Speakers: Michael J. O'Donnel

Year: 2013

In this session, you will learn how to make yourself stand apart from all of your competition in the eyes of your clients and third-party referral sources. O'Donnel will share:The tools he has used for 26 years to generate numerous referrals from attorneys and CPAs His simple interview process to determine if he is able to solve the client's needs How he sets the stage with clients and advisors regarding how they will work together in concert as a team Instructions for how you can manage an insurance policy like a stock or a bond, which will bring added value and credibility in your clients' and advisors' eyes These methods have resulted in numerous referrals as well as at least six cases with face amounts between $50 million and $100 million over the past four years.