What were the biggest challenges preventing you from moving from Court of the Table to Top of the Table?

My biggest challenge was not seeing enough qualified prospects. I also did not focus on Top of the Table requirements enough.

What are the most significant changes you made to overcome those difficulties, and how could you tell that the changes were working? What should others know about how to follow your example?

The changes I made were prospecting upward to a higher-income market and increased activity in the desired income market. I conducted interviews with existing high-net-worth clients, inviting them to tea, lunch or drinks and making sure they are aware beforehand what the purpose of the interview was. Once or twice a year, I host cocktail parties and invite my existing clients and prospective clients, who also extend invitations to their colleagues and friends. The changes were working because I kept track of my goals and Top of the Table requirements. It was also reflected in my production and meeting my production targets. My experience has been that not many people are prepared to dedicate the time and focused energy required. Once the individual decides to do the above, attainment of the goal is inevitable.

What roadblocks did you encounter during this process? What else had to be adjusted that you didn’t expect?

I encountered some resistance from prospects when trying to set up meetings/interviews. My strategy was to utilize increased marketing and social media platforms, doing live interviews with clients and sharing their testimonials about their relationships with me as their advisor. I overhauled my personal branding by going “big” through billboard marketing, full-page newspaper ads and Facebook ads. I also did many philanthropic projects, including sponsoring 100 working-class women to be able to access mammography, for which I received press coverage. I also didn’t anticipate the determination needed to overcome the inconvenience presented by the COVID-19 pandemic and the difficulty in seeing prospects face to face.

How did you utilize MDRT to help move to the next level?

By learning from useful monthly RTT magazine articles and MDRT videos as well as attending breakout sessions at MDRT meetings.

How long did it take between when you first became a member and when you first reached Top of the Table? How long did it take to go from Court of the Table to Top of the Table?

I was an MDRT member in the mid-90s, but it wasn’t until I rejoined MDRT in 2017 that I became Court of the Table. It took me four years to go from Court of the Table to Top of the Table.

How else have you grown and changed to get to where you are now, and how do you track these changes to measure your performance? What specifically would you advise to other members looking to make the same progress?

Developing my personal brand and marketing efforts to my desired upper-income target market
Maintaining strict record-keeping and exceptional service to my clientele
Starting with a clearly defined goal, continuous prospecting, a high level of self-discipline as required to remain on track and cultivating a top producer as a mentor

How have you engaged with MDRT during your membership?

I have served on the volunteer committee at the MDRT Annual Meetings and also on a Top of the Table committee.

How can MDRT help support members once they reach Top of the Table?

Fostering a relationship to ensure members keep focused
Hosting monthly sessions

Soliciting feedback on a monthly basis
Having members do self-evaluations, which in turn will help other members
Setting clear expectations, which will hold us accountable and keep us focused
Offer rewards

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Reaching for Top of the Table

Top of the Table Q&A: Janet Roslyn Lawe