NAIFA Members

Purchase a Breakfast Season Pass, Season Table or a Single Table at a discounted rate!

Season Pass (1 ticket to four breakfasts) $139
Season Table (10 seats at four breakfasts ) $1,400
One Table (10 seats at one breakfast) $350 -- we will contact you to confirm date of breakfast.

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NAIFA-OC Breakfast: William L. MacDonald


WEDNESDAY, April 8, 2015  

Closing the Complex Sale - Five Surefire Steps

Today buyers of financial services are buying differently. There is more information in the market on our products, services and solutions and more competition from multiple sources. Bill MacDonald will share with you the MERGE Process that he has used to close in excess of $1 billion of annual premium over his career.

MERGE, based on his best-selling book, has five surefire steps to opening new opportunities and managing those opportunities to close more sales. If you work in the business insurance marketplace or with high net-worth individuals and want to grow your business, you will not want to miss this session.

William L. MacDonald
is the Founding Partner of several leading organizations in the executive compensation and benefit consulting field, notably Compensation Resources Group, Inc. (CRG), Merrill Lynch Executive Compensation Group, Retirement Capital Group, Inc. (RCG) and Executive Benefit Solutions, LLC. He is a 33 year consecutive qualifier for MDRT’s Top of the Table place in excess of $1 billion in premium over his career.

Over his career he has designed and funded numerous executive compensation and benefit strategies for Fortune 500 companies as well as large privately traded organizations.

With a $3,000 loan from the bank, MacDonald launched his career as an entrepreneur, hired his first employee, and set out to raise the bar on financial services. 

By 1999, CRG grew to 190 professionals, managed billions of dollars in assets, and maintained nine offices nationwide. Ready for new challenges, MacDonald sold CRG to Clark Consulting, a NYSE firm, and assumed the role of CEO for its Executive Benefits Group. He later left to launch RCG in 2003, creating another market leader in executive compensation and benefits. In 2011, he authored a best-selling book, MERGE-Simplying the Complex Sales, and started Plein Aire Strategies, LLC ( a global sales and marketing strategy firm that helps companies improve their sales performance. With their affiliates worldwide, Plein Aire Strategies works with organization across many industries implementing sales methodologies including Strategic Selling® and Conceptual Selling® as well as his MERGE® process.

Quoted frequently in the Wall Street Journal, the New York Times, Bloomberg, and leading trade journals, MacDonald also authored Retain Key Executives, a breakthrough compendium on the recruit-retain-reward challenge, published by CCH. He often lectures at the Conference Board, World-at-Work, Forbes CEO Forum,  the Young Presidents’ Organization, and earlier won Entrepreneur of the Year, California Veteran of the Year.

A graduate of Northeastern University, he also graduated from The President’s Program on Leadership (PPL) from the Harvard Business School.

Pacific Club
4110 MacArthur
Newport Beach, CA 92660
Click here for directions.

7:30 a.m. Registration Opens / Exhibits
8:00 a.m. Breakfast Buffet
8:30 a.m. Announcements / Quality Recognition / Speaker Presentation 
10:30 a.m. Conclusion

NOTE:  This program is packed full of great information you won't want to miss and may run past the scheduled conclusion time.

$39.00 Member
$49.00 YAT Guest  
$59.00 Guest          

Parking:  Valet Hosted; additional parking available in structure (complimentary with validation)