont have to pay
us.
In truth though, the client is always paying.
These product providers dont pay us for giving advice; they pay us when the client signs on the dotted
line, and then pay a premium to that provider. The
advisor arranges the product, is paid a commission
for the sale and thats it. Years later, that client may
need help with other financial matters, but there
may be no sale, which means no money for the
advisor. Unless there is another way
Charging fees represents primarily a change in
emphasis: Instead of selling products, firms and
their advisors are now selling their own expertise
and intellectual capital.
Imagine if we were like accountants or attorneys when clients come to us for advice, they
pay for it without being sold anything. Sounds
like a revolution.
In many countries, advisors have been forced
by regulation into making the change after commissions were banned for certain product areas.
Some countries also made advisors enhance their
qualifications.
What has happened in those countries? There
has not been doom and gloom (although that was
how it was first imagined) but instead thriving
businesses, in which people are viewed as professionals working within their chosen profession.
Lets move away from working in an industry. We are better than that after all, we are
members of MDRT The Premier Association of
Financial Professionals.
Baby steps
Your clients are the ones who will be paying you.

Ask your existing clients how they feel about fees
instead of commission. You may be surprised to
hear responses such as I always wondered how
you got paid, or we come to you for help and
HOW TO TRANSITION TO A FEE-BASED PRACTICE
1.
Know the law in your respective

country, and make sure you have
the right credentials to be a fee-based
advisor. Check your regions regulatory
authority or your firms compliance
department to ensure you are able to
practice in this way and that you have
correct, up-to-date information.
2.
Determine a business/fee model.

What does it cost you to transact
business? Consider your office, your
staff and how much it actually costs
you to take a client from point A to Z
and everything in-between. Know your
competitions price for your region or
area of specialty.
Its easy to carry out research on other
firms just Google local advisors. Many
publish their fee structure and how
they work. Not all of what they do will
resonate with you, but it may show you
20
its only fair to pay. You can casually ask this

question without actually suggesting a change,
but please ask you will be surprised by the
response.
Compare that to a client asking, What are
your fees? No matter how you answer, the client
hears, Well, they are free, because we wait to see
if you buy anything.
The truth is people will pay when they receive
value.
So, if we delve a little deeper, lets look at what
we do as advisors, compared to what the client values. Remember: Value is what people will pay for.
Some advisors charge for every step of the
process, so they are being paid as they go. This
means that should a client decide not to proceed
with your suggestions, then at least you have
been paid for the work you have done.
Compare this to the traditional commission
model. You do all the work and hope they sign.
Then, provided they accept the contract, you
finally get paid. Its being paid in arrears for work
what you like and could use in your own

business. Do this especially with successful firms that you aspire to be like. Be sure
to also use other local MDRT members to
give you some insight.
3.
Create literature that supports your

model. Existing clients will find it
easier to embrace the change if you have
literature that helps understand it in the
first place. It also will provide you with
the confidence to have those conversations.
Create a document that explains
how you work and how you charge for
that work. When you create your own
document, you will want to share it
with clients. Seeing your proposition
in writing also adds weight to it. It has
been thought through, it is something
tangible, but above all, it makes your
conversation easier because it is the
you have already done but the clients dont

really know that. What if they cannot get underwritten? Its neither your fault nor the clients,
but you wont get paid. Yet, you have used your
time as a professional to get the clients that far.
Believe in yourself
Change is hard, especially when it is forced upon

us by regulation. We appreciate that; we have
been there. One of the biggest issues we have
found with advisors moving from a commission
to fee model is actually between their own ears.
We are creatures of habit. We know our sales pattern and what to say when, and it works for us.
Making a change requires being uncomfortable
for a short time, and finding a new way to talk to
clients. What other advisors have found is that
the biggest hurdle was the belief that clients will
not pay. But if we dont ask, how will we ever
know? Just try it with one client, and ask for a fee
for an element of the process. Start with a small
one so its easy, and build up from there. RTT
paperwork talking, not you. You wont be

as apprehensive with clients; all you have
to do is guide them through your value
proposition.
4.
Communicate your proposition.

This isnt just meant for the clients.
You need to let your whole team know
what is happening and why. They need
to be on board with your ideas. Your
team can be a huge asset in creating
your proposition. In addition, make sure
your clients know all the services you
offer and what you can do for them.
5.
Look for opportunities to improve

your practice. Change can potentially increase your income. For example, the more frequent client reviews
that may be required by legislation can
help you build a closer relationship with
your clients. Additional documentation,
LISTEN AND
LEARN
Still unsure about
making the switch to
a fee-based practice?
Hear more from
members, including
Braithwaite, who have
made the transition
and seen their practices flourish as a result
in the MDRT Podcast.
Visit mdrt.org/podcast
to see if this is right
for you.
which is often required by regulatory

change, can help reduce liability to your
practice.
6.
Analyze the processes within your

firm, review and fine tune. Just
because it may be working fine doesnt
mean there isnt room for improvement.
Look back after you have thoroughly
road tested the change. Ask clients for
feedback about what they found: Was
the literature clear and easy? Do they
understand the fee structure? On your
end as the advisor, what pitfalls did you
find that you could eliminate or improve
from the process? Is your workflow
process working as efficiently as youd
like, bearing in mind the fee you are
charging?
7.
Embrace and enjoy the

change!
PRACTICE
ways to
protect your
smartphone
Follow these steps to implement safeguards

from cyber criminals.
BY ANWAR VISRAM, CISSP
D
Cybercrime has
soared
to one of
the top four
types of
economic
crimes
globally.
22
uring the next 12 months, 38 percent of

you will likely be a victim of a cybercrime through your mobile device. Your
smartphone is a treasure chest full of information that can be stolen and used against you.
World cybercrime is estimated at more than
$400 billion globally, a 25 percent growth from
the same report in 2013. There are an estimated
1.5 million cyber victims per day. In just a few
years, cybercrime has soared to one of the top
four types of economic crimes globally. Here are
a few action items you can employ to avoid this
happening to you.
Action 1: Keep your operating system up to
date. Similar to how you keep your desktop and
laptop computer software updated, you need
to keep your devices current to patch bugs and
security holes. Keep in mind, depending on your
devices, versions and battery life, you may have
to plug in your device to update it.
Action 2: Keep your apps up to date. For Apple devices, you simply have to go to the iTunes
App store. Apple does a good job of screening
apps for viruses and Trojans. For Android devices, it is a little more complicated, as there are
many more marketplaces or stores where you
can get your apps. I recommend getting your

apps from the Google Play Store because they
offer a similar way to keep your apps safe.
Action 3: Download and install security protection, and review app settings. There are a variety of programs to choose from; some are free
and others require payment. Each has different
options, from virus protection and protection
from malicious websites, to scanning your apps,
and even sending you an email when someone
types your password incorrectly.
By default, most applications want access to
your personal information such as email, address
book, phone, microphone, camera and location
services. Some of this is important. For example, map apps require access to your location to
provide directions to get from where you are to
where you want to go. But does your map app
need access to your calendar, text messages, microphone or camera? Not likely, right? So when
installing apps, we need to be aware of what it
IKON IMAGE/AGE FOTOSTOCK
requires access to and be able to deny access to

certain services and then allow them selectively.
Location services use both GPS and your WiFi signal to calculate your exact location on this
planet. It is useful when getting directions to a
new restaurant you will be trying out. However, that information can also allow criminals to
track you as you move about. Apple often buries
the location services feature, and many apps
want to use this feature. But it can be used to
track your every movement, including where
youve been, when you were there and how long
you were there. Your mobile device is effectively
stalking your every move.
Do you take pictures of friends or family and
post them on the Internet? When you were
taking those pictures, did you also want to share
the exact time and GPS coordinates of those
pictures? When you post pictures online, you are
actually giving away all that data. You can imagine what a criminal can do with that information.
As you view your settings, Android and Apple

users will see different things. For Apple users,
you can adjust your settings universally across
all apps, or you can selectively turn on or off
applications that want to use your location.
I would recommend reviewing each setting
and then determining if it is appropriate for
you. The pro is that you can individually select
settings. The con is that you will have to review
these settings each time you install a new app.
Unfortunately, Android users only have the
ability to adjust settings for all apps. The pro here
is that settings usually only have to be done once.
The con is that there is not the ability to selectively enable location services for certain apps.
I have only covered the tip of the iceberg of
cyber security. Mobile devices are a great start.
Use the same security mindset to look at all your
technology. This includes all your cloud storage
technologies, computer systems, networks, online social media and Web applications.
Today, it is not enough to say you have a
firewall or antivirus protection. For those of you
lucky to have a dedicated information technology staff, you need to question them on security.
My experience of more than 20 years working
around the world has shown me that most IT
groups just focus on making sure your email and
websites work. IT very rarely focuses on or has
expertise in helping you use your technology
safely and securely. We have to simply look at
the celebrity photo and iCloud leaks, along with
businesses that have suffered breaches, such as
Target, Home Depot and Sony, to know that no
one is immune to these hacks. RTT
TO ACCESS the full

presentation, visit
mdrtresourcezone.org.
THREE THINGS TO REMEMBER WHEN USING TECHNOLOGY

1. Awareness: Go beyond simply using the latest technology make
sure to also consider both the benefits and risks of all the features.
2. Behavior: Use the security-first approach, which includes ensuring
you use passwords to protect important information.
3. Prevention: Remember, the cost and value of securing your systems
now could save you weeks or months of cleanup time and tens of thousands to hundreds of thousands of dollars in reputational damage and
other financial costs.
PRACTICE
Robert Carlson
(leaning on table)
talked with Richard
Morris (front chair)
about financial
planning.
1939
1983
Financial planning philosophy

Morris best practices for a holistic approach hold true 30 years later.
BY KATHRYN FURTAW KEUNEKE, CAE
As they planned the 1983 MDRT Annual Meeting, with the theme Reach Out
for Tomorrow, MDRTs leaders thought about how to help their fellow members
grow. One of their answers was to provide role models. After all, isnt this what
we have been doing for 56 years? then-President Jack B. Turner, CLU, ChFC, of
Clarksville, Tennessee, told attendees. When you really stop to think about it,
isnt that how we all grew by our identification with fellow members who had
traveled a road before us?
The task force identified role models to represent five practice types in a session called Survival in the Financial Planning Era. Richard S. Morris, CLU, ChFC,
of Colorado Springs, Colorado, who had been an MDRT member since 1966,
shared his experiences of transitioning to a financial planning practice a topic
many producers are still seeking today, three decades later.
One of the best ways for us to sort out our own future is to examine, microscopically, what others who have made the move are doing and what it took to
get there, Turner said.
Robert E. Carlson, Ph.D., former head of research at LIMRA, interviewed each
of the identified role models during the session.
24
Carlson: Youre classified as the financial

planner in this group, and that seems to be the
hot topic of the day. How did you get into that
business?
Morris: Financial planning, to us, is a philosophy. We have kind of evolved into that particular
philosophy. We started out trying to do a better
job of planning for professional people. Through
the process of our evolution, we gradually got
to the point where we felt we had a total service
that we could charge for and people could accept.
Carlson: How does the income to your group
break down?
Morris: Over the last 2 to three years, we
have achieved a balance. About one-third of our
income comes from fees, about one-third from
investment commissions and about one-third
from insurance commissions.
Carlson: How many total clients do you

have that you deal with on a regular basis? In
financial planning, you just dont run a program
through and leave them. I assume you manage
this relationship over time.
Morris: Yes, and that requires a lot of computerization and other kinds of backup. Probably true total financial planning clients at least
that meet our criteria 70 to 80.
Carlson: Whats the rest of your client base?
Morris: Probably another 150 to 200 people
we dealt with many years ago and who dont
quite fit the mold, but we dont feel we can turn
our backs on at this time.
Carlson: How are you going to provide longterm service to the financial planning clients?
What happens if you are taken out of the picture? How does this business continue?
Morris: One of the commitments you have to
make when you get into a total financial planning concept is to build up depth through staff.
And we have a lot of research staff and a lot of
other staff who provide expertise in a wide variety of areas. That makes me less important. My
principal role is that of opening up new cases
and closing, or putting together, a client relationship. I think the firm, at some point, could
do without that. Although, the better organized
it is, if I get hit by that proverbial truck, therell
be something to sell and attract someone else in

that capacity.
Carlson: How many new clients did you have
last year in financial planning, and how many in
strictly life insurance?
Morris: We dont add them strictly from a
side-door viewpoint. A new client must come in
as a total fee-based circumstance. Its sort of like
a doctor who cant operate until he has really
reviewed the whole patient profile we feel the
same way.
Carlson: How many new clients did you have
for total financial planning?
Morris: Probably about 12 to 15. Thats about
our capacity for new clients because of the depth
we go into with the kind of new client we accept.
Carlson: If you were starting this business
today, would you do it right now? Has the past
given you a better roadmap?
Morris: I would certainly avoid some of the
mistakes weve made in the past, but I think
today, with the climate the way it is, rather than
this process of evolution, we could take the
structure we have and design it that way and
drop it in place provided you have the capital
wherever it might be.
Carlson: What are the mistakes you think
youve made in the past?
Morris: The most difficult job we have in financial planning is finding compatible associates.
Carlson: Whos the boss? Is that you?
Morris: I think if we were doing it over, I
would no longer be the boss. I think my capabilities are better in client work, and it would be
wiser for me to hire strong, central management.
Carlson: In an administrative capacity?
Somebody to run the office and youd slide off as
a super staff person/prospector?
Morris: I dont think, in my concept, any of
the principals should necessarily be the boss.
You can have a board of directors, you can have
your policymaking decision. But I think the law
firm approach is certainly the wave of the future
as we look to this field here. RTT
A new client
must come in as
a total fee-based
circumstance.
Its sort of like a
doctor who cant
operate until
he has really
reviewed the
whole patient
profile.
FAST
AND GOOD
We should have a sense of
self-value in what we do and
pride that it is unique. We
should present ourselves as
specialists and experts, not
salespeople. Therefore, our clients must appreciate that we
are no different than anything
else of top quality you get
what you pay for. I explain that
we have three components
to our service: we can be fast,
cheap and good. However, a

client can only choose two
out of the three. If they want
it cheap and fast, it wont be
good. If they want it cheap
and good, it wont be fast.
And, this is where we position
ourselves, if they want it fast
and good, it wont be cheap.
Bhupinder S. Anand, ACII,
Dip PFS, London, England,
19-year member
FIND A CONNECTION
In starting and building relationships with clients, we know
we need to connect on a more personal level. I usually
meet with my clients and prospects in their office first.
When I get in, I make sure to casually look around.
Im looking so I can get to know the prospect a little better.
First, I understand better what is important to them. For example, Ill see a picture of the family, so I know there are kids,
dogs, etc. I can ask about them without the typical Do you
have kids? Its better to go right to: How old are your kids?
When was this picture taken? Looks like youre on vacation
do you enjoy traveling? What are your favorite spots?
From there I find out so much of what is important, and
we can have a conversation that is less like a fact-finder and
more like two friends.
Im also looking at things like diplomas, sports memorabilia and awards to give me more things to talk about in
our meeting, and plenty of excuses to email or call later.
Adam Steven Blumberg, CFP, CLU, Houston, Texas, 5-year
member
AUTO-RESPOND
FILL UP THE TANK
For a 100-mile round trip in your car, would you fill your gas
tank completely? Fill it halfway? Or pump $20 and cross your
fingers? In my car, I could do the round trip almost twice on a
half-tank. With a full tank, I might be able to complete the trip
four times. However, with $20 of gas, one false move construction, traffic, the GPS sending me in the wrong direction
and Ive got a big problem. So which one would you choose?
Audiences choose either a half-tank or a full tank every time.
Make the connection to life insurance:
Full tank whole life
Half tank universal life
$20 term insurance
So, if you would either fill the tank or put in half, would it
make sense to fund your life insurance using any other system?
David L. Alarid, Newport Beach, California, 27-year member
26
ROUND theTABLE.ORG | SEPTEMBER/OCTOBER

2015
During a day when you

have numerous client
meetings, turn on your
email auto-respond to
advise any clients/prospects of the following:
Thanks for your email.
Due to my schedule
today, I will be reviewing
and answering emails between 1 and 2 p.m. and 4
and 5 p.m. If this matter
is urgent, please contact
the office immediately.
This is important for
two reasons. 1) It lets our
prospects/clients know
we are busy, and thats
a good thing. 2) More
importantly, it gives us
permission to not respond right away thus
we can stay focused on
our meetings and not
become distracted by
email developments that
are certain to take us off
track.
Gregory B. Gagne,
ChFC, Exeter, New
Hampshire, 16-year
member
our
PEOPLE
Meet MDRTs new President 28 | Global goals 32 | Focus on South Africa 34

From crash victim to colonel 36 | Changing mindsets 38 | Helping clients 40
BEGINNINGS
RESCUE
SOUTH AFRICA
MDRT members often start out in very

different careers. Laurence Turner (Page
The Canadian Transport and

Rescue squadron covers 27,000
kilometers of rugged and often
inaccessible terrain. They can
also be credited with rescuing an
MDRT member.
South Africa can boast two Nobel Peace

prize winners who grew up on the same
38) began his career as a traffic police

officer. MDRT President Brian Heckert
(Page 28) milked cows and worked in a
meat-packing plant.
street. Nelson Mandela and Archbishop

Desmond Tutu both lived on Vilakazi
Street in Soweto.
Built on values
MDRT President Heckerts steady, principled approach
to building success will sustain MDRTs relevance.
BY KATHRYN FURTAW KEUNEKE, CAE
s a new husband and father,

Brian D. Heckert, CLU, ChFC,
relied on a set of core values learned
in the family-oriented setting of
small-town southern Illinois. The
same values guided him as he entered the financial services profession, driven by the need to support his young
family. The principles arent new, explained the 27-year
MDRT member from Nashville, Illinois. The values that
guided Heckert in raising his four children and establishing a practice from the ground up are the same ones that
have been at the heart of MDRT since 1927.
The similarities between his own personal and business
values, and those of the Round Table, inspired Heckerts
I am MDRT Annual Meeting speech in June in New
Orleans, Louisiana.
28
LEROY KOETZ
Heckert and his wife Mary (facing page) met in elementary school. Photos
this page, left to right: Heckerts Financial Solutions Midwest team; Heckert
with his wife and three of their children; Heckerts oldest son and his family.
I am MDRT signifies that each

one of us has an intimate relationship with MDRT and what it
means to us, Heckert said. Its not
one answer its 43,000 answers.
So, I am MDRT means that I am
the accumulation of handshakes,
hugs and ideas that Ive gotten
over the last 27 years. I am MDRT
because of the people that surround MDRT. People who come
to the meeting and share with me
everything they are I take a piece
of that away. And its made me who
I am today. Im a better advisor,
husband, grandfather, father and
community volunteer. Im a better
person because of the relationships
in MDRT, and thats what makes it
so special for me. Its a place in our
hearts we can go to that helps us
become better.
As MDRT looks into the future

of this profession, Heckert is
confident that the exploration of
these values that unite members
will ensure MDRTs continued
relevance. As he takes the office of
MDRT President on September 1,
he leads the entire global membership into the implementation stage
of a multiyear strategic planning
project.
n 1984, Heckert and his wife,

Mary, walked into their
agents office to buy their first
life insurance policies to protect
their newborn son. Returning
to increase his coverage after
his childs first birthday, Heckert encountered an interesting
proposition from his advisor, Allen
L. Schmale, CLU, ChFC, a former
MDRT member. Schmale knew
Heckert was already working two
jobs milking cows and toiling in
a meat-packing plant to support
his family and was considering
adding a third. He suggested that
Heckert consider a career in financial services.
Heckert passed the life insurance aptitude test and entered

Schmales agency of 10 producers
in 1985 at age 21. Heckert received formal training from the
agency, and he supplemented
with self-study. He also broadened his exposure to other producers and access to their best
practices by becoming involved
with industry organizations. At
age 25, Heckert served as president of his local chapter of the
National Association of Insurance
and Financial Advisors.
The combination of training,
self-study, and exposure to others
and their ideas was the right mix
to push Heckert to his first MDRT
qualification. The Round Tables
influence as well as the core values he brought from his childhood
helped Heckert build a practice
from the ground up, one client at a
time. Because he lives in a town of
3,200, Heckert had to reach beyond
the local community to build his
clientele. This opened up the possibilities for Heckert and allowed
him a larger prospective client base
he could strategically target.
Heckert describes his clients
as blue- and gray-collar business
owners with first-generation >>
wealth. And because he handpicked each of them, his clients reside as far south as Kentucky and
as far north as Wisconsin. Heckerts business, Financial Solutions
Midwest, began as a small office
focusing only on life insurance,
but has become a full-service
financial planning firm with multiple offices.
To grow his business, Heckert
has merged with six other producers. All of the relationships began
with MDRT one through volunteer work, another from a lunch
discussion at the Top of the Table

Annual Meeting. For a person
wanting to transition and sell their
practice, the candidates are here,
he said. I would encourage everybody to use MDRT as your go-to
place to find that next transition.
With the mergers, Heckert has
acquired offices in other Midwestern cities, which makes it easier to
serve his new clients. He has also
invested significantly in technology to close long distances. Weve
made a huge investment in making
sure our new office building is
MDRTS FUTURE
Heckert and Barczewski, his
business partner.
The life insurance profession

became more than just an
occupation; it became a way
to think bigger and act bigger
and to control my own destiny.
It really is one of the few
occupations in the world
where you can help people.
This profession becomes one
of the most rewarding not
only financially but also
from a feel-good position.
While Heckert has been strategically building his own business, he has
also had a role in MDRTs strategic planning process. For the last three
years, MDRTs Executive Committee has worked through a process to
establish a wide-ranging yet focused plan to ensure the Round Tables
relevance in the future.
Heckert described the thoroughness of the strategic planning process,
explaining that it came directly from MDRTs membership at large. We
conducted meetings, we held focus groups, we brought in members,
he said. We interviewed them from all over the world to find out whats
important about MDRT, and we used that as our starting point.
Five principles emerged to guide the process:
1. Organizational independence. MDRT will maintain its independence while helping those who partner with us to grow and prosper.
2.Highest standard of excellence. We will be the premier organization for financial professionals around the world.
3. V
alue and self-worth to the member. Our programs will focus on
making all of us better and increase the value of being a member.
4. Member connectivity. Networking is a significant member benefit,
and MDRT will expand these networking opportunities.
5. Ethics. Everything we do as an organization will be of the highest
ethical standards.
We took three years and boiled it down into five core principles,
Heckert explained. From there, the strategic plan helps us build programs. It tells us what not to do as much as it tells us what to do.
Though the strategic plan is not complete it is ever-evolving the
30
very technology-friendly, he
said. A large touchscreen monitor
allows Heckert to make presentations virtually for clients in their
homes or any of his offices, even
if hes several hours away or
even continents away, traveling on
MDRT business.
My clients appreciate it because they just want to hear the
message and the solutions they
dont necessarily have to meet me
face to face, he said.
Though hes still in the business
growth phase, Heckert has a suc-
cessor in place to secure the future

of his firm. Leo D. Barczewski,
MBA, is Heckerts partner and the
firms manager of investments.
Its very difficult to be the
owner and marketer of the firm
and think long-term without
someone younger and newer who
has that ambition and a different
way of looking at the practice that
will help it grow, Heckert said.
Ive found the value of our firm
doubled over the last three years
by actually selling part of it to a
younger advisor. RTT
VOICE OF EXPERIENCE
Step beyond the pages of Round
the Table and hear Heckert share what
has helped him become MDRT President
in the newest episode of the MDRT
Podcast. Heckert followed a unique
path, coming from the small town of
Nashville, Illinois, to reaching the top
of his profession. How did he do it?
Visit mdrt.org/podcast to find out.
planning stage is winding down, and the implementation stage is heating up. During the last year, several strategies commenced to improve
the way the organization operates to be able to offer members a more
personalized experience.
A technology focus provided a redesigned mdrt.org that includes
more content and the ability for members to customize the offerings,
as well as a multiyear plan for implementation of a state-of-the-art
database.
A new strategy for MDRTs content offerings is underway, which
has resulted in the MDRT Podcast series and new videos found in
the Resource Zone on mdrt.org. For those who want to know how to
discuss MDRT with their clients, resources have been developed to help
members position themselves in their communities.
Work is being done to enhance MDRTs Mentoring Program and
create other professional development resources. Meanwhile, members will have more opportunities to meet locally to connect and share
ideas.
Im most proud that during the next year, well stop talking about
this strategic plan as something that will come, Heckert said, and it
will just become part of who we are.
Heckert believes MDRT members shared
values will ensure the organizations
continued relevance.
PEOPLE
South
Africa
Regulation
that helps
Kleyn looks forward to elevated
professionalism in South Africa.
BY SCOTT ROGERS
n August 2001, Kobus Kleyn, CFP, walked

away from his life in the corporate world.
I had to get out of the rat race, he said.
Searching for what to do next, the three-year
MDRT member from Midrand, South Africa,
turned to financial services, seeking to change
peoples lives. I always believed if you do what
you love, the rest will follow, he said.
Things have not progressed as smoothly as
Kleyn probably envisioned, however. Since he
entered the profession, he has had to deal with

an unusual environment, as South Africa has
continuously implemented new regulations for
the industry. Beginning this year and lasting until
2017, reforms called for by an extensive retail
distribution review (RDR) will be implemented
in phases. These reforms aim to raise the professionalism of the industry by regulating what
clients are sold and ensuring they receive the
products that are best for them, rather than for
their advisors.
These new regulations are just the latest in
a long series of new rules first put into place in
2001. They have resulted in significant costs to
our practices, as well as additional compliance
and administrations burdens, Kleyn said. He is,
however, very optimistic about where these new
regulations may lead the industry.
Commission is expected to be cut by 50 percent,
with no commission on investment business at all,
he said. I, for one, feel very positive about this regulation, as I believe RDR will be a big step forward
in professionalizing our industry. This is especially
true for the long-term insurance side of things.
Kleyn encourages other members to keep their
eyes on how this increased regulation plays out,
and to learn from the successes and failures that
are bound to come out of this experiment.
Johannesburg, South Africa,
a major city near Midrand.
I always
believed if you
do what you
love, the rest
will follow.
Kobus Kleyn
32
The Houses of Parliament

of South Africa, the seat of
government power.
The life insurance market in South Africa over

the next three years will be the guinea pig for the
worlds financial services industry, he said. It
will certainly establish if the consumer is willing
to pay for fee-based advice, and if an RDR can
be a viable concept within the financial services
for both investment and risk business. This will
determine if regulation can reduce the negative
impact on the advice gap and advisor gaps as was
observed in the U.K. and other RDR countries.
South Africa is home to the second largest
economy in Africa and ranks as the 34th largest
economy in the world, so there is plenty of room
to monitor the success of these initiatives.
Regulation is something MDRT members have
faced for decades. Jack B. Turner, CLU, ChFC,
1983 MDRT President and 53-year member from
Clarksville, Tennessee, shared his thoughts on
adapting to change in the industry. Weve all
been there, and the only predictable thing about
that is were going to be there again, he said. So
youve got to learn. Youve got to learn to cope
with tough times, and sometimes when youre at
that point, you just have to pause. Other people
have been here before, and theyve come through
it. Tell yourself, By golly, I can come through it
too; I just have to rededicate myself to the task.
According to Kleyn, the industry in South
Africa is highly competitive, leading advisors to
naturally push themselves to get through these
tough times. Along with local associations, Kleyn
credits MDRT for raising the level of professionalism in the country.

Though he only became a member three years
ago, Kleyn said he has been benefiting from
MDRTs influence for much longer. I heard
about MDRT nine years ago, he said. After
investigating what the legends in the industry
in South Africa had in common, I found that 80
percent of them have been touched by MDRT
in some way. I then decided to unofficially get
involved through videos, CDs, publication and
many other MDRT electronic resources available
to me at a limited level as a nonmember. I did
eventually join MDRT officially and immediately
qualified for the Top of the Table due to the practice I built with all the help from MDRT. I just
wish I didnt wait so long.
His continued MDRT education, including as
the Country Chair for Middle East/Africa in the
Member Communication Committee, has helped
guide the development of his practice.
I have gone a long way to creating an
office-based practice, he said. Around 95
percent of my clients come to me, and I already
have one full continuity partner. I am developing two more all three were brought up
through the MDRT Mentoring Program as
succession planning insurance but also to ensure I can, through segmentation, divert clients
to them as well as let them take over referrals I
receive daily. RTT
CONTACT:
Kobus Kleyn
kobus.kleyn@
liblink.co.za
PEOPLE
Global goals
Chang draws on her international
knowledge to achieve success.
BY ELIZABETH FUHRMAN
34
iru Chang, MBA, may have immigrated to

the United States from China 15 years ago,
but the ties to her native land remain an
integral part of her life and business. From having
her own Chinese-language TV and radio shows
in California to specializing in international tax
law, Chang has used her background to guide her
career.
Chang, a six-year MDRT member from San Jose,
California, is the vice president of Elite Wealth
Group. She came to the United States from China
as a student to pursue an MBA degree specializing
in financial and quantitative information management. For the past six years, she has been working
in the insurance and financial services industry, focusing on the high-end Chinese-American market.
She works with Silicon Valley high-tech engineers
and business owners, and San Francisco-based
professionals such as lawyers and doctors.
Elite Wealth Group provides integrated wealth
management and real estate evaluation along with
retirement, estate, business and tax planning. In
addition, many of her Chinese clients come to the
United States to purchase real estate, and Chang
specializes in assisting with international tax laws.
To attain her success, Chang set goals for herself
to become a knowledgeable insurance agent and
maintain a high degree of professionalism. I keep to
the following principles in doing my work: Be first,
be professional and be trustworthy, Chang said.
Chang believes financial planners need to establish trust with clients to build a sense of value,
while also emphasizing that love for their families
is the rationale for all insurance activities. She
also uses what she refers to as a reverse marketing
strategy shes not selling, but instead is solving
problems for her clients.
To me, a successful sale is never about just selling; it is always about providing high-value service
to my clients and helping them solve their own
problems, Chang said. Only in this way can I get
their recurring business.
In her insurance work, Chang has paid special
attention to selecting clients, a strategy that has
helped build her sales. Most of her clients have a
net worth between $3 million and $50 million.
I use my limited time to pursue the most valuable
clients and build up trust with them, Chang said.
One way Chang has done this is by bringing value to her clients. Her clients come from
companies like Apple, Google, IBM, Microsoft,
Facebook and Twitter. They are all very knowledgeable, so Chang felt she was not in a position
to teach them statistics or finance. Instead, she
focused on social networking and established the
San Francisco IT Startup Club.
The clubs goal is to provide a forum about
every two months for entrepreneurs of Silicon
Valley. Chang acts as the clubs organizer and
invites experts and successful business owners
to share their experiences on interesting topics
with club members. For example, one networking event featured an executive of Facebook
speaking about team building. Club members, at
first amazed that Chang simply delivered such
a notable speaker, became even more impressed
when they found out the speaker was also
Changs client.
The club members are enjoying their time
because they are not only learning the club
provides a venue for them to socialize and build
up personal networks, she explained. Being an
entrepreneur myself, I understand our members needs. All members like the idea of coming
together to pursue a common dream. I never sell
any insurance products in this club. I only focus
on building my own visibility. Even though insurance was never a topic for discussion, as time
went by, I could get business from many club
members, and my club members regarded me as
their trusted advisor.
Chang became a member of MDRT her first
year in the industry, reaching Court of the Table
in her second year and Top of the Table in her
third, fourth, fifth and sixth years. She also has
won awards, such as the International Platinum
Award in Financial Service, and achieved top
agent from National Life Group for 2014 and
2015. In addition, she served on the 2015 MDRT
U.S. Tax Planning Committee.
Chang has worked hard to share her knowledge
with the general public as well. She is the producer, editor and host of a finance and insurance
program on San Francisco Bay area-based Chinese
radio and television stations. She interviews
professionals in the financial industry, such as
Chang has received many awards in the industry.
lawyers, CPAs and actuaries. Her radio show features a call-in period where she dispenses advice
to listeners.
Chang is also an international conference
speaker in Australia, Korea, Switzerland, Spain
and France. She spoke at the 2014 MDRT Annual
Meeting.
Chang makes sure to spend time giving back
when shes not working. Each year, she organizes
golf charity events to benefit leukemia research
at Stanford Universitys Lucile Packard Childrens Hospital.
I took up multiple roles to improve my image
as an insurance and financial expert, Chang said.
If I only played one role, not all clients could
appreciate my work. When I work with high-end
clients, I feel that they want to know me from
different angles to assess my capabilities before
entrusting me with their business. You can only
have notability by doing a lot of value-added
social work and community service.
On top of developing her professional knowledge and setting a broad approach, Chang said
she pays special attention to details and hard
work.
I resort to perseverance to reach my goal,
Chang said. I aspire to become a leader in the
insurance business, not only in North America or
Asia, but globally. RTT
CONTACT:
Liru Chang
jenny.ewealth@
gmail.com
Elizabeth Fuhrman is a freelance writer and editor.

PEOPLE
iane L. McCurdy, CFP, EPC, had led

a charmed life. That was one of the
first things she realized when the
helicopter she was riding in crashed into a
Canadian mountainside.
The 33-year MDRT member from Vancouver,
British Columbia, Canada, was born and raised in
Winnipeg, the youngest of 10 children. Happily
married and living in Vancouver, she had built a
successful financial services practice and was an
active member of her community.
On an August afternoon in 2010, McCurdys
husband, geologist Gordon Gutrath, suggested a picnic in the mountains to celebrate her
upcoming birthday. It sounded so romantic,
McCurdy said. He wanted to show her a beautiful but remote area where he had previously
hiked. So we got in the car and drove to where

a helicopter was waiting.
Not long after heading into the mountains, the
helicopter went into a tailspin, crashed and left
McCurdy hanging upside down by her seatbelt
inside the wreckage.
Fortunately, McCurdy, her husband and the
pilot survived and were soon rescued by Canadas
442 Search & Rescue Squadron, which is part of
the Royal Canadian Air Force.
After the crash, McCurdy came to a conclusion
that created a positive change in how she lives
her life: It was time to stop worrying about all the
wrong things.
So often we worry about if were pleasing
people. Ive always had the mantra
to do my personal best and
From crash victim to colonel

McCurdy focuses on serving others after surviving helicopter accident.
BY LIZ DECARLO
36
let go, but thats easier said than done, McCurdy

said. Now I try to remember to do my best, to
be around people who nurture you and to give
back.
Building a career
As a financial advisor, McCurdy has reached a
high level of success she is a well-known public
speaker, has written a bestselling book on financial
planning titled How Much Is Enough? and has a
busy practice with plans for expansion. But getting
to this point wasnt easy. In fact, convincing a life
insurance company to hire a woman was nearly
impossible when McCurdy started her career.
In those days, it was me and a thousand men
in the insurance business, she said. They didnt
want to hire women they thought wed have
babies and leave. The industry has changed so
much since then.
McCurdy started out with a rate manual and a
simplistic flip chart. It had pictures of a family,
and in the last flip, youre not there, she said.
McCurdy decided to forge her own path to securing clients. I learned that to be successful in
this business, mostly you learn how to listen and
find out whats important, she said. If someone
isnt interested in taking care of their family or
their business, why waste your time? You have
to find people who care.
McCurdy specializes in working with clients
from cradle to grave, as well as closely held family corporations.
McCurdy has also worked closely with military
personnel, both as a financial advisor and a community volunteer. In 2005, she was asked to speak
at Fort Lewis in Washington state.
A lot of young soldiers were being deployed
to Afghanistan, and they were getting large sums
of money, McCurdy said. The Army wanted
to make sure they had the tools to make good
choices about what to do with it.
In addition to helping soldiers manage their
money, McCurdy began attending outreach
events with the Canadian military, touring bases
and meeting with military officers. She has been
an observer during search and rescue demonstrations, including a simulated cruise ship crash
held in the Arctic.
Military honors
Recently, the Canadian government took note of
McCurdys efforts with the military and awarded her the designation of honorary colonel. Her
mission in that role is to connect the community
with the military.
Its a privilege to be asked. They normally
give it to someone whos famous or well-recognized in the military, she said. The vetting that
you go through with the government and the
minister of defense is a very, very big deal.
McCurdys work as honorary colonel involves meeting with senior officers to serve as a
sounding board and confidential ear, along with
educating community members and organizations about the military.
She also fundraises for special projects for
military families, which include sending care
packages to deployed soldiers and helping military spouses with educational and career opportunities. Her to-do list includes financial planning
seminars for military personnel and families.
Shes also thrilled to support the local military
base, home to the 442nd squadron that rescued
her from the helicopter crash.
At the same time, McCurdy hopes to continue
building her practice, with the goal of doubling
it in the next five years. I ask my clients, Would
you buy your business back and, if not, what do
you need to do so you would? she said. I always
try to keep my business current and in shape.
McCurdy advises new financial advisors to be
patient as they grow their own businesses. You
have to think of the first five years as building
your business, developing your clientele. It
doesnt happen overnight. From that fifth to
sixth year, you experience a quantum leap, she
said. Just remember, most go through this challenge. It takes time and perseverance. Challenges always come your way but facing it with
strength and resilience will pay off. RTT
McCurdy and the

helicopter pilot
have lunch on the
mountainside.
CONTACT:
Diane McCurdy
diane@
mccurdyfinancial.com
PEOPLE
Changing
mindsets
Turner teaches clients about the
value of life insurance.
BY ELIZABETH FUHRMAN
L
I love the
chance to find
and teach people who have
a great need
for it but dont
know it.
38
aurence Turner, APFS, CFP, admires

the fact that many U.S. citizens see a
need for life insurance and seek it out.
Turner, a 13-year MDRT member from Halifax,
England, has found that prospects in the United
Kingdom need more educating on the value of
life insurance.
In this country, we really have to find people
who need it and sell it to them really hard, said
Turner, whose firm is Investing For Tomorrow.
There is a totally different mindset between
the U.S. and the U.K. for life insurance. I love the
chance to find and teach people who have a great
need for it but dont know it.
Turner has spent a lifetime helping and teaching people in one way or another. He was working as a police traffic officer when he decided to
change career paths 29 years ago. He considers
this the best move he ever made.
Its been absolutely wonderful to meet all the
people that Ive met and to help them because, in
my mind, thats all we ever do, he said. Be it investing their money and helping them grow their
wealth or sitting down with them and saying, Do
you realize what will happen to your family if you
die or you have a critical illness? That really is
helping when you make them see it.
Investing For Tomorrow is a small firm that

markets to the county of Yorkshire. It specializes
in wealth management for a spectrum of clients,
from young to old. Turner said they have a very
loyal, trusting client base built over many years
of working together. Initially, that client base
came in part from the many educational seminars
Turner conducted.
From the early 1990s to 2004, Turner specialized in retirement seminars for teachers, so
teachers make up one bank of his business. He
started by sending a mailing to every school in
Yorkshire advertising his seminars on retirement
issues for teachers.
Turner conducted the seminars three times a
year in the evenings, with the most popular ones
occurring in late May and early June because
they attracted teachers who were retiring at the
end of August. The seminars taught teachers
about state benefits, wills, powers of attorney, investments, pension schemes and what to expect
in retirement. He also discussed what his firm
could offer.
ILLUSTRATION WORKS/CORBIS
To continue building his client base, Turner also

held lunch-hour seminars for business owners
on tax planning and pensions, and for the general
public on retirement and capital investment.
At the conclusion of each seminar, Turner
encouraged attendees to fill in their feedback form
and give honest feedback that would assist him in
improving his seminars. More importantly, he told
attendees, Please write Do not contact me, if you
do not wish any further contact. This gave the
attendees the opportunity to indicate if they would
like a follow-up phone call.
You then knew if people didnt want to see
you, so you didnt waste time trying to get hold
of them, Turner said. But, more importantly,
you really knew the people who did, so you were
really targeted after the seminar who to go and
talk to.
These seminars led to Turners current eclectic
mix of clients, most of whom are looking to invest
for future growth.
They would like some money to enjoy in
the future, for example, at retirement, he said.
They want to minimize any losses that may be

incurred, but want to see their capital grow
something that we achieve for our clients on a
regular basis. Other clients put money to one side
for their children or grandchildren to help them
with house or car purchases. Some clients never
touch their investments and leave it to, hopefully,
grow for future use.
Many of Turners existing clients also turn to
the firm for further advice on topics such as pensions, investments or how to protect these assets.
Investing For Tomorrow ideally looks for people with at least GBP 100,000 in assets to invest,
but the majority of Turners business is from referrals now, which come with variable net worth.
Turner is also a member of Vouched For, a U.K.
website similar to TripAdvisor. It is specifically
for independent financial advisors offering feebased financial advice, and has produced some
clients for Turners firm.
Turner is also a specialist tax planner. He
works closely with many companies and business
owners to ensure all the correct tax-saving vehicles are in place to minimize the amount of tax
levied on their businesses and personally.
Turners company has become a family affair,
with his wife acting as the overall office manager. His 28-year-old son, Toby, is active in the
companys day-to-day administration, research
and reporting. Toby has started to take his professional exams. Turner hopes Toby will eventually
start giving financial advice, which will help with
Turners own retirement plans.
And, although Turner is beginning to create his
own succession and retirement plans, he strongly
believes planners at every stage of their careers
should never stop learning. He advocates taking
as many courses in ones profession or specialization as possible. The U.K. also has gone through
massive changes in financial planner education
requirements, which has meant continued
learning for Turner. For example, he became a
chartered financial planner at age 57.
Somebody once told me that youve only got
to know 5 percent more than your audience to be
an expert, Turner said. That is probably true,
but I believe to be fair to your clients, youve got
to know far, far more than that. RTT
CONTACT:
Laurence Turner
laurence@iftllp.com
Be educated.
Be informed.
Be powerful.
MDRT
STORE
AUDIO. VIDEO. MULTIMEDIA. BOOKS.

Focus on achieving success at any stage of your career. The MDRT Store
offers the resources you need, including a wide variety of products such
as books, DVDs, speaker presentations and much more all designed
to help you develop new strategies and grow your business.
Visit the MDRT Store www.mdrtstore.org.
40
QA
&
PEOPLE
Jiro Kato, CFP

Location: Tokyo, Japan
Membership status: 17-year member
MDRT Involvement: 2015 Client Strategies Committee Chair
How do you describe your practice?

I am a financial planner representing one life insurance company. I choose and package products
to meet the needs of my clients, mainly to prepare against financial risks by death and disease,
as well as to prepare for retirement and estate
planning in the best balance possible.
Trusting
relationships
will lead you
to a better
closing ratio.
What is your target market?

My target market is business owners. Many of
them manage small to mid-size companies.
What is your best marketing tip?
The best source of business is through referrals. I
encourage my existing clients who believe in my
services to refer business to me. Sharing a similar
value proposition is important. People who care
about their families and employees are more
comfortable to do business with. That is the key
to lasting relationships and good business.
What do you find most fascinating about our
profession?
I have to ask my clients very personal questions,
touching on lifelong goals, bucket list items,
dreams and potential challenges. I have to be
worth trusting so that prospects will share this
important and private information with me.
What did the Client Strategies Committee
accomplish during the past year?
It is a very important committee to enhance
member benefits. Members are from various
countries, and we learned that we work in very
different environments, with different rules,
taxation and social security programs, not to
mention culture. In spite of all the differences,
there were so many valuable ideas that were
transferable in different markets. These ideas

will be shared with members through Round the
Table, the MDRT website and other channels.
How do you stay motivated month to month?
Motivation comes from more than sales performance. It is more important for me to keep my
family happy, have good relationships with my
peers, enjoy my hobbies and contribute to the
community. The Whole Person concept I learned
from MDRT is an important part of my life.
What is the main benefit of attending an
MDRT meeting?
The Annual Meeting recharges the energy to
keep my motivation level high enough. It also
helps me think where I want to go and plan for
my future. But the best part is to reunite with
my peers and friends, regardless of companies,
countries and backgrounds. I just enjoy the
camaraderie.
What tips would you give to new advisors?
Improve your listening and communication skills
because they will help you build greater relationships. Trusting relationships will lead you to
a better closing ratio, and in that order. The sale
does not come before building a relationship.
What are your interests outside of business?
I love golf. I also coach little league baseball. It is
a joy watching kids (including mine) learn new
skills and grow to be better humans.
Where do you see yourself in 10 years?
I will have to be prepared to retire. I will probably delegate more of my maintenance work to
younger advisors while I mentor them. RTT
COLD CALLS
After four years in sales,
I realized I had no one
left to sell to. I found
out that no matter how
much I tried, the number
of people I could meet on
a daily basis was limited,
and I also had to manage
my clients, analyze stock portfolios and work on contracts. I
tried cold-calling new prospects, but I found it took time away
from my other responsibilities, and the high rate of rejection
negatively affected my confidence. So I came up with this
idea. I hired a full-time secretary to cold call for me. For the
past year, I have not cold-called a single person. My secretary
gives me a list of prospects who have shown interest to her,
and then I talk to them. The whole process is now an efficient
system. My secretary also manages my schedule from Monday
to Sunday. If I tell her to give me three appointments a day,
she will work out the schedule. It has freed me up to follow
my own schedule and meet existing clients. If you let your
secretary make cold calls for you, you can save your time for
other things and keep your confidence level high.
Joon Hong Park, Seoul, South Korea, 4-year member
HUMAN CAPITAL
Everyone is priceless, both to themselves and their
families. When we look at a persons net worth, the
most important asset on the balance sheet thats often
overlooked is their human capital. It is based on how
much the family would have to raise to assume the same
standard of living in the absence of the breadwinner. That
is the financial value to their family. It represents their
lifetime earnings ability.
Insuring this value is the primary purpose of life insurance. It does not insure life; it insures income. Its what
they are worth that should be replaced. When we talk
about life, we talk about the value of their life to people
who depend on them. Tell your prospect: Transfer the
risk of loss from your family, who cannot afford to take
the impact, to a company who can.
Cristine T. Tan, RFC, LUTCF, Quezon, Philippines, 3-year
member
THE NEW KIND

We tell people they should keep
a minimum of five years required
income in cash or cash-like investments. Then, if the market suffers a
correction, such as we experienced
in the recession, they will not have
to sell assets at an inappropriate
time to fund living costs.
Matthew Charles Collins, Monta Vale, New South
Wales, Australia, 12-year member
42
I like to ask people what kind of phone they have, a

flip phone or a smartphone. Of course, they usually
say a smartphone, to which I respond, Oh, so you
have the new kind! How about your life insurance,
do you have the old kind or the new kind? They
usually ask what I mean, and I ask if they have the
kind you have to die to use. Usually they are still unsure. Then I explain that, with the new kind, in many
cases, you are able to access the benefits while you
are living. I follow up by asking, Why dont we get
together to review?
Brandon Green, CLTC, LUTCF, Houston, Texas, 6-year
member
inside
MDRT
Experience MDRT in Hong Kong 44 | Meet your leaders 47 | MDRT Foundation 51
GLOBAL SUCCESS STORIES
STUDY GROUPS MATTER
MACAU MOVES UP
The following countries have had a
MDRT members who participate

in study groups have a higher
total cash income than
nonparticipants averaging
about $130,000 more.
Of all the countries represented in

MDRT, Macau had the greatest
percentage increase in the number
of members from 2010 to 2014
up 395% from 40 members in 2010 to
198 members in 2014.
steady increase in Court of the Table

members in the past five years: Hong
Kong, Philippines and Thailand. These

countries have had an increase in Top of
the Table members: Canada,
Japan, Philippines and the United States.
MDRT 2014 Cost of Doing Business Survey
INSIDE MDRT
The Hong Kong

convention center
is hosting the MDRT
Experience and Global
Conference in 2016.
Experiencing MDRT
Conference offers attendees motivation and education.
BY LIZ DECARLO
We have
speakers who
have achieved
extraordinary
things.
Alessandro Forte
44
he 2016 MDRT Experience and Global Conference in Hong Kong promises an incredible blend of motivation,
practice management and sales ideas, Whole
Person concepts and some captivating imagery
which will live long in the memory, said Alessandro M. Forte, Dip PFS, 2016 Divisional Vice
President of the Experience Meeting.
The meeting, open to both MDRT members
and nonmembers, will take place January 28 to
30. The meeting content is developed by MDRT
members from around the globe and features
Main Platform presentations, where inspiring
messages, best business practices and insight
into MDRT are shared. In addition, during Focus
Sessions and ConneXion Zone sessions, speakers
provide more in-depth content created to meet
the specific needs of attendees.
We have speakers who have achieved extraordinary things, those who remind us to never lose sight
of what an amazing job we do, and those who
through the sheer power of their message compel attendees to take action, said Forte, a 17-year
MDRT member from London, England.

The conference will include expanded workshop sessions, said James M. McEvoy, CLU,
AEP, 2015 Experience Meeting Divisional Vice
President. Programming is very much focused on
delivering practical, takeaway ideas that attendees
can go back and put into action right away. Topics
covered, such as study groups and mentoring, will
be valuable to first-time attendees.
The meeting also provides exceptional networking opportunities, said McEvoy, a 25-year
MDRT member from Brussels, Belgium. Besides
meeting people from around the world, attendees
will be able to surround themselves with the very
best in our industry. The Experience gives a taste
of what to expect, not just in terms of the Annual
Meeting itself, but the many benefits of MDRT
membership.
McEvoy also notes that, as one of the most important business hubs in the world, Hong Kong
offers great food, shopping and spectacular views
of the harbor.
Hong Kong is a vibrant and exciting city that
represents all that is great about culture, history,

innovation and human fortitude, Forte agreed.
It is a truly wonderful destination for such an
important part of the MDRT experience.
SPEAKERS
John Cremer has more than
25 years of expertise in teaching the art of reading people. His clients apply these
techniques to build better
relationships, improve sales
and marketing, and understand team dynamics. His latest book, The Art
and Science of Reading People, will be released
in early 2016. Cremers presentation is Make
Every Moment Count.
Bernie De Souza uses 15
Magic Words to get quick
agreement and cooperation
from prospects. He specializes in helping financial
advisors get more clients,
more often, and without even
selling. He shares selling skills that include getting appointments on the phone without rejection, creating an automatic referral process and
building trust in seconds.
As an art student, Phil
Hansens intense style of
pointillism led to a tremor in
his hand and a diagnosis of
nerve damage. Devastated, he
dropped out and lost his way
until a neurologist suggested he embrace the shake. That piece of advice
tweaked Hansens point of view and sent him on a
quest to invent different approaches to making art
by embracing personal and universal limitations.
MDRT member James M.
McEvoy, CLU, AEP, is the
owner and managing director
of Cross Border Planning.
McEvoy specializes in helping
Americans and green card
holders who reside outside
the United States coordinate their investment,
retirement and estate planning strategies in a
manner compliant with the regulations of the

various countries in which they live.
Richard Parks is an extreme environment athlete
who takes on expeditions
and challenges that push
the boundaries of human
performance. Parks made
history in July 2011 when
he became the first person to climb the highest
mountain on each of the worlds seven continents and stand on all three poles (the North
Pole, the South Pole and the summit of Everest)
within seven months. His presentation is based
on his book Beyond the Horizon, which was
published in 2014.
Alex Sheen is the founder
of because I said I would, a
social movement and nonprofit dedicated to the betterment of humanity through
the importance of a promise.
Sparked by the loss of his
father, Sheen began sending promise cards to
anyone anywhere in the world at no cost. In less
than two years, because I said I would sent
more than 250,000 promise cards to 82 different
countries.
Dr. Ross Walker will
address The 5 Keys to
Ultimate Health. He is a
cardiologist with a passion for people and health.
Walker is the author of seven
bestselling books, including
5 Stages of Health and Highway to Health.
He is also a regular presenter on television and
radio across Australia.
With a 20-year career
in financial services, Vicki
Writer assists organizations
and people with sales and
business growth. An international speaker, author and
coach, Writer focuses on peak
performance and best sales practices. Her Main
Platform presentation is Tell Your Life Where to
Go. RTT
REGISTER NOW
Find more information and register for the
meeting at mdrt.org.
MDRT STORE
Insignia Collection
As a member you can display your commitment to
excellence with the MDRT logo. The Insignia Collection
offers one-of-a-kind branded merchandise to
commemorate your membership in style.
Visit mdrtstore.org to view the complete collection.
46
2016
INSIDE MDRT
Meet your leaders
n September 1, MDRTs 2016 leadership took office. The Executive Committee,

Management Council and committees all have new appointees who are ready to
work hard on behalf of constituents.
PRESIDENT
Brian D. Heckert, CLU, ChFC, of Nashville, Illinois, is a
27-year MDRT member with seven Court of the Table
and eight Top of the Table honors. He is a Legion of
Honor Excalibur Knight of the MDRT Foundation and
a member of its Inner Circle Society. Heckert is the
founder and managing member of Financial Solutions Midwest LLC, a financial planning firm focused
on creative retirement plan design and income distribution planning. His Round Table volunteerism includes speaking at the MDRT
Annual Meeting and MDRT Experience meeting, as well as service on multiple
MDRT committees and task forces. He served on the MDRT Foundation Board
of Trustees for three years and was Divisional Vice President three times.
IMMEDIATE PAST PRESIDENT

Caroline A. Banks, APFS, of London, England, is
a 26-year MDRT member with 21 Top of the Table
honors. She is managing director of Caroline Banks
and Associates, one of the first firms in the United
Kingdom to be recognized with the prestigious
Chartered Financial Planning designation. Banks is
active in the New Model Adviser movement in the
United Kingdom, and her firm was awarded inclusion
in Citywires Top 100 Advisers in 2013, which recognizes outstanding achievements in the financial advice community. Banks is an active volunteer for the
MDRT Foundation, achieving Diamond Knight status, and was presented with
the Quality of Life Award for her work in assisting the PSP Association in battling progressive supranuclear palsy (PSP).
FIRST VICE PRESIDENT

Mark J. Hanna, CLU, ChFC, of Concord, California, is a 27-year MDRT member with three
Court of the Table and 16 Top of the Table
honors. He is a Royal Order Excalibur Knight
of the MDRT Foundation and a member of its
Inner Circle Society. Hanna is CEO of Hanna
Global Solutions, an employee benefits advisory and administration firm providing global
human resource management solutions. His
Round Table service is extensive, with service
on multiple committees and task forces. He
has served on many local, state and national
boards of directors, including as president of
both the Golden Gate and East Bay chapters
of the Society of Financial Service Professionals (FSP), president of the National Association of Insurance and Financial Advisors
(NAIFA)San Francisco, and member of the
national board of directors of FSP.
INSIDE MDRT
SECOND VICE
PRESIDENT
James Douglas Pittman,
CLU, CFP, of Portland,
Oregon, is a 41-year
MDRT member with 15
Court of the Table and
four Top of the Table
qualifications. He is also
a Diamond Knight of the MDRT Foundation and
has served on its Board of Trustees. Pittman is
founder and president of Insurance Consulting Services Inc., an affiliate firm of M Benefit Solutions.
In 2009, he was honored with the prestigious Bud
Horn award from the Oregon Association of Insurance and Financial Planners. He is the past president of the Estate Planning Council of Portland
and the Portland Chapter of CLU and ChFC. His
MDRT experience includes serving four times as
Divisional Vice President and nine times as Chair.
Divisional Vice
Presidents and Chairs
ourteen Divisional Vice Presidents join the Executive Committee

on Management Council, an advisory body that reviews committee actions and recommendations. Divisional Vice Presidents
are responsible for monitoring multiple committees in their respective
divisions. The Chairs lead their committees and task forces in the completion of assignments that aid the organization in meeting its goals.
Advisory
Leadership and
Volunteer
Development Chair
Wayne D. Minich,
CLU, ChFC
Divisional
Vice President
Todd D. Hruby, LUTCF
Divisional
Vice President
Sarah J. Kaelberer,
CFP, ChFC
Main Platform and
Special Sessions
Chair
Ian Green
Focus Sessions Chair
Aaron Lee Hammer,
LUTCF
ConneXion Zone
Chair
Caroline Kheng, ChFC
48
Business
Development
Annual Meeting
Program Development
SECRETARY
Ross Vanderwolf, CFP,
of Fortitude Valley,
Queensland, Australia, is
a 28-year MDRT member
with nine Court of the
Table and five Top of the
Table qualifications. He
is also a Diamond Knight
of the MDRT Foundation. Vanderwolf, a 33-year
industry veteran, is managing director of Rothgard
Financial Partners, a full-service financial planning
practice. He is a three-time nominee for Australias
Association of Financial Advisers Adviser of the
Year. In addition, he was awarded AXA Financial
Advice Networks State Adviser of the Year in
2002 and 2007, and National Adviser of the Year
in 2007.
Annual Meeting
Program General
Arrangements
Member
Enhancement
Committee Chair
Anthony G. Engrassia,
LUTCF, ChFC
Member Logistics
Committee Chair
David Pritchard,
Dip PFS
Member Services
Committee Chair
Rino V. Cipparrone,
CFP, CLU
Divisional
Vice President
Roy Hall
Protection
Committee Chair
William Marvin
Richardson, CLU, CFP
Retirement Planning
Committee Chair
Jay M. DeFinis, CLTC
Financial Planning
Committee Chair
Simon D. Lister,
Dip PFS
Client Relations
Finance
Membership
Productivity
Top of the Table
Divisional Vice
President
Arlyn Tiong Tan, MBA
Divisional
Vice President
Clifford P. Ryan, CLU,
ChFC
Divisional
Vice President
Michael P. Austin, CFP,
ChFC
Divisional
Vice President
Peter Hill, ChFC
Divisional
Vice President
William J. Rossi, CFP,
ChFC
Protection Committee
Chair
Glory Xavier
Guided Development
Retirement Planning
Committee Chair
Cristine T. Tan, RFC,
LUTCF
Mentoring Resources
Committee Chair
Chan Hyun Baek
Experience Meeting
Bylaws and Ethics

Committee Chair
Michael S. Ross
Divisional
Vice President
John L. Thomas, CLU,
MSFS
Member to Member
Mentoring Task Force
Chair
John R. Benton Jr.,
CLTC
Divisional
Vice President
Alessandro M. Forte,
Dip PFS
Program Development
Committee Chair
Alessandro M. Forte,
Dip PFS
Host Country
Committee Chair
Stanley Tse Lap Yee
PGA Committee Chair
Wong So Ping, FChFP,
MBA
Membership Committee Chair

J. Forrester DeBuys,
CLU, AEP
Coaching Task Force

Chair
Brad J. Myers
Study Group Task
Force
Thomas F. Levasseur,
CLU, CLTC
Leadership Task Force
Andrew C. Lord, CLU,
ChFC
Practice Management
Mentoring Resources
Committee Chair
Travis D. Manning, CFP,
CLU
Immediate Past DVP

Dale W. Martin, CLU,
ChFC
Technology
Committee Chair
Timothy Daniel
Clairmont, CFP, MSFS
Top of the Table

Program Committee
Chair
Daniel OConnell, MBA
Resource Zone
Committee Chair
Daniel Turnwald, FIC,
FICF
Top of the Table

Industry Relations
Committee Chair
Kerry T. Wallingford,
CLU, ChFC
Special Projects
Top of the Table

Member Content
Committee Chair
Scott D. Edelman
Divisional
Vice President
Niti Sharma, LUTCF
Client Experience
Committee Chair
Kenichi Ibuki
Business Practices
Committee Chair
Mathew Thomas
Fogarty, CFP, Dip FP
Divisional
Vice President
Hamilton P.B. Poynor,
CLU, AEP
Technology Committee Chair

Chee Hong Gan, ChFC,
ClU
INSIDE MDRT
2016 MCC Chairs announced
he Member Communication Committee

(MCC) is a network of MDRT members
who are appointed to serve as regional
contacts for current and prospective members
worldwide. Mohamad Manmohan Abdullah,
ChFC, CLU, a 20-year MDRT member from
Kuala Lumpur, Malaysia, leads Division 1, while
Withoon Lertpanomwan, an 11-year MDRT
member from Bangkok, Thailand, heads Division 2.
Division 1
REGIONAL A
Richenda L. Crawford,
BA, CFP
Vancouver, British
Columbia, Canada
richenda.crawford@
sunlife.com
Zone 1: Canada
Aurora L. Tancock,
FLMI, CFP
St. Catharines, Ontario,
Canada
aurora.tancock@f55f.com
Zone 8: USA
Ryan J. Pinney
Roseville, California
rpinney@
pinneyinsurance.com
Zone 13: Oceania
Ross Gordon Hultgren
Geelong West,
Victoria, Australia
rossoffice@cwfs.net.au
REGION B
Region Chair
Saad Anthony Baksh, BSc
Marabella, Trinidad and
Tobago
saadanthonybaksh@
gmail.com
50
Zone 9: Caribbean
Meila Annalee McKitty,
LUTCF, FSS
Kingston, Jamaica
meila_mckitty@
sagicor.com
Zone 11: Latin America
Herman Colin
Estado de Mexico,
Mexico
hcolin@giosc.com.mx
REGION C
Asvin Chauhan, Dip FA,
MIFS
Coventry, England
ac@ashleighcourt.com
Zone 10: Europe
Adrian P. Baker,
Dip PFS
Bristol, England
adrian@adrianbaker.com
Zone 12: Middle East
and Africa
Cherian Panavila John,
MBA, FAIQ(CII)
Abu Dhabi, United
Arab Emirates
mdrtuae@gmail.com
Division 2
REGION D
Kyo Wook Son, CFP
Seoul, Korea
cfpson@hanmail.net
Zone 5: Japan
Tamami Okuyama
Tokyo, Japan
tamami.okuyama@
gib-life.co.jp
Zone 6: Korea
Sung Man Park
Seoul, Korea
smpark1988@hanmail.net
REGION E
Pei-hua Tsai
Taipei City, Taiwan
peggy590504@
yahoo.com.tw
Zone 2: China
Wu Zheng Yu
Beijing, China
wuzy@metlife.com.cn
Zone 3: Hong Kong
and Macau
Leung Mo Ling Annie
Causeway Bay, Hong
Kong
annie-ml.leung@
aia.com.hk
Zone 7: Taiwan
Chia Fang Hsieh
Taipei, Taiwan
chiafang_hsieh@
yahoo.com.tw
REGION F
Rovelita M. Chuaunsu
Manila, Philippines
dodochua@yahoo.com
Zone 4: South Asia

Ravikumar Krishnamoorthy Kodumudi
Mumbai, India
mutualfundaes@
gmail.com
Zone 14: Southeast
Asia
Lucia Dewani Soeradji
Jakarta, Indonesia
lucydewani@yahoo.com
INSIDE MDRT | MDRT FOUNDATION
Durkin elected
MDRT Foundation President
BY FIONA ODUMOSU-WATKINS
arly
in his
career,
James V.
Durkin, CFP,
CLU, realized
one of the most
important traits
you need for
business success
is a good attitude. Like many members, I struggled to be
successful during my first year in the business,
said Durkin, a 29-year MDRT member from
Vienna, Virginia. When I began to change my
attitude, thats when success came. Durkin
will employ this same positive attitude in his
role as 2016 President of the MDRT Foundation
to bring a clear vision for growth, impact and
organizational success.
Born and raised in Alexandria, Virginia,
Durkin attributes some of his most important
values to his parents. My father was extremely
patient, and my mother was loyal traits I try to
live by in my own life.
Durkin met his wife, Margot, in high school.
They have two children, Tim, 39, and Meredith, 34.
Durkin attended Marquette University in Wisconsin to study engineering, but quickly realized
it was not his calling. After serving in the U.S.
Army during the Vietnam War, Durkin enrolled
in George Washington University, where he
obtained his Bachelors of Arts in American literature in 1973.
Durkin went to work for Lincoln Financial,
and this year will celebrate 41 years with the
company.
In 1984, Durkin attended his first MDRT

Annual Meeting in New York City. MDRT gave
me pride in this business and made me aware
of what we can do for people, he said. It was
also during this Annual Meeting that Durkin
received his first ribbon after making a donation
to the MDRT Foundation. I feel a very strong
obligation to give back. We deal with intangibles
in our business, meaning that sometimes it is
hard to see the immediate outcome of what we
do, he said. This business gives us a great opportunity to do well, and the MDRT Foundation
is a great way to share what you have been given
to support people in greater need.
Durkin has been a loyal supporter of the
MDRT Foundation, serving on numerous committees and participating in volunteer service
project teams that built homes and playgrounds
for underserved communities. He has also
endorsed grants through the Foundation for
charities in his own community, and is a Legion
of Honor Foundation Excalibur Knight. He
has also directed life insurance benefits to the
MDRT Foundation and other charities, including the Global Gift Fund, which allows him to
share a legacy of giving with his children.
Durkin said, as President, he is committed
to expanding awareness of the mission of the
Foundation to MDRT members around the
globe. I am humbled and honored to serve the
MDRT Foundation. To quote Ralph Waldo
Emerson, To leave the world a bit better that
is to have succeeded. This is my goal as Foundation President. RT
Fiona Odumosu-Watkins is the MDRT Foundations
communications and recognition supervisor. Contact her
at fodumosu@mdrt.org.
MOVING FORWARD
Learn more about
the MDRT Foundations
organizational priorities at
mdrtfoundation.org.
INSIDE MDRT | MDRT FOUNDATION
GRANT UPDATE
Free The Children

Grants have gone a long way for this charity.
BY FIONA ODUMOSU-WATKINS
Alex
Sheen
52
t the 2013 MDRT Annual Meeting in Philadelphia, Pennsylvania, the MDRT Foundation
partnered with Free The Children, a charitable organization that empowers youth to support
economic development programs in their communities and developing countries worldwide.
As a result of generous donations from MDRT
members, the Foundation awarded a $100,000
grant to support Free The Childrens Adopt a Village
program, a community-based initiative that supports children and adults in developing countries
through sustainable education, alternative income,

and clean water and sanitation programs.
The impact you created will last for years to
come and will continue to support communities in
breaking the cycle of poverty and ensuring children
can access education, said Scott Baker, Free The
Children executive director.
The Foundation grant has had a significant
impact for children and adults in China, India and
Haiti by helping to solve the following community
challenges.
To find out more, go to: mdrtfoundation.org
Education in China
Guang Ming is a rural community in
China that faces poverty and a lack of
educational opportunities for children.
Located in the mountainous region of
Sichuan, Guang Mings nearest school
was a more-than-two-hour walk away,
and many young children had dropped
out of school to do farming work.
Solution: To invest in the educational
future of this community, the MDRT
Foundation grant helped fund the cost
of building a school with classrooms,
teacher offices, toilets, a dining hall and
a kitchen. Today, distance and treacherous travel are no longer obstacles for
students who attend this local school.
Alternative income and livelihood in India

Harsh environmental conditions were causing low agricultural
yields in Kamoda, India, and subsistence farmers struggled to
grow enough food to provide for their families. Due to high costs,
farmers only had one or two animals, which were not enough to
contribute a significant profit to the household earnings.
Solution: The MDRT Foundation grant funded the alternative
income program, which provided additional high breeds of goats
to farmers to increase their pool of animals and opportunity for
profit. In addition to livestock, women were provided with ongoing farming skills and training to increase their income through a
sustainable source.
Clean water in Haiti

Lack of access to clean water and sanitation at school was one of the
reasons only 12 students were attending school in Marialapa, Haiti,
when Free The Children first began working in this rural and underdeveloped community. In addition, lack of water access forced many
children to spend their days walking for miles to collect water for their
families, instead of attending school.
Solution: The MDRT Foundation grant funded the construction of a
community rain catchment system to provide clean water for the school
and entire community. This sustainable source of water has increased
school attendance to 300 students, and allows community members to focus on education, business and family time instead of collecting water. RTT
Fiona Odumosu-Watkins is the MDRT Foundations communications and recognition
supervisor. Contact her at fodumosu@mdrt.org.
Thank you for sharing

As MDRTs official publication, Round the Table is published to
share ideas among its members. Wed like to thank those who
contributed their ideas in writing for the benefit of their fellow
members during the 2015 organizational year.
CONTRIBUTORS
John D. Aakre, CLU, CLTC, Olympia, Washington
Glenda Miro Antonio, Cebu City, Philippines
Guy E. Baker, MSFS, CLU, Irvine, California
Michelle L. Bender, CFP, Gaithersburg, Maryland
Adam Steven Blumberg, CFP, CLU, Houston, Texas
David Braithwaite, Dip PFS, Tonbridge, England
Richard John Campbell, CFP, Morphett Vale, South Australia, Australia
David M. Ethell, LUTCF, Camarillo, Texas
John L. Gilfoil, CLU, CFP, Springfield, Massachusetts
Peter Hill, ChFC, Des Moines, Iowa
Ken Ibuki, Nagoya, Japan
Robert B. Joki, CLU, ChFC, Mountlake Terrace, Washington
Bryna A. Kanarek, RICP, ChFC, Chicago, Illinois
Deddy Karyanto, CFP, QWP, Bandung, Indonesia
Alan Craig Kifer, CFP, LUTCF, Scottsdale, Arizona
Thomas F. Levasseur, CLU, CLTC, Dover, New Hampshire
Angus Donald McQueen, Dip CII, Dip PFS, Melbourne, Victoria, Australia
Susan Meity, CFP, AEPP, Jakarta Barat, Indonesia
Mike Morrow, CFP, Thunder Bay, Ontario, Canada
Lucas J. Noble, CFP, ChFC, Danvers, Massachusetts
Scott S. Paterick, CLU, ChFC, Wisconsin Rapids, Wisconsin
William Marvin Richardson III, CLU, CFP, San Francisco, California
Anthony Joseph Truino, Stamford, Connecticut
Michael Yen Pon Wan, FChFP, Causeway Bay, Hong Kong
Submit your suggestions and contributions to editor@mdrt.org.
54
TRUE TALES
Review leads to revamp

Business owner dismayed at insurance missteps.
BY LIZ DECARLO
hen Theodore S. Rusinoff, CFP,

was asked by an estate attorney to
look at the life insurance policies of
a young father and successful business owner, he
started by asking three questions.
1. What do you own?
2. Why do you own it?
3. When was the last time you took a look at it?
Once he had these answers, Rusinoff began to
dig deeper to understand the policies and their
designated beneficiaries. His findings surprised
the policyholder, a man in his 40s who intended
for his policies to take care of his wife and two
elementary school-aged children.
Of the three policies held in an irrevocable
trust, one had the clients business as a beneficiary instead of his family. A second was a term
policy set to expire in a few years. Additionally,
the policies were expensive compared to current
possibilities.
The client was upset by how the beneficiary
information did not match the way he was intending the policies to pay at his death, said Rusinoff,
an eight-year MDRT member from Hudson, Ohio.
And he was upset to know he was paying significantly more than necessary for some coverage, and
that other benefits would soon be expiring.

Rusinoff helped the client convert the three
policies into a single policy with the same death
benefits, and with his wife and children as the
beneficiaries. As Rusinoff made the changes, the
clients business was booming. When he wasnt
working, he enjoyed spending time at his vacation
property with his family.
However, in the next 24 months, the clients
business underwent a hostile takeover from an investor. Forced to take an early exit without any severance or buyout, the client subsequently focused
his efforts on a new company, which soon landed a
very large contract. However, his partner embezzled the payment and fled the country, leaving the
company unable to survive.
During these challenging times, Rusinoff
worked closely with the clients accountant to ensure the policy payments were made and coverage
continued.
About three years later, the client was cleaning
fallen trees and debris on his vacation property
when his chainsaw kicked back and knocked
him over, cutting his neck and killing him within
seconds.
Soon after, Rusinoff delivered a death benefit
check to the clients grieving widow.
The businesses that were supposed to be
there in the big picture faded away by the time
he died, Rusinoff said. Because of the insurance, other than dealing with the loss of a husband and father, the family was able to continue
life as they knew it.
That wouldnt have been the case if the clients
life insurance policies hadnt been revised.
The moral of the story is, if youre not asking
the questions and taking the time to ask people
what they have, youre missing opportunities to
help people, Rusinoff said. RTT
CONTACT:
Theodore Rusinoff
trusinoff@gmail.com
looking
BACK
Fast track
The 1989 class of the Fast Track

to Productivity Institute. C. Scott
Rassler, CLU, ChFC, now a 26-year
MDRT member from Weston,
Florida, began the program in
1989 and was thrilled to meet
the legends, such as Wolff and
Granum, who ran the program.
To get a chance to meet these
people, who embodied all the
right reasons for being in the
business, further opened my eyes
to the potential of what you can
do in your career, he said. Years
later, these early lessons live on
and continue to inspire me.
MDRT leaders in 1987 recognized the need to begin developing the next generation of financial
advisors and created the Fast Track to Productivity Institute, with 1987 President Wilmer S. Poynor
III, CLU, ChFC, of Birmingham, Alabama.
The programs aim was to create sessions that would introduce promising young producers to the
proven work habits of successful advisors. Students were selected and sponsored by MDRT members
who recognized their need to have well-trained professionals join their operation.
The intensive, week-long training program was held on the Bryn Mawr, Pennsylvania, campus of The
American College. Students praised the MDRT member instructors, including the late Thomas J. Wolff,
CLU, ChFC, of Manchester, Connecticut, and the late O. Alfred Granum, CLU, of Oak Brook, Illinois.
The program was considered a success by the Chair of the Professional Development Committee,
Leonard A. Goodman Jr., CLU, of El Paso, Texas. All the students were positive, enthusiastic and
motivated, he said in 1988. Also, it was wonderful to see the commitment of MDRT members. They
shared their time and knowledge with students during the program.
Today, MDRTs Mentoring Program continues the tradition of pairing established MDRT members
with aspiring members. The senior advisors provide counseling, guidance and encouragement to help
the newer advisor achieve MDRT membership. Learn more at mdrt.org in the Membership section. RTT
Contributed by Jennifer Witkov, MDRTs knowledge coordinator.
56
2016 MDRT EXPERIENCE AND
PROGRAMME AT A GLANCE
GLOBAL CONFERENCE
THURSDAY, 28 January 2016
The MDRT Experience and Global Conference offers

one-of-a-kind information, the opportunity to share
ideas with people from around the world and the
chance to learn new strategies for even greater
success. Enjoy the unique energy and excitement
of MDRT!
0900 1730 hrs Registration open

1300 1600 hrs Main Platform
1630 1730 hrs MDRT Members-Only

Special Programming
1730 1830 hrs MDRT Members
Reception
FRIDAY, 29 January 2016
F E AT U R E D S P E A K E R S
ALEX SHEEN
Sheen is the founder of Because I

said I would, a social movement and
nonprofit dedicated to the betterment
of humanity through the importance
of a promise.

1400 1530 hrs Workshops and

ConneXion Zone
1600 1730 hrs Workshops and

ConneXion Zone
SATURDAY, 30 January 2016

PHIL HANSEN
Schedule is subject to change. Visit mdrt.org/

2016Experience for the most current information.
Hansen is an internationally recognized

multimedia artist who works at the
intersection of traditional visual art,
pointillism and offbeat techniques.
REGISTRATION FEES AND

DEADLINES
USD 475
29 June 31 October 2015

ADELIA C. CHUNG, CLU, ChFC
Chung was the first female MDRT

President, serving in 2005. She currently
has 33 membership years, with eight
Court of the Table and 11 Top of the Table
qualifications. She is a past member of the
Top of the Table Advisory Board, current
Excalibur Knight of the MDRT Foundation
and past MDRT Foundation President.
USD 630
1 November 2015 27 January 2016

USD 730
28 January 30 January 2016

COMPANY REGISTRATION INCENTIVE
Additional benefits are available to companies
that purchase registrations in groups as follows:
Number of
Registrations Purchased
Register today, J O I N U S I N H O N G K O N G !
mdrt.org/2016experience
Complimentary
Registrations
100199
200299
10
300399
15
400499
20
500 or more
25
Somebody once told me that youve only got to know 5 percent more
than your audience to be an expert. That is probably true, but I believe
to be fair to your clients, youve got to know far more than that.
Laurence Turner, APFS, CFP, Page 38
ANNUAL MEETING
2016 - JUNE 12 TO 15, VANCOUVER, BRITISH COLUMBIA, CANADA
TOP OF THE TABLE ANNUAL MEETING

2015 - OCTOBER 7 TO 10, NAPLES, FLORIDA
MDRT EXPERIENCE AND GLOBAL CONFERENCE

2016 - JANUARY 28 TO 30, HONG KONG
Million Dollar Round Table

325 West Touhy Avenue, Park Ridge, IL 60068 USA
Phone: +1 847.692.6378 Fax: +1 847.518.8921 Website: www.mdrt.org

MDRT

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Making the change to fee-based 19 | Spotlight on South Africa 32 | Meet your 2016 leaders 47

OFFICIAL PUBLICATION OF THE MILLION DOLLAR ROUND TABLE | SEPTEMBER/OCTOBER 2015

2016 MDRT PRESIDENT

O CTO B E R 710, 2015

ROUND THE TABLE | SEPTEMBER/OCTOBER 2015 | VOL 43, ISSUE 5

16 TIPS & TECHNOLOGY

MDRT President Heckerts steady,

32 REGULATION THAT HELPS

Chang draws on her international

36 FROM CRASH VICTIM

Heres how to incorporate fees

22  3 WAYS TO PROTECT YOUR

Turner teaches clients about

Jiro Kato, CFP

In this issue, two articles feature

Find more information and register

ROUND theTABLE.ORG | SEPTEMBER/OCTOBER 2015

Liru Chang, MBA, Page 34

2016 - JUNE 12 TO 15, VANCOUVER, BRITISH COLUMBIA, CANADA

TOP OF THE TABLE ANNUAL MEETING

MDRT EXPERIENCE AND GLOBAL CONFERENCE

47 MEET YOUR LEADERS

2016 - JANUARY 28 TO 30, HONG KONG

2016 EXECUTIVE COMMITTEE

Conference offers attendees

OFFICIAL PUBLICATION OF THE MILLION DOLLAR ROUND TABLE | SEPTEMBER/OCTOBER 2015

ROUND the TABLE

An introduction to MDRTs 2016

50 2016 MCC CHAIRS ANNOUNCED

2016 MDRT PRESIDENT

Million Dollar Round Table

The new MDRT Foundation President is announced, and MDRTs

MDRT - RTT COVER DESIGN

Brian Heckert is MDRTs new

ts a big world out there. It becomes a little

ROUND theTABLE.ORG | SEPTEMBER/OCTOBER 2015

This is a big world, and I grew up in a very

Kathryn Furtaw Keuneke, CAE

OFFICIAL PUBLICATION OF THE MILLION DOLLAR ROUND TABLE

Kathryn Furtaw Keuneke, CAE

CHIEF EXECUTIVE OFFICER:

Stephen P. Stahr, CAE

STRATEGIC ENGAGEMENT DIRECTOR:

Pamela Brown, CMP, CAE

MEDIA RELATIONS COORDINATOR:

MDRT Executive Committee

Brian D. Heckert, CLU, ChFC

To contact editorial office:

325 West Touhy Avenue,

847.692.6378 Fax: +1 847.518.8921

Learn more about the transition many financial

2015 Million Dollar Round Table.

member news | awards | calendar | in memoriam

Jon M. Rogers, CLU, ChFC,

January 28, 2016

June 12, 2016

ROUND theTABLE.ORG | SEPTEMBER/OCTOBER 2015

received the 2015 Loren

William R. Pickering, a 19year MDRT member from

The National Association

2015 Quality of Life

The MDRT Foundations Quality of Life program awards

Rondol Davidson, LUTCF,

MDRT President Heckerts steady,

Chang draws on her international

36 FROM CRASH VICTIM

Heres how to incorporate fees

22 3 WAYS TO PROTECT YOUR

Turner teaches clients about

Conference offers attendees

An introduction to MDRTs 2016