Top of the Table

TOT qualifier Nick Sanchez talks about the importance of having a unique planning strategy and a mentor.

Being willing to ask for help made all the difference.

Sandy interviews Top of the Table producer Joe Milano who tells how he used discipline and the basics to get him to that level of production.

Van Mueller has qualified for Top of the Table in the MDRT for over 30 years.

But he didn't start out a winner. In fact, he struggled for 16 years and was actually fired. But then he learned what he shares with us in this conversation, qualified for the MDRT in a year, made Court of the Table the year after and Top of the Table a year later.

There's no secret to it, just follow what he tells us here and it can happen for you too.

"Seek out another professional who has a skillset that you do not yet have, says Top of the Table producer Emily Prendiville. "You’re gaining 10-20 years of experience. People in this profession are loving, giving people. All you have to do is ask."

Emily also urges advisors to hire a coach. "If I had it to do over again," Emily told me during the interview, "I would have hired a coach much sooner."

Emily's success as a top producer in a male-dominated industry is based on her unique approach.

She offers clients alternatives to traditional investment strategies and approaches them to serve them, not to sell to them. She calls her approach "heart-based" and she works jointly with advisors who believe in what she does.

Emily tells us about how her approach evolved and talks about her morning "success" routine.

Kelly Smith has been a Top of the Table Advisor for 14 years. He tells Advisor Coach Sandy Schussel about what worked for him: continuous learning, connections made throughout his career, persistence, and a willingness to jump on opportunities as they appear.

Even if your practice is very different, Kelly's advice is worth your time.

Todd Veillon tells us that if you're hesitant about going to friends and family, you don't believe in what you're doing. If you believe in the value of what you do, you'll be on a mission to talk about it with everyone. He gives us this, and other tips, including how to make "financial gumbo," in this interview.

19-year Top of the Table veteran, Bhupinder Anand talks about what made him successful, about being different and about using words that sell, among other things.

Top of the Table qualifier Bob Greulich talks about getting to the top by finding a specialty in the industry and teaming up with other specialists in complimentary fields.

Jim Silbernagel built an abundant practice in a city of 4000 using his REAL WEALTH system. Jim tells us how he did it.