Good morning. Some of you are going to be wondering how a millennial is even at Top of the Table, when they're a notoriously lazy generation? And others will be thinking, "Well, he's a second-generation MDRT member. His father, who is sitting in the front row, has 22 Top of the Table years. That means he must have had it easy. He was gifted a client bank." But if that was the case, there'd be no story for me to tell you.

So let me tell you my story. We rewind back to 2013. My father has sold his business and we sat around the dinner table saying, "If we could go back to the very beginning and dream it all up again, what would we do now?"

One of my favorite movies is “Jerry Maguire.” I know. It's a ‘90s movie. But it's all about fewer clients, being more targeted, and actually focusing on those clients. So that's what we decided to do. The only problem was, we didn't have any clients.

My father has always grown his business through seminars. And he has continued to do that. But I wanted to do something different. And I wanted to focus on a millennial market, rather than just the traditional retiree market.

Now as a group, we millennials are very social. I thought, the best way to reach this group would be through networking. So I started networking. I had no plan. I just went to different events. I met loads of people and I basically became an exceptionally busy fool. I’d come back to the office, I sit down, and we had these ancient things in the corner of the office called “tapes.” And, because my father had been coming to the Million Dollar Round Table for 25 years, we have every single tape, from every single talk given on the Million Dollar Round Table stage.

I went and found a tape player, which took a bit longer than you'd think. They're not easy to find these days. Had to figure out how to use it. And I started listening. What I realized was that all of the Top of the Table members have one thing in common: They have structure. I had no structure.

I decided I'd design a way for myself to be better at networking. The first thing I did was create what I call the “networking scorecard.” It's a very basic way of analyzing my connections. I spent a day analyzing all of my connections, based on these six areas. I marked each area on a score of one to five. One is low, five is high.

I started with trust. Do I trust them? Do I like them? Do I respect them? Now these are all very obvious. I then went on to connections. How well connected are they? Are they actually going to be worth spending my time with them?

Now, the next one is probably the most millennial one out of the lot, which is culture. For me, it's vitally important, and for many millennials. We're more about impact than we are necessarily about making a quick buck. So for me, it's vital that their culture, their company, matches mine and my own personal culture.

And finally follow up. Do they do what they say they're going to do? There's nothing worse than someone saying, "Oh, I'll send you an email or I'll give you a call" and then you never get anything.

What I do is total up these scores. For me to work with them, they have to have a score of 21 out of 30, as a minimum. So 70 percent. And if they score a 1 in any of these boxes, I don't work with them.

This networking scorecard got rid of 60 percent of the people I was spending time with. I just freed up 60 percent of my time, to really focus on that top 40 percent who matched my values, and who I wanted to work with.

But the thing is, there's no point in just creating a scorecard. You have to do something else. So the second thing I did, and in my opinion, is the most important thing was, I started giving.

This is one of my favorite quotes from Anne Frank, and she is right. "No one has ever become poor by giving." You'll notice on my card, there's nothing about money, because the money will take care of itself.

So, with that 40 percent, I allocated my time to spending more and more time with them and gave them my time, my money, my effort, my referrals. All of a sudden they started to give back. And it became very simple.

Finally, though, I had to look at how I could actually get more out of this. Well then, the third one is, to leverage my network.

I sat down with my partners and I got them to fill in their own scorecards. I'm using my scorecard for their basis, so that they looked at who their best people were, who they work with, and we could work out whether I could I work with them as well. And, if our values all match, it's the easiest introduction you can possibly ever have. They kept using the scorecard and we found that more and more of the partners have started to use the scorecard. It's had a bit of a ripple effect, which has been fantastic from our side.

To summarize, I would suggest that everyone creates a scoring system to analyze the people that they work with. You don't have to use my card. That's my personal one. You may want to create it based on your values.

Give, give and give a little bit more. We've already heard plenty of people talking about giving here over the last couple of days. And I think it's the most important part. Once you've identified the people you need to work with.

And then, finally, leverage it. Get other people to use your scorecard, so that you are being introduced to the right people in a quicker way, rather than having to spend loads of time trying to work out whether or not you actually want to work with these people. Thank you very much MDRT. It has been an absolute honor to speak to you today.