Top of the Table: Recent Episodes
Top of the Table
Sandy is an Advisor Performance Coach who helps senior advisors break through to the mid six figures and beyond. Top of the Table podcasts are interviews with MDRT Top of The Table qualifiers, who share their experience and wisdom.
TOT qualifier Nick Sanchez talks about the importance of having a unique planning strategy and a mentor.
Sandy interviews Top of the Table producer Joe Milano who tells how he used discipline and the basics to get him to that level of production.
Van Mueller has qualified for Top of the Table in the MDRT for over 30 years.
But he didn't start out a winner. In fact, he struggled for 16 years and was actually fired. But then he learned what he shares with us in this conversation, qualified for the MDRT in a year, made Court of the Table the year after and Top of the Table a year later.
There's no secret to it, just follow what he tells us here and it can happen for you too.
"Seek out another professional who has a skillset that you do not yet have, says Top of the Table producer Emily Prendiville. "You’re gaining 10-20 years of experience. People in this profession are loving, giving people. All you have to do is ask."
Emily also urges advisors to hire a coach. "If I had it to do over again," Emily told me during the interview, "I would have hired a coach much sooner."
Emily's success as a top producer in a male-dominated industry is based on her unique approach.
She offers clients alternatives to traditional investment strategies and approaches them to serve them, not to sell to them. She calls her approach "heart-based" and she works jointly with advisors who believe in what she does.
Emily tells us about how her approach evolved and talks about her morning "success" routine.
Kelly Smith has been a Top of the Table Advisor for 14 years. He tells Advisor Coach Sandy Schussel about what worked for him: continuous learning, connections made throughout his career, persistence, and a willingness to jump on opportunities as they appear.
Even if your practice is very different, Kelly's advice is worth your time.
Todd Veillon tells us that if you're hesitant about going to friends and family, you don't believe in what you're doing. If you believe in the value of what you do, you'll be on a mission to talk about it with everyone. He gives us this, and other tips, including how to make "financial gumbo," in this interview.
19-year Top of the Table veteran, Bhupinder Anand talks about what made him successful, about being different and about using words that sell, among other things.
Top of the Table qualifier Bob Greulich talks about getting to the top by finding a specialty in the industry and teaming up with other specialists in complimentary fields.
Jim Silbernagel built an abundant practice in a city of 4000 using his REAL WEALTH system. Jim tells us how he did it.
Top Producer, Tom Love, talks about how he replaced his elevator speech with an Explanation of Services, based on Simon Sinek's concept that "Nobody cares WHAT you do, they care WHY you do it.
Court of the Table qualifier Danny Capurso interviewed by Sandy Schussel by Top of the Table
Making it to MDRT took one big joint sale, but staying long enough to become a lifetime member is possible if you serve your clients well. Brian talks about how he works with CPAs, the benefits of having a great story to share with prospects and of collaborating with other advisors.
MDRT Coach Sandy Schussel interviews Top of the Table qualifier, Matt Schiff about what it takes to get to the Top. Matt talks about the importance of a database, being an expert, working a niche, using YouTube and more.
A few months after qualifying for MDRT, Douglas Eze qualified for TOT. His business had been accelerating. Sandy talks with him about what he was doing to achieve that acceleration.