Focus Sessions
| Date/Time | Location | Topic | Title | Speaker | Audience |
|---|---|---|---|---|---|
| June 11 3:30 - 5:00 p.m. |
Hilton California Ballroom C |
Risk & Protection Products |
21st Century Protection Sales - The Critical Issues
Bhupinder S. Anand, ACII, DipPFS
|
Anand Chen Collins Mac Kay |
Global |
| June 11 3:30 - 5:00 p.m. |
Marriot Grand Ballroom |
Wealth Management/Retirement Planning |
Gathering Assets Under Management
Guy E. Baker, MSFS, CLU
If you're looking for ways to increase your income, you are likely to turn to indexed and variable annuities. But, Baker says, the best opportunity might be gathering assets under management. You'll leave his session with a strategy for gathering assets, a working knowledge of basic investment terminology, an understanding of how to communicate the importance of managing risk and a way to build a portfolios with low expenses and low tax impact. These valuable insights will help lead you to a more stable income and round out your career. |
Baker | Global |
| June 13 9:00 - 10:00 a.m. |
Marriott Platinum 1-5 |
Wealth Management/Retirement Planning |
Why R.I.S.K. It: Addressing Six Retirement Risks
Caleb J. Callahan, CFP
Despite the emphasis on asset accumulation, the greatest potential for ruin is during the distribution phase of retirement. Callahan shows how you can help clients make the transition from traditional accumulation planning to effective distribution planning. Learn how a combination of insurance products, broker-dealer securities products and advisory services can work together to create holistic solutions for clients. Shift insurance and investment planning from a product-centric approach to a process-centric approach to energize your practice and create maximum value for both clients and advisors. |
Callahan | Global |
| June 11 3:30 - 4:30 p.m. |
Hilton California Ballroom D |
Practice Management |
How to Convert Client Anxiety About Risk Into Business-Building Strategies
Michael T. Carpenter
Risk is an increasingly significant factor in financial planning. Carpenter shares his Risk-Wise method designed to help advisors better understand all types of risk and competitively position them as a risk management champion. Further, he says, when you can add personalized, comprehensive risk management planning to your service line, your revenues increase. After Carpenter's session, risk will no longer impede your potential; you'll know how to use it as an opportunity to grow your practice. |
Carpenter | Global |
| June 13 10:30 - 11:30 a.m. |
Marriott Grand Ballroom |
Wealth Management/Retirement Planning |
What Will You Leave Behind?
Mark R. Colgan
What impression will you leave on the world? Colgan explores this question in his session about legacy planning, a service that many believe is the fastest-growing in the industry. He explains the essential components of a comprehensive legacy plan, how it benefits both the client and the advisor, and the six secrets that ensure clients complete the process. Find out how to make a positive impact in your clients' lives, differentiate your services and increase sales with legacy planning. |
Colgan | Global |
| June 12 2:00 - 3:00 p.m. |
Hilton California Ballroom D |
Practice Management |
Be a Top Producer by Working Four Half-Days a Week
J. Leland Davis, LUTCF
If you feel like your professional life has spiraled out of control, this session is for you. Davis presents his five elements essential to high production that are achievable in a non-traditional work week. He addresses the goal setting, time management, marketing, staff development and client experience strategies and techniques he has developed during his 35 years in production. Davis' systemized approach will help you prosper, while leading a more balanced life, both personally and professionally. |
Davis | Global |
| June 12 3:30 - 5:00 p.m. |
Marriott Grand Ballroom |
Practice Management |
Maximize Your Free Time - and Your Productivity
John J. Demboski, CFP
Time is probably one of the most elusive aspects in our lives. In order to get the most out of your work day without it infringing on your personal life, Demboski shows you how his time management system accomplishes both. By color coding your time in your day planner and assigning points to various tasks, you can stay on track and stay motivated. Save your data and you'll even be able to compare your productivity from year to year. |
Demboski | Global |
| June 13 9:00 - 10:00 a.m. |
Hilton California Ballroom A/B |
Risk & Protection Products |
Selling Long-Term Care as Lifelong Love
Betty A. Doll, MBA, CLTC
Advisors typically discuss long-term care insurance as a way to ensure quality care in the event of a serious medical situation. What if you presented the benefit of long-term care insurance as one that not only protects a client's medical care but also protects the lifestyles of their loved ones - that they should purchase long-term care because they love someone? Doll explains the similarities between selling life insurance and long-term care insurance and why you should present them this way. |
Doll | US |
| June 13 9:00 - 10:00 a.m. |
Hilton California Ballroom D |
Risk & Protection Products |
Insurance in Real LIFE
Marvin H. Feldman, CLU, ChFC
In this industry, nothing is more compelling than a story of insurance in action. Feldman, LIFE Foundation president and CEO, shows you how to use them effectively in your practice. He also shares with you the many resources and stories available from the LIFE Foundation. Explore how to use nonprofit third-party materials, such as realLIFEstories, to educate prospects and clients. You'll leave this session knowing how to motivate them to make important decisions about insurance and financial planning. |
Feldman | Global |
| June 13 9:00 - 10:00 a.m. |
Anaheim Convention Center 204 A-C |
Sales Ideas/Strategies |
Play Like a Pro: Relating the Business of Sports to Financial Services
Molly Fletcher
When it comes to initiating change, the business side of professional sports and the financial services industry have a lot in common. Fletcher shares her three concepts designed to ignite the change you're seeking for higher levels of success. Learn how to build a favor column and what it can do for client relationships, how to use consistency to help determine what's important to you and how fearless urgency can be an important tactic when thinking for a client. |
Fletcher | Global |
| June 12 2:00 - 3:00 p.m. |
Marriott Grand Ballroom |
Risk & Protection Products |
Three Months to the Top
Alessandro M. Forte, CertPFS
Breaking into or excelling in the corporate protection market isn't easy. Forte destroys the myths associated with this target by simplifying complicated financial planning strategies to close sales and overcome objections. After this session, you'll know how to maneuver past corporate gatekeepers to reach the most relevant decision-makers. You'll gain confidence when asking for referrals and handle even the most difficult objections with ease. Forte says that you can expect to double your production in a matter of months.
|
Forte | Global |
| June 11 2:00 - 3:00 p.m. |
Hilton California Ballroom C |
Risk & Protection Products |
Three Months to the Top
Alessandro M. Forte, CertPFS
Breaking into or excelling in the corporate protection market isn't easy. Forte destroys the myths associated with this target by simplifying complicated financial planning strategies to close sales and overcome objections. After this session, you'll know how to maneuver past corporate gatekeepers to reach the most relevant decision-makers. You'll gain confidence when asking for referrals and handle even the most difficult objections with ease. Forte says that you can expect to double your production in a matter of months.
|
Forte | Global |
| June 13 9:00 - 10:00 p.m. |
Anaheim Convention Center 207 A-D |
Whole Person |
100: Authentic Wisdom From America's Centenarians
Stephen G. Franklin, Sr. Ph.D.
Imagine the wisdom accumulated by someone who has lived 100 years. That's exactly what Franklin shares with you - anecdotes and insights straight from centenarians to help you overcome modern-day financial challenges. Listen to those who lived through the best and worst times; you'll leave this session with a clear understanding of older clients' attitudes toward money, learn how to help younger clients with proven age-old principles and develop a holistic approach to managing money, working hard and living life. |
Franklin | Global |
| June 11 2:00 - 3:00 p.m. |
Hilton California Ballroom A/B |
Practice Management |
Make the Leap: Smooth Transitions From Commissions to Fees
Gregory B. Gagne, ChFC
If you're considering how to make the transition from a commission-based to a fee-based business model, don't miss Gagne's session. He explains how this change transformed his practice and his role from salesperson to trusted advisor. Find out how to assuage common client concerns about fees so you can more easily convince them when you've made the switch. |
Gagne | US |
| June 11 2:00 - 3:00 p.m. |
Marriott Platinum 1-5 |
Sales Ideas/Strategies |
Gold Rush 2012: Prospecting for Success
Simon John Gibson, DipPFS
Learn the language of successful prospecting and marketing. Gibson shares his techniques for differentiating ourselves, not just generally but specifically. He explains how using specific language can help us prepare for every scenario so we can respond to any prospect as effectively as possible. Find out when and how we should communicate with each prospect. Although we should continually innovate, Gibson says that leveraging the proven fundamentals as part of our prospecting approach is equally important. |
Gibson | Global |
| June 11 3:30 - 5:00 p.m. |
Anaheim Convention Center 204 A-C |
Marketing/Branding |
Get Linked In, Not Left Out
Kip Gregory
Confusion and concerns about supervision and compliance prevent agents and advisors from using social media to its full advantage - if at all. Gregory shares safe, practical ways for getting into the game without violating compliance rules. Hear real-life stories of how producers like you leverage LinkedIn and other sites to win and keep more business. Walk away with a list of immediate steps you can take to enhance your existing networking and generate more and better referrals with social media. |
Gregory | Global |
| June 12 3:30 - 5:30 p.m. |
Marriott Marquis Center |
Marketing/Branding |
Get Linked In, Not Left Out
Kip Gregory
Confusion and concerns about supervision and compliance prevent agents and advisors from using social media to its full advantage - if at all. Gregory shares safe, practical ways for getting into the game without violating compliance rules. Hear real-life stories of how producers like you leverage LinkedIn and other sites to win and keep more business. Walk away with a list of immediate steps you can take to enhance your existing networking and generate more and better referrals with social media. |
Gregory | Global |
| June 12 3:30 - 4:30 p.m. |
Hilton California Ballroom D |
Marketing/Branding |
The Evolution of Marketing
Andrew Griffiths
Do you understand the difference between evolution and change? They're often confused as the same thing, Griffiths says, and it's particularly relevant when marketing your business. Changing your business simply means it becomes different. When a business evolves, however, it reacts to external stimuli and achieves sustainability. Learn his top nine strategies to evolve your practice and understand how marketing evolution affects everything from building your brand to networking to communicating. |
Griffiths | Global |
| June 11 2:00 - 3:00 p.m. |
Anaheim Convention Center 204 A-C |
Wealth Management/Retirement Planning |
Cinderella Slipper Strategies
John W. Homer, CLU, ChFC
Single premium immediate annuities (SPIAs) are often overlooked as a proper investment option. Homer explains several strategies that use SPIAs in tandem with life insurance policies. These strategies are appropriate for older clients with liquid assets and may reduce taxable estates. He teaches you how to maximize arbitrage between these products so that clients have greater cash flow after purchasing large amounts of insurance and how to avoid common pitfalls inherent to the strategies. |
Homer | US |
| June 12 2:00 - 3:00 p.m. |
Hilton California Ballroom C |
Practice Management |
Create and Lead a 21st-Century Practice
Michelle Hoskin
No matter the size of the practice, advisors continue to suffer from common day-to-day complexities, often with debilitating effects. Hoskin shares her five proven concepts to design and build a strategically developed and motivated team, eliminate operational inefficiencies and continually improve every aspect of practice management. Her approach examines the key roles within a practice to ensure each contributes to the fullest extent. When you implement these changes, she says, you'll see professional growth and enhanced personal well-being. |
Hoskin | Global |
| June 12 3:30 - 4:30 p.m. |
Hilton California Ballroom C |
Risk & Protection Products |
Reinvigorate the Critical Illness Insurance Market
Marcia Johnson, CLTC, CAS
The U.S. critical illness insurance market has developed much more slowly over the past 15 years than previously anticipated. Yet, studies indicate we're more likely to survive a serious illness than die from one. Johnson discusses why this market is sluggish, where it is today and what kinds of opportunities are available. She emphasizes the importance of critical illness insurance, demonstrating with case studies the need for larger face amounts and how they're determined for both employer and consumer. You'll gain a renewed urgency for talking to your clients about protection during their lives, not just in the event of their deaths. |
Johnson | US |
| June 11 2:00 - 3:00 p.m. |
Marriott Grand Ballroom |
Risk & Protection Products |
Life After Success in the Insurance Business
L. Ronco Johnson, LUTCF
Life after success in the insurance business requires careful planning and preparation before it begins. After talking to attendees at a recent Top of the Table Annual Meeting, Johnson found that many producers are not prepared for the unknown and unexpected. He shares his insights on business succession planning and how to manage a higher income as a producer and minimize your tax liability. Leave this session with a clear vision of what you need to address after having achieved success. |
Johnson | Global |
| June 13 10:30 - 11:30 a.m. |
Marriott Platinum 1-5 |
Sales Ideas/Strategies |
F.A.C.E ™ Up to Objections
Anthony Matthews Jones
Do you feel you deliver consistent results year after year but yearn to take your business to the next level? Jones says you can increase your appointment levels, convert 50 percent more prospects into long-term clients and effectively diffuse conflict and become an influencer with his objection handling method. Tested and proven for a decade, he uses real-life examples to show how he used it to advance from an MDRT qualifier to a Top of the Table qualifier. |
Jones | Global |
| June 13 10:30 - 11:30 a.m. |
Anaheim Convention Center 204 A-C |
Whole Person |
Give a Little, Get a Lot
Brent R. Kimball, CFP, ChFC
Become a better and more successful financial services professional by getting involved in a nonprofit that you're passionate about. Kimball explains how serving on committees, helping your community and working on service projects provide valuable skills transferable to your business. When you give back, he says, your clients perceive you as a trusted, caring advisor - a Whole Person. Learn how to actively participate in the MDRT Foundation and how it can help your local charities. |
Kimball | Global |
| June 13 9:00 - 10:00 a.m. |
Marriott Marquis Center |
Practice Management |
Achieve Organizational Success
David Kolbe
To achieve organizational success without adding to the work week and your stress level, your practice needs to have the right people to complement your leadership assets. Kolbe presents his insight on how to solve a chronic practice management problem: Identifying and retaining top talent, especially in key positions. He recommends starting with not your preconceived notion of what your office should look like but instead your strengths. Take Kolbe's information home and reassess your practice. |
Kolbe | Global |
| June 13 10:30 - 11:30 a.m. |
Anaheim Convention Center 207 A-D |
Practice Management |
Innovation 2.0 - How to Harvest the Best of What's Next
Jon LoDuca
New ideas and culture-changing technology are forever altering the way we pursue business and life. But how do we manage all of it? LoDuca discusses the startling new frontiers of innovation in business and a solid context for analyzing the current opportunities and challenges in this competitive world. You'll understand how to identify the right innovations for your organization, how to prioritize them using goals, budget and time, and how your team can implement innovation with consistency, accountability and discipline. |
LoDuca | Global |
| June 12 3:30 - 5:00 p.m. |
Anaheim Convention Center 207 A-D |
Whole Person |
Addiction: A Disease or a Choice?
Kevin McCauley, M.D.
If addicts make a decision to abuse a drug, for example, how does that make addiction a disease? McCauley explains in ordinary terms the neuroscience of addiction and the behaviors of the addicted brain. His presentation illustrates the physiological effects the brain undergoes during addiction and how, as a result, these effects contribute to behavior. If you or someone you know is struggling with addiction, McCauley's scientific angle will help you understand addiction itself and the behaviors behind it. |
McCauley | Global |
| June 13 9:00 - 10:00 a.m. |
Hilton California Ballroom C |
Practice Management |
Sustained Growth Through Succession Planning
Brett A. Moldenhauer
|
Moldenhauer Moldenhauer |
Global |
| June 13 9:00 - 10:00 a.m. |
Marriott Grand Ballroom |
Marketing/Branding |
Marketing Strategies for Every Aspect of Your Practice
Michael Morrow, CFP
Every advisor needs to know how to effectively market their business despite their years in the industry. Morrow provides his tested, one-of-a-kind marketing strategies that you can take home and implement immediately. He specifically addresses the three most important aspects of your business - running your business, attracting clients and retaining clients. Morrow reveals his proven campaigns and marketing criteria so that you can drive sales and demonstrate value to your clients. |
Morrow | Global |
| June 12 3:30 - 4:30 p.m. |
Hilton California Ballroom A/B |
Wealth Management/Retirement Planning |
Social Security Retirement and Taxation
Robin C. Mueller, LUTCF
Social Security benefits have never been a more relevant source of business so it's time to get up to speed. Mueller shows you how you can use the Social Security benefit statement to set appointments. He also covers taxation and why the earnings limitation is extremely important for clients retiring early and the impact on their survivors' benefits. Learn how to coordinate Social Security's retirement benefits with the sale of cash value life insurance, annuities and securities when sold at the right time. |
Mueller | US |
| June 12 2:00 - 3:00 p.m. |
Anaheim Convention Center 207 A-D |
Wealth Management/Retirement Planning |
Real Estate Market Cycles
Glenn R. Mueller, Ph.D.
Although most individual investors cannot afford to purchase large commercial real estate properties nor manage projects associated with real estate, they may be able to invest in real estate investment trusts (REITs). Mueller explains the fundamentals of commercial income-producing real estate and how investors can monitor occupancies and rents that drive income in these types of properties. After this presentation, you'll have a new investment strategy to sell to those clients who could most benefit from REITs. |
Mueller | US |
| June 13 10:30 - 11:30 a.m. |
Hilton California Ballroom D |
Marketing/Branding |
Adding Alpha to Your Client Relationships
Sally W. Munford, CLU, MSFS
Although most individual investors cannot afford to purchase large commercial real estate properties nor manage projects associated with real estate, they may be able to invest in real estate investment trusts (REITs). Mueller explains the fundamentals of commercial income-producing real estate and how investors can monitor occupancies and rents that drive income in these types of properties. After this presentation, you'll have a new investment strategy to sell to those clients who could most benefit from REITs. |
Munford | Global |
| June 11 3:30 - 4:30 p.m. |
Marriott Marquis Center |
Practice Management |
One Size Does Not Fit All: Revenue Growth Strategies for Each Business Stage
Deborah Nixon, MS, PCC
Scattered focus. For newer producers, it's poor time management. For veterans, it's outdated or nonexistent marketing and wrong conversations with clients. Those in the middle are caught between business models without a clear way to avoid losing hard-won business. Nixon gives you specific strategies for each stage of business growth so you can drive success with less effort. She says these principles are the same ones golf pros use to help golfers hit their career bests (so your score may improve, too). |
Nixon | Global |
| June 11 2:00 - 3:00 p.m. |
Hilton California Ballroom D |
Whole Person |
Living With Whole Life
Adam Page
|
Page Waring |
Global |
| June 12 3:30 - 5:00 p.m. |
Anaheim Convention Center 204 A-C |
Risk & Protection Products |
Financial Risk Management in Today's Variable Annuity Market
Jill Perlin, CFP ®, CLU
Today's volatile market makes it more important than ever to understand a variable annuity provider's financial risk management processes and financial strength. Perlin shares her insight of three key elements, which include a VA provider's overall strategy, the balance between managing risk and offering benefits to clients through product design, and core financial risk management and financial strength. After this session, you'll be able to better assess the financial risk management capabilities of your variable annuity provider. |
Perlin | US |
| June 11 3:30 - 4:30 p.m. |
Anaheim Convention Center 207 A-D |
Risk & Protection Products |
The Evolution of Underwriting
Karen M. Phelan, FLMI
The underwriting process has come a long way. Phelan explores how it's changed over the past 10 years, current trends and where the process is headed. She talks about the controversial questions of underwriting, such as genetic testing and the use of predictive analytics tools that track a proposed insured's lifestyle and apply an underwriting value as a substitute for today's invasive-type testing. Her analysis sheds light on how these changes in underwriting will impact your selling process. |
Phelan | Global |
| June 13 10:30 - 11:30 a.m. |
Hilton California Ballroom A/B |
Risk & Protection Products |
Nonfinancial Risks That Can Threaten Retirement Security
Robert Pokorski, M.D.
Many clients are unaware of the nonfinancial threats that can derail their retirement plans. As a result, they often rely on conventional asset accumulation and allocation models that adhere to the following formula: Save money while employed, use funds to generate retirement income, and pass remaining assets at death. The problem is this conventional planning doesn't leave room for "life" to happen. Pokorski addresses these concerns so you can help your clients retire with confidence. |
Pokorski | Global |
| June 12 2:00 - 3:00 p.m. |
Marriott Marquis Center |
Marketing/Branding |
Successful Seminar Selling for Seniors
David Pritchard, DipPFS
If you want to develop a strategy for seminar selling to seniors, or if you're looking to revamp your existing strategy, Pritchard's session is for you. He shares his approach to finding the right prospects and venue, how to develop your presentation and its length, how to properly follow up with appointments and other seemingly small yet critical aspects to hosting seminars. Pritchard shows you how you can adapt his techniques for other target markets. |
Pritchard | Global |
| June 13 10:30 - 11:30 a.m. |
Marriott Marquis Center |
Practice Management |
Mentoring: Motivate a Newcomer, Drive Sales and Find a Successor
Ann Baker Ronn, LUTCF
Adding another commitment to your already full plate probably seems daunting. In this session, Ronn dispels this misperception and others you may have about mentoring, explains how to find a mentee and how to fit this rewarding experience into your schedule. You'll learn how mentoring helps you develop a succession plan - your mentee may be just the person to take the helm. Get reacquainted with the fundamentals of selling and increase revenues when assisting industry newcomers close complicated sales. |
Ronn | Global |
| June 12 2:00 - 3:00 p.m. |
Anaheim Convention Center 204 A-C |
Risk & Protection Products |
Beyond the Ratings: Determine a Carrier's Financial Strength
Lawrence J. Rybka, J.D., CFP
Although the industry has stabilized, new capital scarcity combined with very low interest rates and instability across European banks raise questions about which products and companies are best positioned to meet long-term promises in today's insurance contracts. Rybka addresses the questions all advisors should be asking about the products they sell and the carriers who provide them. Learn how to demonstrate significant additional value in your recommendations to clients and how to differentiate yourself by offering customized solutions at turnkey rates. |
Rybka | US |
| June 11 2:00 - 3:00 p.m. |
Marriott Marquis Center |
Marketing/Branding |
Selling to Women
Jane Sanders
Women talk, listen, think and behave differently than men. So, says Sanders, it would make sense that most of them buy differently, too. She reveals the key motivators that make women buy and shows you how to provide them. Gain specific skills to communicate in a way that develops trust and connection with your female clients and indicates you genuinely care about their security and their financial goals. Sanders' no-male-bashing approach is designed to increase your confidence and effectiveness when selling to women and, thus, invigorate your sales. |
Sanders | Global |
| June 11 3:30 - 4:30 p.m. |
Marriott Platinum 1-5 |
Sales Ideas/Strategies |
Using Emotional Intelligence to Maximize Sales Performance
Stu Schlackman
Understanding personality styles will add a new dimension to your approach to prospects and clients, Schlackman says. After all, it's more important to understand not what your customers buy but why they buy in the first place. His session focuses on emotional intelligence and introduces the characteristics of the four personality styles. When you understand the differences and similarities, you'll know how to identify them and then build an effective, impactful sales strategy around each one. |
Schlackman | Global |
| June 13 10:30 - 11:30 p.m. |
Hilton California Ballroom C |
Risk & Protection Products |
When Life Insurance Becomes the Lifeline
Frederick T. Scruggs, CLU, ChFC
Scruggs shares his story about one of his corporate clients who purchased multiple million-dollar cash value life insurance policies on the owner and 14 employees. Several years later, his client had a customer unable to pay their multi-million dollar invoice. Find out how these insurance policies, which typically would have split the death benefits between the company and the employee, served as a living benefit asset during an extremely unstable time. |
Scruggs | US |
| June 12 2:00 - 3:00 p.m. |
Hilton California Ballroom A/B |
Whole Person |
RelationTrips: The Ticket to Memorable Destinations
Jeff Siegel
With the noisy, nonstop lifestyles we live today, reconnecting with family and finding quality time can be challenging. That's why, Siegel says, it's time to go on a RelationTrip. He shows you how to prepare for and take a customized journey to maximize bonding time with your kids, open lines of communication and create a lifetime of memories. Siegel's approach to rediscovering your relationships can be applied to your grandchildren, nieces, nephews - any child in your life. |
Siegel | Global |
| June 11 2:00 - 3:00 p.m. |
Anaheim Convention Center 207 A-D |
Practice Management |
Think Before You Buy: Assessing Your Technology Needs
Edward C. Skelly, CLU, ChFC
When was the last time you evaluated the technology in your practice? Skelly explains how to assess your existing technology and addresses the benefits - and requirements - for implementing various upgrades or changes. Before you make any technological investments, use this session find out which hardware and software products are most appropriate for your needs and what steps you need to take to transition to a virtual office, go paperless or improve overall efficiency. |
Skelly | Global |
| June 11 3:30 - 4:30 p.m. |
Hilton California Ballroom A/B |
Whole Person |
Keep Your Memory and Focus Sharp at Any Age
Pamela W. Smith, M.D., MPH
Whether you are 35, 50 or 60, maintaining razor-sharp focus and memory is critical at any age. Smith discusses the three key tips for keeping your memory at its best and ensuring your recall is spot-on. She describes how mental and physical exercise contributes to healthy memory skills, shows you how hormone levels affect focus and memory and talks about the nutrients associated with "brain fitness" and where to find the right ones. Sharpen your memory and recall before it's too late. |
Smith | Global |
| June 12 3:30 - 5:00 p.m. |
Marriott Platinum 1-5 |
Sales Ideas/Strategies |
Five Simple Ways to Boost Your Memory and Your Sales
Michael Tipper
Add an edge to sales skills and results with simple memory improvement techniques. Tipper explains how to reverse a poor memory and use your newly sharpened mind to drive your sales performance. Find out how to remember your clients' names and other important facts about them - and even help them recall what you've discussed with them - so you can be the trusted advisor they've been looking for. With Tipper's five easy memory improvement strategies, you'll see results in no time. |
Tipper | Global |
| June 12 2:00 - 3:00 p.m. |
Marriott Platinum 1-5 |
Sales Ideas/Strategies |
Referrals - Ideas from Million Dollar Producers
Vicki Writer, DFP
Generate more sales, build stronger client relationships and capitalize on your centers of influence. Writer presents an array of sales ideas and business development strategies to take away and implement immediately. Even if you think you've heard all the strategies for acquiring referrals and asking the right questions to leverage your sources, why not add a few more to your arsenal? Transform your business and solidify your brand in your community. |
Writer | Global |
| June 12 3:30 - 5:00 p.m. |
Marriot Marquis South |
Practice Management |
Maximizing Your Practice Management ROI
Joni Youngwirth
Providing clients with good financial guidance used to be enough. But today's independents also need to manage their small business. Youngwirth shows you how to shift from reactive to proactive management using a framework that accommodates financial, strategic, operational and other perspectives. As she walks you through her process, you'll assess the degree to which your firm currently embraces proactive practice management. Expect to leave the session not only with possible actions, but also with a selection of the specific proactive practice management steps you wish to adopt. |
Youngwirth | Global |
