Expert Ideas Workshops

Visit the Expo Hall to attend these Expert Ideas workshops which will be held in a special presentation space on the show floor in Atlantic Hall B-C. These workshops are 25 minute presentations focused on sales, prospecting and practice management ideas.

Friday, 09/8/2017

12:15 pm - 12:40 pm
College for Financial Planning
Workshop: LUTCF = More Sales!
Speaker: David Mannaioni, MPAS, CFP, CLU, ChFC, CPCU

In each of two 25-minute sessions, Professor David Mannaioni from the College for Financial Planning will share key pieces of the LUTCF curriculum that have allowed students taking the courses to immediately apply what they have learned to generate sales.
In the first session, David will cover:          
  • How a well-written business plan can lead to more sales
  • How to set more appointments
  • How to handle objections effectively
12:45 pm - 1:10 pm
Leading Advisor
Workshop:3 Steps To Increase Your Strength and Eliminate Your Fear of; Change, Compliance, DOL, Economy, Marketing, NEWS, Regulation, Sales, The World – Yourself
Speaker: Simon Reilly

When Fear prevails over advisors, associations and businesses; clients perish. 

1:15 pm - 1:40 pm
Workshp: Converting More Online Leads into Revenue
Speaker: Josh Evans, SVP, Sales and Business Development

Success isn't a given when it comes to converting online insurance leads. Anyone that has worked with online inquiries can attest to the challenges faced in turning prospects into customers. While no magic answer exists, if you are struggling to turn online inquiries into customers this is a workshop not to miss. We’ll dive into the secrets for turning more leads into revenue by taking a few pages out of a top performing super agent's playbook. We’ll share what some of the fastest growing agents are doing to compete and win in a fierce online marketplace.
Learning Objectives:
1 - How to define, document, and implement your ideal sales process
2 - How to keep agents focused on revenue generating activities
3 – Effective ways to engage online buyers
4 – Key metrics to track for ongoing optimization

1:45 pm - 2:10 pm
Workshop: Quantify the Need for Life Insurance and Increase Sales
Speaker: Ron Smith

Join us at Advisys and learn how a simple change can dramatically increase your overall commissions and save you countless hours preparing for clients. Reliable studies have long shown that being able to quantify the need for life insurance can increase sales up to 60%. Spending hours preparing and analyzing the need of every client can be a quick way to run your business into the ground.

Enter Advisys, our exclusive suite of analysis and educational reports allow users to do in 15 minutes what used to take hours. You don’t need to sacrifice time to create a powerful client presentation that creates value and builds trust with clients, you just need Advisys. Take a closer look and learn how you can be your best when it matters most; when you are face to face with clients and prospects.

2:15 pm - 2:40 pm
Workshop: Entering into the Business Market
Speaker: Rob Sharp, VP, Sales Development and Darin Dauel, Manager Internal Sales Development

Rob and Darin will talk about the tips and tools that are available to you and how to use them.

2:45 pm - 3:10 pm
DiCenso Consulting
Workshop: Understanding State Retirement Plans and the Opportunity for Advisors
Speaker: Michael DiCenso

Learn what is happening on the retirement forefront with the SARPs (State Administered Retirement Plans). There are 80 million Americans who are employed but are not offered access to a retirement plan at their place of employments. States are launching retirement programs to mandate employers adopt a state IRA or other alternative. Learn how to capitalize on this opportunity and grow your business and profits.

2:45 pm - 3:10 pm
The Taylor Method
Workshop: Closing Phrases That Move Clients to Act
Eszylfie Taylor
Top of the Table producer Eszylfie Taylor will take you through some of his best closing phrases that help overcome objections and move clients to act.

Saturday, 09/9/2017

12:15 pm - 12:40 pm
College for Financial Planning
Workshop: LUTCF = More Sales!
Speaker: David Mannaioni, MPAS, CFP, CLU, ChFC, CPCU
In each of two 25-minute sessions, Professor David Mannaioni from the College for Financial Planning will share key pieces of the LUTCF curriculum that have allowed students taking the courses to immediately apply what they have learned to generate sales.

In the second session David will cover:

  • How to use units of conviction to close sales
  • How to make more sales using an 8-step process in client meetings
These very practical tools and techniques are proven to increase sales when used. Like any skill, these take time to master, but LUTCF students have made sales using them well before they mastered them. Come and learn some new ways (or perhaps this is a refresher course) to increase your sales!

12:45 pm - 1:10 pm
Principal Financial Group
Workshop: You work every day for it - Protect it
Speaker: Bob Herman, Disability Income Regional Vice President

The market opportunity has never better for Income Protection. Learn the 4 things our clients want to know about Income Protection; ideas to create the need, how to handle common objections, revenue diversification, and understanding the two common traits of a strong Income Protection producer.

1:15 pm - 1:40 pm
Retirement Funding Solutions
Workshop: Effectively Using Home Equity In Retirement Income Planning
Speaker: Jamie Hopkins, Professor of Taxation at The American College of Financial Services

Retirement income planning can be like hitting a moving target in the wind. Creating an effective retirement income plan gets even harder if a client’s largest asset is ignored: Home Equity. Learn from Jamie Hopkins, Professor at The American College of Financial Services about best practices for utilizing home equity, reverse mortgages, and non-market correlated assets in creating the best retirement income plan for your client. Including home equity in a retirement income plan is no longer just suggested, it’s becoming required.

1:45 pm - 2:10 pm
Sallie Mae
The Benefits of Bringing College Planning to Your Practice
Speaker: Karie Bedford, Sallie Mae, Relationship Manager

Many families are considering financing their children’s education with either Federal Parent PLUS Loans or private student loans. During this session, new NAIFA Industry Partner, Sallie Mae educates you on the importance of opening the discussion with  your clients on planning for college. You will also gain a broader understanding of private education loans and how Sallie Mae is closing the gap between available resources and the cost of college.

2:15 pm - 2:40 pm
The American College
Workshop: WMCP™: The Modern Way To Manage Wealth
Speaker: Anthony Boquet

In an age where investment selection has been commodified by robo-advising tools, financial services professionals must find new ways to show value in order to succeed. This presentation will address a goal-based philosophy to personal investment management, and discuss how the new Wealth Management Certified Professional (WMCP™) designation from The American College of Financial Services helps advisors transform theory into applied knowledge that brings a new level of value to client relationships. 

WMCP™ is unlike any designation program on the market; it revolutionizes the student experience by guiding learners through a customized program built with today’s busy advisor in mind. Anthony Boquet and Christopher Wesner, business development leaders at The College, will lead the presentation, share a short video, and be available to answer questions. 

2:15 pm - 2:40 pm
MGIS, Inc.
Workshop: Physician Disability: Unique Needs and Solutions
Speaker: Kurt Meyer, Vice President of Sales, Group Benefits

Physicians and dentists have unique income protection needs, but are often saddled with long term disability (LTD) insurance that fits neither the type nor amount of coverage they need. Most troubling are provisions in typical LTD policies that can disqualify them from receiving benefits or can be harmful to them at claim time. This workshop explores a type of group LTD coverage called IDI Supplement that closely mirrors the key features of doctors’ Individual Disability Insurance (IDI) policies (considered the industry gold standard) and how it addresses key deficiencies. Ideal IDI Supplement policy features will be outlined, along with examples of the limiting features they replace in typical group LTD.