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Founder, Thrivos Consulting, LLC Penny Phillips Founder, Thrivos Consulting, LLC After a decade of working with financial advisors and institutions on practice management, Penny launched Thrivos Consulting with a vision of building a firm that would transcend the traditional norms of industry consulting. Founded on the belief that in order to thrive one must successfully navigate change, Thrivos offers services designed to support professionals and institutions as they learn to turn industry challenges into opportunities. With a keen ability to connect with professionals across varying demographics, Penny has had success working with clients ranging from top independent advisors seeking support around building a multi-gen team to multi-billion-dollar enterprises looking to explore scale and growth opportunities. Penny has worked with countless advisory teams and broker dealers on issues ranging from the integration of next generation talent to succession planning to communication and behavior management. She previously ran a national business-building workshop series for financial advisors. She has authored multiple practice management programs, and has been featured as a keynote speaker at conferences and events for the following firms LPL, Investors Group, Guardian Life, Morgan Stanley, MassMutual, Northwestern Mutual, Prudential, New York Life, Signature Financial Solutions, Flexible Plan Investments, RBC, and Platinum Advisor Strategies. Previous Speaker Go back to Speaker Network Next Speaker

Next Item Previous Item Go back to White Papers List Storytelling is a powerful tool that can help you close more sales, increase your revenues, and even recruit new agents or advisors. No matter what you are selling, whether it is insurance, investments, or your business, personal stories activate different areas of the brain that facts and figures don’t touch. People tend to make decisions based on their emotions, not their minds. If you are worried that you may not have any stories of your own to tell, you can use other stories from friends, family, and colleagues. Next time you speak with a prospect or client, or dig into recruitment efforts, incorporate a story into your discussion. Let’s take a closer look at the power of storytelling. Consider these examples: Example #1 Life insurance is designed to protect your family and other people who may depend on you for financial support. Life insurance will pay a death benefit to the beneficiary of the life insurance policy, such as your husband or wife or your children. Life insurance can now even help you to build wealth by using it as an investment vehicle. Let’s talk about whether or not it’s time for you to start looking at your life insurance options. Life insurance can be beneficial even if you have no dependents. Who is going to pay for your funeral expenses or pay your bills off if you happen to die earlier than expected? A new study shows that while 84 percent of Americans say that most people need life insurance, only 68 percent say they personally recognize their need for it and only 59 percent own it. The reason why so many people don’t like to think about life insurance is because they don’t want to think about their own mortality. Keep in mind that the younger and healthier you are, the less expensive it is. Example #2 I married Jason in 1994 when I was 22 years old. I had no idea that I’d be a widow by 26, or that I’d have a 9-month-old baby to take care of on my own. As soon as we became pregnant, Jason started talking about life insurance, but I was hesitant to commit. I was only 24 at the time, but Jason was adamant. The topic of life insurance was just plain scary. I was pregnant with our first child, and the last thing I wanted to think about was one of us dying. Jason passed away on a Tuesday in November, right before the holidays. The weekend before, we’d taken our 9-month-old to the beach for the first time. That Monday evening, our neighbors came over for dinner. Jason went to bed early because he had to work early. He was already asleep when I joined him later. The next morning, he left for work without me seeing him. Whether he kissed me goodbye while I slept, I’ll never know. My story is a reminder that once you have a family (no matter your age) life insurance is absolutely essential. I didn’t want to think about it at the time, but lucky for me, my husband had. The second example tugs on heartstrings that the first one can’t even touch, no matter how compelling the facts are. Here are some reasons why storytelling can more effectively persuade, convince, and sell for you: The Effectiveness Storytelling Is Scientifically Proven A data-filled presentation, like example #1, engages only two areas of a listener’s brain: The language comprehension (Wernicke’s Area) The language processing and comprehension (Broca’s Area) Stories, on the other hand, can trigger up to seven areas of the brain, making the listener actually experience the story as if it was happening to them. In addition to the ones listed above, stories can also activate the: Motor cortex Sensory cortex and cerebellum Olfactory cortex Auditory cortex Visual cortex These are the areas of the brain responsible for movement, touch, colors and shapes, scents, and sounds. Taking time to tell an exceptionally descriptive story can activate all of these areas of the brain, resulting in a truly impactful and motivating presentation. Stories Invoke Logic and Emotion Have you heard the phrase, “Facts tell; stories sell?” Here’s why. When you present facts and data to prospects, clients, and potential recruits, you appeal to their sense of logic. While logic is important, study after study proves that consumers make decisions based on their emotions. When you tell a story, you connect with your listener on an emotional level. Buying insurance and making investment decisions are a little different than splurging on a new outfit or jet skis. These are logical decisions and typically large purchases, so logical thinking is important to some degree. Facts can establish credibility and add professionalism to your pitch but activating emotions through storytelling will create a connection that will not only make your listener more engaged but may also build trust and rapport needed for a longterm business relationship. A mixture of facts and storytelling can transform your presentation into a powerful one. Storytelling Promotes Active Imagination When you tell a story, your listener imagines the story as if they were there. This can benefit you because without even asking, your listener will put themselves in the shoes of the people in that particular situation. They will subconsciously ask themselves how would they feel and what would they do. The story about the widow can make a husband or wife ask themselves, “What would we do if one of us passed away suddenly? Who would pay the bills or put our kids through college?” These questions will create an emotional and logical appeal to why the cheapest possible insurance policy might not be the right decision for their family. Storytelling Is Interactive One common struggle for new insurance agents and investment advisors is the tendency to talk “at a client,” instead of “with a client.” Storytelling gives you the opportunity to interact with your clients or potential recruits in a meaningful way. As you make them part of a discussion through stories and questions that engage them, you are truly interacting with them. When you elicit emotional responses to a story, your conversation becomes more organic and connected. Your clients might only give simple responses of shock, awe, and inspiration, but, a simple response is enough to demonstrate they are hanging on your every word and interacting with you. People Don’t Like Being Sold When people feel like they are being “sold to,” they tend to be more skeptical and less trusting. No one likes to be told what to do, especially in an aggressive or demeaning way. Aggressive selling can cause people to shut down and stop listening to your pitch. A strong salesperson will use other techniques that allow the listener to feel like they are in control of their decisions. Stories give you the opportunity to lead prospects, clients, and potential recruits to “obvious conclusions” through strong examples and clear and concise education. As a salesperson connects to the values that are most important to the listener, the listener will feel confident in doing business with you. Storytelling is an effective tool for this. Powerful Stories Promote Inspired Action Strong stories with vivid imagery will allow your listeners to imagine themselves in a similar situation and they will be inspired to take action. By taking the time to incorporate storytelling into your sales process, your ability to close the deal will become much easier. When your listeners feel inspired to act, they become more likely to act, whether in buying a policy, making an investment, or accepting an offer of employment. Our Brains are Wired for Storytelling A story, if broken down into the simplest form is a connection of cause and effect, which is how our brains work. We think in narratives all day long, whether we are thinking about buying groceries, a situation at work, or the future of our kids. We make up short stories in our heads for virtually every action and conversation, whether we see it or not. Whenever we hear a story, we want to relate it to one of our existing experiences. When we search for connecting experiences, we find connecting emotions such as pain, joy, or disgust to name a few. This is why we tend to understand concepts better when they have a metaphor attached. We automatically connect metaphors to things that happen to us. Everything in our brain looks for the cause and effect relationship in something we’ve previously experienced. When to Tell a Story Storytelling can be used in many ways. Effective salespeople will have a story ready for every stage of a sale – clarifying the product, overcoming objections, or answering questions. Some have found it effective in encouraging someone to sign up for auto-draft, longterm care, cancer plans, or even signing paperwork before leaving the office. While you may not feel that you have any stories to tell, ask around and you will find many stories. Here are some examples to get you started. Creating a Powerful Story An effective story will be relatable, present a conflict, provide a resolution, and include results. This can also be outlined as having a hero, a challenge, the change process, and a result. Let’s look at the steps in finding and developing your story into a powerful one. Step #1: Start collecting stories. This can be done in the Notes app on your cell phone or somewhere else that is convenient and easily accessible. Whenever you experience, hear, or think of a good story, write it down. Step #2: Categorize your stories. What is the “lesson” for each story? Create categories and keep them organized for easy retrieval. Step #3: Develop the best stories. Try to remember as many details as possible surrounding your story. If you can’t remember, make them up. You should be able to see, hear, and feel every aspect of the story. Step #4: Practice telling your stories. Practice makes perfect. Pay close attention to the most effective speed, pitch, and word choices. Delivering a Powerful Story Once you have a stockpile of stories, you need to deliver them effectively. Always: Get personal and connect with you audience Avoid clichés and complex language Be relatable Be descriptive In an examination of the most successful TED presenters, Nayomi Chibana shares these seven tips for delivering powerful stories: Immerse your audience in the story. A well told story is something that will stick in your audience’s mind for years to come. Choose your words intentionally, making sure that every word and image you present creates a clear mental picture of your story. Also, it clearly followed a golden rule of presentation-giving which is to use visuals that will supplement your story rather than repeat what has already been said. Another way to immerse the audience in your story is to provide sensory details that will allow them to actually see, hear, feel, and smell the different stimuli in your story world. Tell a personal story. Few things are as captivating as a personal story, especially those of triumph over extreme adversity. In his insightful book The Seven Basic Plots, author Christopher Booker finds that there are seven basic story plots that have universal appeal. These include the story of the hero defeating a monster, the rags to – riches tale, rebirth, the quest for a treasure, and the voyage of a hero who comes back a changed person, comedy, and tragedy. These plots are clearly seen in some of the most popular and moving presentations ever given. Create suspense. Those who love to watch movies or read books know that a good story always has to have a conflict and a plot. These two elements are what make a good presentation into a roller coaster ride that keeps an audience at the edge of their seats, asking themselves, “What will happen next?” There are several devices that can increase the level of suspense of your story. One way is to tell a story chronologically and build up to a climactic conclusion. Another way is to plop the audience right in the middle of action and then go backwards in time to reveal how all of this occurred. Bring characters to life. Characters are at the heart of any story. Their fortunes and misfortunes are what make people want to laugh, cry or rejoice. The most successful stories, I found, were those that created three-dimensional characters who were easy to identify and, at the same time, had an uncommon characteristic. In order to do this, you must provide enough detail to bring the character to life in the minds of those in the audience. Show. Don’t tell. Instead of telling your audience about a certain event in a story, try showing them by transporting them to a scene. Whenever you deliver a story, try scene-by-scene construction of events and use dialogue instead of narration. Build up to S.T.A.R. moment. Similar to a climax, a S.T.A.R. moment is a “Something They’ll Always Remember” event that is so dramatic that your audience will be talking about it weeks later. According to presentation expert Nancy Duarte in her book Resonate, this can come in the form of a dramatization, provocative images, or shocking statistics. End with a positive takeaway. After analyzing 200 of the best TED talks, presentation expert Akash Karia found that the most effective presentations not only had a conflict and a climax, but also a positive resolution. On the path to triumph, most characters in these stories received what he calls a “spark,” or a key piece of wisdom or advice that helped them overcome their obstacles and change for the better . If your story isn’t having the effect you were aiming for, cut it short and move on. Use your instincts to observe your listener and take cues to ensure you stay connected to their needs and interests. Another technique is getting your client to tell the story. Imagine you’re selling a disability income plan. Ask the client if they have any friends, peers or family members who have experienced a disability and let them tell the story. Telling a story can be even more persuasive than hearing one. An experienced salesman gets their client to do the talking. Conclusion Storytelling is a highly effective tool that anyone can use to elicit an emotional response in our listeners. It can illustrate best practices or persuade a hesitant buyer to make an important decision. Most of all, storytelling is a way to connect with your clients and create trust and rapport between you and others. The Power of Storytelling

Course Catalog Go Back to Main Catalog Page Advanced Planning 101 Advanced Planning 201 Advanced Planning 301 Business Exit Planning Fundamentals Business Ext Planning Obstacles & Mistakes Business Planning LIFE Foundation's Real Life Stories: Advanced Planning Series I LIFE Foundation's Real Life Stories: Advanced Planning Series II Life Happens: Real Life Stories - Business Planning Newest Advanced Planning Videos Special Needs Planning The Business Exit Planning Process Advanced Planning Disability Insurance 101 Disability Insurance 201 Disability Insurance 301 LIFE Foundation's Real Life Stories: Disability Insurance Series I LIFE Foundation's Real Life Stories: Disability Insurance Series II Life Happens: Real Life Videos - Disability Insurance Newest Disability Insurance Videos Special Needs Planning Disability Insurance Insurance Basics Investment Basics Financial Concepts Building Conviction for Life Insurance Business Planning Basics Factfinding for Life Insurance LIFE Foundation's Real Life Stories: Life Insurance Series I LIFE Foundation's Real Life Stories: Life Insurance Series II Life Happens: Real Life Stories - Life Insurance Life Insurance 101 Life Insurance 201 Life Insurance 301 Life Insurance 401 Life Insurance 501 (Advanced Planning 101) Life Insurance PRO Newest Life Insurance Videos Permanent Life Insurance Sales Concepts Special Needs Planning Life Insurance Developing a Long-Term Care Plan LIFE Foundation Real Life Stories: Long Term Care Insurance Life Happens: Real Life Stories - Long-Term Care Insurance Long Term Care and Planning for Retirement Long Term Care Insurance 101 Long Term Care Insurance 201 Long Term Care Insurance 301 Long Term Care Insurance 401 Long Term Care: Consultative Engagement Long Term Care: Solving a Problem vs. Selling a Product Newest Long Term Care Videos Special Needs Planning Long Term Care Insurance Multiline Basic Multiline Intermediate Multiline Log in now to view this course Perspectives: Product Knowledge Annuities 101 Annuities 201 Newest Retirement Planning Videos Prospecting for Retirement Retirement Planning 101 Retirement Planning 201 Retirement Planning 301 Retirement Planning 401 Retirement Planning 501 Social Security 101 Special Needs Planning Retirement Planning Learning Paths (beta) Sales Skills Marketing Product Knowledge Practice Management Motivation Classroom Training Coaching Resources Menu Close Try It Free for 14 Days Get full access to the platform—risk-free. No credit card. No commitment. Just results. Start building your advisor bench today. Start Your FREE Trial

Chief Shepherding Officer David Resseguie Chief Shepherding Officer Dave Resseguie began his career in the financial services industry in August of 2007. He spent 10 years working in leadership roles within both Northwestern Mutual & MassMutual agencies in Chicago, Ft. Lauderdale, & Miami. He specialized these roles in coaching leadership teams and top-performing financial advisors. In April of 2011, Dave began what many refer to as a “side hustle.” As Chief Shepherd of The Resseguie Group , Dave works virtually and in-person, with leadership teams & entrepreneurs as they lead themselves, lead others, & lead their businesses. The Resseguie Group serves others in the following focus areas: Keynote Speaker New Advisor Training One on One Coaching Dave attended the Moody Bible Institute receiving a bachelor’s degree, double majoring in both Bible & Youth Ministry. Dave serves on the board of the Fellowship of Christian Athletes for the South Atlantic region. He is married to Gennifer. They live in Coral Springs, Florida with their 7 year old daughter, Charli, their 4 1/2 year old son, Chaz, and their almost 2 year old son, Cameron. The Resseguie’s are huge New York Mets fans! Previous Speaker Go back to Speaker Network Next Speaker

Course Catalog Go Back to Main Catalog Page Connecting with the Power of Your Why Developing Conviction for the Business Developing Positive Energy Field-Tested Interview with George McGuire: Four-Part Series Life Happens: Real Life Stories Motivation Articles Newest Motivation Videos Overcoming Rejection & Adversity Peak Performance Psychology Perspectives: Motivation The Joe Jordan Series The Psychology of Motivation Training Your Mind to Recall Women in Financial Services All Motivation Courses Learning Paths (beta) Sales Skills Marketing Product Knowledge Practice Management Motivation Classroom Training Coaching Resources Menu Close Try It Free for 14 Days Get full access to the platform—risk-free. No credit card. No commitment. Just results. Start building your advisor bench today. Start Your FREE Trial

The Premier package provides everything in the Basic package but also includes Validation Study & Customization of Reporting Scales. Two Pricing Options Are Available: Basic and Premier The Premier package provides everything in the Basic package but also includes Validation Study & Customization of Reporting Scales. The talent management and acquisition software designed by us is the perfect solution for all talent recruitment related problems of any organization. Basic Package MEMBERSHIP INCLUDES: Screening Tool – POP Screen (Unlimited) Select Tool – POP 7 ($30/Profile) Custom Brand Career Site Job Postings on Selection Job Boards (Unlimited) Reporting Analytics Validation Study & Customization of Reporting Scales (N/A) $795(USD) / Year + 1-Time Setup Fee $295(USD) Contact Us to Purchase Premier Package MEMBERSHIP INCLUDES: Screening Tool – POP Screen (Unlimited) Select Tool – POP 7 ($30/Profile) Custom Brand Career Site Job Postings on Selection Job Boards (Unlimited) Reporting Analytics Validation Study & Customization of Reporting Scales $495(USD) / Month + 1-Time Setup Fee $495(USD) Contact Us to Purchase

Sought after Speaker, Kemp Financial Group Jessica Kemp MBA, CLU Sought after Speaker, Kemp Financial Group Dedicated to the financial services industry, Jessica’s passion for the business is evident when working with her clients. A graduate of Niagara University in Lewiston NY, Jessica received an undergraduate degree in Business commerce and an MBA degree in General Management. In order to provide her clients with a total financial security plan, Jessica has both the Canadian Investment Funds Course (CIFC) and the Life License Qualification Program (LLQP) certification. Jessica has been a sought-after speaker for many of her industries Financial Centers across Canada, as well as home office events over the past 4 years. She has addressed nine different regions and two major venues including the GTA women’s forum and the Advocis organization in Toronto. Her topics include “Building her Business”, having a passion for what you do and the sharing of how she has achieved the successes in qualifying for major conferences including the International Million Dollar Round Table organization. The feedback has been overwhelming on the passion she displays in her delivery and the love she has for her chosen career in helping people achieve their financial goals. Please visit Jessica’s website to learn more about her speaking engagements, and to book her to inspire and motivate your employees to take their practice to the next level. Previous Speaker Go back to Speaker Network Next Speaker

Next Item Previous Item Go back to White Papers List You just made a sale to a new client — congratulations! This is not the end of the sales process; it’s only the beginning. LIMRA research shows that the average buyer of life insurance will buy seven times during his or her lifetime. Also, they’ll buy other products and services, not only on them but on their spouse, children, parents, inlaws, business partners, etc. It’s all based on the relationship, since opportunities are found based on the relationship that you have. Not all consumers are the same. To optimize your marketing and sales efforts, it’s important to know how consumers vary according to your relationships with them. We have identified four key levels of a consumer. By understanding these levels, you can move your relationships with clients to ever-higher standards and build your book of business the best way possible: through valuable referrals. Here is an overview of the four levels of a consumer. Level One: Buyer Level one is a buyer. By definition, a buyer is an individual who has simply purchased a product from you. Unfortunately, this is the only level that many representatives ever get to. Just as sad is the fact that even though some agents or representatives survive for years in our industry, their income and their business do not grow proportionately with time. This reality relates to a LIMRA study that revealed what financial services consumers complain about the most: advisors’ failure to stay in touch or build long-term relationships. Level Two: Customer Level two is a customer. A customer is a consumer who sees you and your business as a source to handle a particular need or desire. Today, millions of people are Apple customers. When they think of a phone, tablet or computer, they automatically think of Apple. When the consumers you have sold think of insurance or investments, do they automatically think of you? To get consumers from level one to level two, you have to get them to think of you when they think about insurance and/or investments. The only way to do that is by following the three C’s of Marketing: Constant Client Contact. LIMRA research says a financial professional should have 24 contacts with each consumer every year. It takes 12 contacts to establish a brand or name with a new prospect. These contact points include connecting via social media; offering website resources; sending out birthday cards and/or holiday cards; publishing or emailing newsletters; conducting quarterly, semi-annual and annual reviews; and making phone calls. The key is to get in front of the consumer as often as you can. The phone is a marketing tool and should be used only for setting or confirming appointments. Never use it to address concerns or to answer questions early on in your career. Use any reason to get in front of your prospect or consumer while you are still in the relationship-building phase. Now, this rule does change over the years as you develop a bigger, more established client base. But in the early years, your goal is to establish as many buyers as you can and then move them up to the customer level as quickly as possible. Level Three: Client The third level is a client. A client is someone who seeks advice. We are clients of our doctors, our attorneys and our accountants. These professionals do not sell products; they sell advice. As your consumers begin to seek your advice on insurance, they will naturally begin to seek your advice on other products and services you offer as well, such as investments. They will seek you out to get your counsel and advice as they move to this third level. They see you as a resource for them, their families and their businesses. Now, this progression to level three didn’t just happen; it resulted from all your marketing activities — the 24 touches each year and the third “B” of marketing: Being Viewed as a Resource. Once they understand your value proposition, your business model and your commitment to serve and support them, you will be a resource they can count on. Level Four: Advocate Finally, the fourth level is an advocate. An advocate is someone who will promote you and your services to the community at large without your asking them to do so. Anyone can be an advocate for anything. It is the world’s best form of advertising and marketing. We have all been an advocate for a restaurant due to the quality and consistency of its food and service. When your customers and clients develop into advocates for you, it means that they believe in you. They have given your business unsolicited referrals and recommendations and have typically received positive feedback on those referrals. Nothing can help build a successful practice more than having a number of advocates promoting your services. Building relationships takes time, even with people you may already know. Follow the process, and use your firm’s marketing resources. It will turn your potential as a professional into a successful reality. In summary, your goal is to transform buyers into consumers, then clients and ultimately into advocates: Buyer > Customer > Client > Advocate Tips for Transforming Buyers into Advocates According to a 2013 Harvard Business Review article, many salespeople offer incentives to existing customers for referrals, but this is not recommended. It’s a “slippery slope” that can appear as if you are buying referrals. The best way to achieve this progression is to earn referrals by providing extraordinary customer service. Here are some tips for doing that. Deliver what you promise. Promptly fix anything that might not be right. Underpromise and overdeliver. Leave no doubt in people’s minds that you are consistently true to your word. Know your customers’ problems. Everyone is different. Find out what each of your buyer’s, customer’s and client’s needs, concerns, fears, wishes and hopes are. Communicate with them with these important facts in mind. Let them do a lot of the talking. Listen closely, and repeat what they said to you. Offer solutions and encouragement. Check in regularly. Again, maintain Constant Client Contact to see if your buyers, customers or clients need anything, have concerns or don’t understand something you have discussed. Always keep learning more about them and their situations. Educate them, and be the resource that they can depend on. Make sure they are happy with every aspect of your relationship. Give the relationship time to deepen. The closest relationships are those that develop over time, with clients seeing that you come through for them again and again, without fail, over a long period of time. Don’t rush the process. Thank them. It is important to express your sincere appreciation when an advocate gives you the ultimate compliment by referring others to you. Thank your advocate, and let him or her know that the referral contacted you. When you receive referrals from your loyal advocates, you have a high likelihood of doing business with them than with cold leads because they have already heard positive things about you from people they know and whose opinions they value. As a result, it will take less time to build rapport and trust with those new clients. Use Hoopis Performance Network Videos in Your Advisor Training This is just one of hundreds of topics covered in our training videos. Consider using our videos in your company, agency or firm to educate your agents and advisors on practical topics, 24/7. HPN brings you winning training for sales associates and staff, while HPN brings you winning training for sales leaders. They can access training and information on their smartphones and tablets when they have spare time, learn at their own pace and customize their curriculum based on what interests them the most. Four Levels of a Consumer

Retirement Expert, Economist and Bestselling Author Tom Hegna Retirement Expert, Economist and Bestselling Author Tom Hegna is the author of 3 books, Paychecks and Playchecks: Retirement Solutions for Life, Retirement Income Masters: Secrets of the Pros and most recently authored Don’t Worry, Retire Happy! Seven Steps to Retirement Security which is based on his popular public television show. Originally from Glenwood, Minnesota, he attended North Dakota State University on an Army ROTC scholarship and graduated with honors. He was commissioned in the U.S. Army and spent 6 years on Active Duty and another 16 1⁄2 years in the US Army and retired as a Lieutenant Colonel in 2006. Tom has been a popular industry speaker for many years and is THE retirement income expert. As a former Fortune 100 senior executive, Tom has dedicated his entire career to helping retirees obtain a happily ever after retirement. He has been featured on FoxBusiness, American College Wealth Channel Magazine, Round the Table, Advisor Today and GAMA Magazine. Tom currently lives in Arizona with his wife and children. Previous Speaker Go back to Speaker Network Next Speaker

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