Million Dollar Round Table

That's when we should be speaking to clients.

I remember telling you years ago, Paul, there was MDRT, Million Dollar Roundtable, and we were at it one year and there was this guy on stage and he said, the Americans are great, I love them, they're brilliant, they're all up for it and they're all ready to rock and roll.

But he said that a financial advisor is like a pilot.

When you get on a plane, you want to go from destination A to B.

And I was blown away at how much he knew.

As a matter of fact, these strata- I mean, I've spoken at Million Dollar Round Table.

Everybody wants to explain these strategies, but they explain how they help everybody.

They don't help everyone equally.

The closing average going up each year.

When I first qualified for the Million Dollar Round Table, it was really very simple, a daily goal.

Four appointments a day, three of them would be there, one of them would buy from me.

By the time I was ready to retire, if I had 10 referrals, nine of them would see me, eight of them would buy from me.