Sales Mastery Forum 2004

Harry P. Hoopis, CLU, ChFC, Managing Partner – Northwestern Mutual Financial Network

Your 3-Day Itinerary for Success

The 2005 Sales Mastery Forum is jam packed with more than 30 sessions divided into three tracks – Prospecting and Activity (Day 1), Fact Finding and Practice Development (Day 2) and Closing the Sale and Practice Management (Day 3).

Get ready for 3 energizing days with the nation’s top-selling life insurance masters. Invest in your productivity … invest in your sales … invest in your success. The Life Insurance Sales Mastery Forum takes you there!

The Program
The Life Insurance Sales Mastery Forum was designed with producers at all levels in mind. From novice to veteran, the Life Insurance Sales Mastery Forum has inspiration and education from top-selling masters for all who are involved in the life industry.

As you browse through the schedule below, notice that you can customize your conference experience according to your level of professional development. Look for these codes with each concurrent session to determine which sessions are most appropriate for you.

B = Beginning D = Developing A = Advanced

Click on a session name for a complete description.

SCHEDULE OF EVENTS

PRE-CONFERENCE DAY

Sunday, September 18 – Optional Workshop

Jump-start your inspiration by attending a pre-Conference workshop. This three-hour workshop is a unique opportunity to gain valuable insight on long-term care insurance and the importance it has in retirement planning.

Start your networking a day early and visit our exhibitors and sponsors at the Welcome Reception in the Exhibit Hall. It’s the perfect time to network and share ideas with high-producing colleagues from around the world.
1:00 – 4:00 PM – CLTC Pre-Conference Workshop (Optional fee) sponsored by
This CLTC course has been approved for 3 continuing education credits.

4:00 – 6:30 PM – Exhibit Hall Open/Welcome Reception – sponsored by

DAY 1

Monday, September 19 – Prospecting and Activity

The Forum kicks off with an energizing line-up featuring highly successful practitioners and motivators in the life industry. Once you hear their insights and inspiring stories — plus put their proven techniques to work — you’ll have everything you need to sustain your marketing momentum, land more qualified leads, turn your prospects into life-long clients, and more.

7:30 – 8:00 AM -- Continental Breakfast

Main Platform Sessions


8:00 – 9:00 AM	1. A Vision for Success Begins By Focusing On Where You Are Now!
	Harry P. Hoopis, CLU, ChFC - Managing Partner Hoopis Financial Group, NMFN

9:00 – 10:00 AM	2. 10 Keys to Bullet-Proofing Your Practices
	Barry Alberstein, MBA, Ph.D. - Professional author, coach, trainer

10:00 – 10:20 AM	Morning Break

10:20 – 11:00 AM	3. realLIFE story
	Larry B. Tate - Registered Representative and Investment Advisor with North Star Financial Group of Securian Financial Services

11:00 AM – 12:00 PM	4. Power Up! Empower Yourself to Success!
	Mimi Donaldson - Professional Speaker, Author, and Consultant

12:00 – 2:00 PM	Lunch in Exhibit Hall

Concurrent Education Sessions
2:00 – 3:00 PM	5.Quick — The Cement is Drying (Repeats Tuesday 3:10 – 4:10)
	Sabine Robinson - Professional Coach, Author

	6. Breaking the Ice … Meeting More People, Creating Connections, and Making More Money
	Dave Sherman - Professional Icebreaker, Connections Pro

	7. BOLI
	Matt Anderson - Senior Director of BOLI Markets, Mullin Group

	8. Please... make ME a little bit FAMOUS
	Robert Krumroy - CEO, Identity Branding

3:10 – 4:10 PM	SESSIONS
	9. Proven Practices and Techniques to take you to the TOP (Repeats 4:30 – 5:30 PM)
	Ed Deutschlander, CLF, CLU - Executive VP & Managing Partner - Securian North Star Financial Group Marshall W. Gifford, CLU, ChFC, Senior Partner, North Star Resource Group Alexander D. Marek, Senior Partner, North Star Resource Group

	10. Prospecting From the Ground Up
	Warren Negri, CLU, ChFC - Consultant - Negri Consulting

	11. How to Avoid Foot in Mouth Disease-A Guide to Prospecting through the eyes of an Estate Planning Attorney
	William Angelo, JD - Denkewalter & Angelo

	12. 101 Things You Didn’t Know Life Insurance Could Do

4:10 – 4:30 PM	Afternoon Break

4:30 – 5:30 PM	Sessions
	13. Proven Practices and Techniques to take you to the TOP (Repeat)
	Ed Deutschlander, CLF, CLU - Executive VP & Managing Partner - Securian North Star Financial Group Marshall W. Gifford, CLU, ChFC, Senior Partner, North Star Resource Group; Alexander D. Marek, Senior Partner, North Star Resource Group

	14. COLI
	Greg Giles, Top of the Table Producer & Owner, The Giles Organization

	15. Estate Planning Uses for Life Insurance and Accompanying Trust
	William Angelo, JD - Denkewalter & Angelo

	16. The Art of Favorable Introductions
	Joey Davenport - Certified Master Trainer & Coach, Hoopis Institute

5:30 – 7:30 PM	Exhibit Hall Open/Networking Reception

DAY 2

Tuesday, September 20 – Fact Finding and Practice Development
A day that will not only change the way you seek industry facts — but also how you use those facts to benefit your life business and the quality of your clients. You’ll learn how to use market data, demographics and trends to take your business to the next level … uncover your clients’ multiple needs … ask just the right questions to get the answers you need … streamline your research … and stay inspired every day.

7:30 – 8:00 AM	Continental Breakfast

Main Platform Sessions
8:00 – 9:00 AM	17. Understanding Human Life Valuation
	Joe Jordan - MetLife Senior Vice President

9:00 – 10:00 AM	18. Fact Finding and the Art of Listening
	Ira Hermann, CLU, ChFC - Northwestern Mutual Financial Network Representative

10:00 – 10:20 AM	Morning Break

10:20 – 11:00 AM	19. Make More Sales by Doing Less
	Gregg Knudten, CLU, ChFC - Managing Partner, Thrivent Financial for Lutherans

11:00 AM – 12:00 PM	20. Live Up to Your Dreams
	Dr. Dot Richardson - Two-time Olympic Gold Medal Winner and Orthopedic Surgeon

12:00 – 2:00 PM	Exhibit Hall Closing/Lunch in Exhibit Hall

Concurrent Education Sessions
2:00 – 3:00 PM	Sessions
	21. Self Management
	Bob McHardy, Jr - Managing Partner, PLUS Corp., a Self-Management Group Co.

	22. Double Your Income Power Seminar – Part 1 of 2
	George Ludwig - President & CEO, GLU Consulting

	23. Client Acquisition through Precision Marketing
	Wayne Cotton, CLU - Creator of the Cotton Client Acquuisition System

	24. 101 Things You Didn’t Know Life Insurance Could Do (Repeat)
	Timothy Radden, CLU, ChFC - Perennial MRDT producer, Vlasta Duffy Agency

3:10 – 4:10 PM	Sessions
	25. Quick — The Cement is Drying (Repeat)
	Sabine Robinson - Professional Coach Author

	26. Double Your Income Power Seminar – Part 2 of 2
	George Ludwig - President & CEO, GLU Consulting

	27. Marketing Plan & Business Development
	Allen Weintraub - Chief Markeint Officer & Business Development Coach, Hoopis Institute

	28. Courageous Conversations
	Joey Davenport - Certified Master Trainer & Coach, Hoopis Institute

4:10 – 4:30 PM	Afternoon Break
4:30 – 5:30 PM	Sessions

	29. Elevating Your Elevator Speech … A Powerful Way to Answer the Question “What Do You do?”
	Dave Sherman - Professional Icebreaker, Connections Pro

	30. Formula for Success
	Paul Nick, CLU, ChFC - Senior Producer, Professional Coach, Northwestern Mutual

	31. Please... make ME a little bit FAMOUS (Repeat)
	Robert Krumroy - CEO, Identity Branding

	32. The Ultimate Follow-Through
	Dr. Robert Chiron - Founder, Chiron Group

5:30 – 6:300 PM	Networking Event

DAY 3

Wednesday, September 21 – Closing the Sale and Practice Management

We top off our exciting event with even more high-powered platforms from the nation’s top sellers. Armed with proven practice management and expert closing techniques, you’ll learn how to overcome objections and close even the most difficult sales, create win/win relationships and lock in loyalty and repeat business. You’ll leave energized and inspired … and ready to push new limits in goal-setting and reach new heights in sales success. It’s the perfect ending to the perfect productive getaway.

7:30 – 8:00 AM	Continental Breakfast

Main Platform Sessions

8:00 – 9:00 AM	33. Overcoming Objections and Closing the Business

9:00 – 10:00 AM	34. Building a Referral-Based Business
	Bill Cates - Referral Coach International, Speaker, Trainer, Author

10:00 – 10:20 AM	Morning Break

10:20 – 11:00 AM	35. Stand On the Shoulder of Giants
	Dick Nolan, CLU, ChFC, CLTC - General Agent, MassMutual Financial Group

11:00 AM – 12:00 PM	36. Mental Toughness
	John W. Wright, CLU - Professional Coach, Speaker, Trainer - Managing Partner, Wright Financial Group

Note: Sessions and speakers are subject to change. Visit www.nucoevents.com frequently for up-to-the-minute program information.

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