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

For me, it was finding ways to get in front of prospective clients with higher incomes and net worth. In my opinion, our levels of income and level of MDRT qualification are, to a great extent, a reflection of our clients’ income and net-worth levels. Much of my practice focuses on working with family businesses and how to help them with the many challenges families face when owning and running a business. When my goal was to achieve Top of the Table, I needed to figure out how to get in front of these successful family business owners and professionals, and then to provide them with advice on issues outside of just risk management and wealth management.

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?

That involved strengthening the relationships with our centers of influence. It also meant getting out of my comfort zone. I tell my team all the time that we need to get out of our comfort zone at least 15 minutes a day. When I used to be a volunteer youth basketball coach, I told all my players that practice is supposed to be difficult. In fact, if we are not “failing,” we are not challenging ourselves enough to get better. The same thing applies to our business. If we are seeing the same types of clients with similar goals, that is fine, but it’s not going to allow us to grow our knowledge and our income nearly as much as if we start seeing prospects with more complicated planning needs and more financial resources to meet those needs. I love the fact I am continuing to learn new concepts and ideas in this business all the time. The day I stop trying to learn is the day I will no longer be serving my clients in the way that they deserve.

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

These more complicated cases take more time. In other words, you need to have enough activity because a larger case could take six to 12 or even 18 months to close. It is important to not just focus on the larger cases. Singles and doubles pay the bills, but the home runs are what can take someone from Court of the Table to Top of the Table.

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

I am a third-generation business owner, and my family has always been involved with MDRT. I had the unique privilege of speaking at an MDRT Annual Meeting early in my career. That gave me insight to the power of MDRT. One memory in particular happened when I was having dinner at an MDRT meeting with my father and his friend, who is one of the largest life insurance producers in the country. I asked him how I should approach a friend of mine, who is a very successful third-generation family business owner. He suggested I send my friend a handwritten note just asking to get to know him better. I did exactly what he suggested, and my friend said, “I’ll give you a shot.” Although it took me about two months to get on his calendar, we had a great meeting, and that individual has become one of my closest friends and best clients. This all stemmed from one piece of advice over dinner at an MDRT Annual Meeting.

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 became an MDRT member in 2002, a Court of the Table member in 2005 and a Top of the Table member in 2009. I have been fortunate enough to make Top of the Table every year since 2009.

How have you engaged with MDRT during your membership?

I was more active with MDRT in the early part of my career, serving on an Annual Meeting committee, participating in MDRT Foundation videos and speaking at one MDRT Annual Meeting. As my two boys got a little older, I needed to spend less time traveling. I hope to get reengaged with MDRT as my sons finish up school.

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

Help members with new ideas/concepts to network with COIs. Also, one of the focuses that has been invaluable to me is to become a trusted advisor. My goal is to never “sell” any products to my clients. It is to provide them guidance and recommendations, so they make informed decisions on what is best for them, their businesses and their families. I feel the relationships with my clients have never been stronger as I have continued to position myself as a trusted advisor. I also believe that, with this approach, my clients know they are making their own decisions (with my guidance), and I have been able to maintain these clients on a consistent basis.

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Top of the Table Q&A: Keith J. Wolff, CFP, CLU