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Understanding themselves, their families and their clients opened the eyes of three Top of the Table members. Learn more in this mini-book club discussion about the book, “Quiet: The Power of Introverts in a World That Can't Stop Talking” by Susan Cain. Discover why some people feel drained after spending time around a lot of people.

Cesar Lopez and Ted Rusinoff discuss tools and techniques for selling life insurance, including personal stories of how insurance has made a difference and key questions that can get clients to understand the importance of insurance.

By choosing his words carefully, Rusinoff has developed a series of questions that address what clients have and why. With these simple approaches, he is able to gain a thorough understanding of a client’s needs and what changes can help them in the short- and long-term. This session offers a concise way of thinking about how to gather information from clients and prospects.

Top of the Table qualifier Ted Rusinoff believes you need to ask every prospect and client 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?

These questions keep the planning process active and engaged.

How can a simple notecard transform your relationships with accountants and other centers of influence into profitable relationships that take you to the Top of the Table? Find out in this short video from Top of the Table qualifier Ted Rusinoff.

Recurring revenue and specific questions to ask clients are two of the ideas that helped take Top of the Table qualifier Ted Rusinoff it the next level in his career. Watch the video to learn more.

The pandemic changed Top of the Table qualifier Ted Rusinoff’s time at home as well as accelerated the pace of his business. He’s experienced more financial advisors exiting the business and it’s changing who the industry leaders will be in the future.

Often clients are worried that financial advisors' first priority is to sell. It’s not always easy then when a client asks for one product yet may be served better by another product. Top of the Table members Ted Rusinoff, David Blake, and Mike Ross as well as Court of the Table qualifier Josh Ketchie talk with TOT member Stephen Kagawa about how they work with clients in that situation and how it relates to what’s in Kagawa’s book, “Aloha Financial Advising.” Watch more in this MDRT book club conversation. Find out more about book clubs at mdrt.org/bookclub [https://www.mdrt.org/bookclub/]. See the full book club discussion in Favorite books: A chat with the author [https://rz.mdrt.org/video/favorite-books-a-chat-with-the-author/]. (For MDRT members only)

Rusnioff discusses the purpose of the MDRT Foundation and shares info about the Hunger Project.

When it comes to cybersecurity and compliance, it’s important to take action today to protect and grow your business, clients and livelihood. Using real-life examples, the panel digs deep into existing compliance requirements to demonstrate how cybersecurity and proper certification can build trust and loyalty with clients and prospects.