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CEO and Founder, Asset-Map Adam Holt CFP, ChFC CEO and Founder, Asset-Map H. Adam Holt has been a financial advisor for over 20 years, during which time he has helped build and manage his wealth management firm to over $1B in assets under management. Adam is known for his early adoption of technology to build trend-setting client experiences. This mindset led him to found Asset-Map, LLC, a financial technology firm dedicated to creating engaging visual communication tools used throughout the customer and advisor journey and now used by thousands of advisors worldwide. Previous Speaker Go back to Speaker Network Next Speaker

Successful Speaker, Consultant, and Entrepreneur Judy Hoberman Successful Speaker, Consultant, and Entrepreneur Judy Hoberman is President of Walking on the Glass Floor and Selling In A Skirt, companies that are both focused on empowering professional women. She is an International Speaker, Trainer, Executive Coach, Author, Radio Show host and Mentor. Her 30 years in business has given her both the knowledge and sense of humor about how men and women lead, sell, manage and recruit differently that will enlighten you in learning how both genders can support each other’s successes in a more productive way. Her experience includes over 2 decades in life and health insurance beginning as an agent with no experience, to leading 3 agencies across 3 states with over 100 agents. She still holds her license and co-facilitates Medicare educational seminars. Judy also works with companies supporting their diversity and women’s initiatives in the areas of leadership, recruiting, training, coaching, mentoring and retention. Her audiences, from 10 to 10,000 are engaged with details wrapped in memorable stories that are easily implemented that same day. In 2016 she was a TEDx speaker talking about pre-judging people, something we all do without even thinking. She is the author of 4 books including, “Selling In A Skirt” and her latest book “Walking on the Glass Floor”, an immediate best-seller. She offers a complete training program that concentrates on women in leadership, the men that champion them, with a concentration on Redefining Culture. As her book was coming off the printing press, Judy completed a certification from Cornell University’s College of Business in Women in Leadership and a second for Women in Entrepreneurship, adding that to her previous degree from Queens College, New York. She was recently named as a Woman to Watch for International Women’s Day 2019 from Thrive Global. She was awarded the Character and Integrity Award for her distinct and significant contribution to sales producer’s success. She named as a finalist in the Women of Visionary Influence Mentor of the Year and named of the Top 10 Women of Influence in Dallas recognizing her for her hard-work, involvement in the community and entrepreneurship. She is Executive Director of Walking on the Glass Floor Foundation. She is the host of a weekly radio show on The Women 4 Women Network/iHeart Radio called Selling In A Skirt and has been “The Gender Expert” on Fox News Radio. She has appeared on CNN Headlines, ABC, CBS, CW33 and Good Morning Texas contributes articles to multiple publications and journals and appeared on the cover of Exceptional People Magazine. She has spoken for Monster.com, UPS, Southwest Airlines, numerous Insurance/Financial companies and sales teams internationally. Judy’s mission…to help One Woman A Day by following an important philosophy-“Women want to be treated equally, not identically” ™ Previous Speaker Go back to Speaker Network Next Speaker

Co-Founder, Insurance Agent Trainers Mark Miletello LUTCF, LACP Co-Founder, Insurance Agent Trainers Mark started his Insurance career in 1990 and Multiple-Line (ML) career in 1996. A few years later, he ranked the number one agent with one of the leading insurance companies in America. Mark now leads a growing team of 24 agents as a general agent with American National. A GAMA International board member from 2019 to 2020, Mark presided among the industry’s finest in leadership talent. As one of the top ML speakers in the industry, he has become a highly sought – after mentor, motivator and presenter for Life & ML producers and managers. Mark shares his innovations that help agents in the three most important areas; Marketing, winning P&C at any price, and transitioning to larger life cases. InsuranceAgentTrainers.com, powered by MarkMiletello.com, links to his coaching sites designed to elevate sales immediately! Mark’s products, training, systems, and software are built by a producer for producers and have proven to move the needle with individual agents and insurance companies at large! Previous Speaker Go back to Speaker Network Next Speaker

Next Item Previous Item Go back to White Papers List Do you feel anxious whenever your phone rings or you must call someone? Do you worry about what you are going to say? Are you worried about embarrassing yourself, so you avoid or put off making that call? Do you ignore other people’s calls? Do you constantly replay conversations in your head after you hang up from a phone call? If the answer is yes to any of these questions, you may suffer from phone anxiety, also known as telephobia. While you might think that this isn’t a problem, there are many missed opportunities and poor communication that occurs because of one’s hesitation to answer or make a phone call. What is Phone Anxiety? Phone Anxiety, or Telephobia, is a reluctance or fear of making or taking phone calls. Believe it or not, this is a recognized social disorder, or type of social anxiety. Perhaps you fear that you are intruding, being unintentionally rude, or even that your voice sounds funny, can keep you from making a call or picking up that phone when it rings. While some may suffer from telephobia, it has been noted that a large majority of millennials (those born between 1981 and 1996) struggle with this disorder. Symptoms of phone anxiety are the same as any other type of anxiety, which may commonly include: Panic attacks Shaking Racing heart Difficulty concentrating Sweating Difficulty in getting the words out when speaking Social anxiety disorder affects approximately 15 million American adults and is the second most commonly diagnosed anxiety disorder following specific phobia, according to the Social Anxiety Disorder | Anxiety and Depression. The average age of onset for social anxiety disorder is during the teenage years. Although individuals diagnosed with social anxiety disorder commonly report extreme shyness in childhood, it is important to note that this disorder is not simply shyness. The Phone Anxiety Paradox Considering the fact that 85% of Americans own smartphones in 2019, according to the Global Mobile Consumer Survey, phone anxiety is one of the great paradoxes of today’s world. According to a recent Gallup poll, nearly half of all smartphone users can’t even imagine life without their phone. We adore our smartphones, carrying them everywhere with us, sleeping with them, and touching them an average of 2,617 times a day. More intense users are touching their phones as many as 5,427 times a day. This is interesting considering many are avoiding the actual thing phones were created for – phone calls. Why Do People Suffer from Phone Anxiety? The common reasons that people suffer from phone anxiety can be lumped into inexperience, pressure, and insecurity. Let’s take a closer look at each of these. Inexperience is a simple and understandable reason as to why someone may experience phone anxiety. We live in an era where people tend to text more than they talk on their mobile devices, so when the phone rings, those with phone anxiety may become hesitant simply due to unfamiliarity. Too often, when one begins a sales career, he or she is simply given a phone and a sales script of what to say, but most are not trained in understanding the phone calling process and its various techniques. Pressure and stress are other reasons people suffer from phone anxiety. When texting, if you run out of things to say, or are unsure of how to respond, you can simply stop replying. This option doesn’t exist when talking to someone over the phone. Many people feel the need to try to keep conversations going, but when they inevitably fade, and periods of silence develop, some may begin to feel uncomfortable as awkwardness ensues. After experiencing situations like this, those afflicted with phone anxiety will begin to encounter symptoms of the disorder every time their phone rings. Insecurity in not being able to see the other person is another excuse for phone anxiety. While the exact percentage is impossible to determine because of varying situations, experts agree that approximately 90% of our communication is nonverbal. When we engage in conversations, many elements are factored in, as our brains work to decipher not only what they are saying, but what they mean. Some of these elements include tone of voice, fluidity of words, mannerisms, eye contact, physiological behavior (i.e., sweating and scratching), and much more. When we talk to people over the phone, we are losing the majority of the indicators that help us communicate efficiently. This plays a major role in the development and triggering of phone anxiety, because the ability to gauge how our words are being interpreted, greatly diminishes, which makes those who suffer from social anxiety insecure about conversing through their mobile devices. Millennials and Phone Anxiety Many millennials struggle with mental health, and their generation has been dubbed as the “anxious generation.” Whether you are a millennial suffering with phone anxiety or trying to get ahold of a millennial with phone anxiety, it can help to understand the possible root causes and reasons for the cold shoulder. A survey from gadget retail site BankMyCell attempts to delve into why many millennials love their phones but hate talking on them. The top reasons for a millennial not to answer an incoming phone or reach out to you with an email or text instead of calling you include: Calls can be time-consuming. You have no way to tell if a call will take minutes or hours. Millennials want to communicate faster and prefer getting straightforward answers. Calls are disruptive. In most cases, your phone will vibrate with a call at a random time of the day, potentially interrupting whatever activity you’re doing if you answer. Calls come off presumptuous. Overall, when someone calls you it’s probable that they need something from you. There is an assumption that you have the time to be interrupted. One millennial told the Wall Street Journal, “Calling someone without emailing first can make it seem as though you’re prioritizing your needs over theirs.” Calls are commonly inefficient. When you’re using a messaging service, you can drop in and out when you want. Sending an email or message via an app gets straight to the point without any polite small talk. Calls can be annoying. Getting a presumptuous call from someone creates a negative reaction. People often sigh or roll their eyes when a call comes in at an inconvenient time. Calls are stressful. Everyone is so productivity driven that in many situations like work, calls can be stressful. You could be working on a deadline or rushing to get out the door and the distraction interrupts you at the wrong time. People like to avoid conflict. Calls leave you little time to compose yourself. You can feel vulnerable about how you come across and what you’re going to say if confronted. Calls are rarely private. You can message nonstop in a room and no one will know what you’re saying. If you want a degree of privacy on the phone, you’ll have to relocate yourself to stop people from eavesdropping. How Phone Anxiety Affects Your Life As our phones become a bigger and more important part of our personal lives, as well as our professional lives, a sufferer of phone anxiety may risk important relationships when they ignore or avoid phone calls. Whether it’s a friend, family member, a colleague, or a client, some people may take the avoidance as a sign that you don’t want to speak with them. This can greatly affect relationships with those individuals. If you have or are planning to get a job that requires communication over the phone, such as sales or consulting, your phone anxiety could potentially prevent you from getting or keeping your job. For those with symptoms that include stammering, it could be perceived as unprofessional, and may even impact your work performance and even your employment status. How to Overcome Phone Anxiety While it may seem impossible to overcome your phone anxiety, it can be overcome with hard work and dedication. Since there are many reasons for phone anxiety, there are also many techniques, and some may be more effective than others. Here are some simple, yet effective techniques to implement to help you combat your anxiety. Before You Call Relax and Breathe. Taking a deep breath before making a call or answering the phone might seem easy but is proven to be effective. Breathing increases oxygen to the brain and helps calm the mind. This can help increase the fluidity of your thoughts as they are being converted into speech. Try “tactical breathing” (so named because it’s a technique that soldiers and police officers use to quickly calm down and stay focused during firefights). Here’s how to do it: 1) Slowly inhale a deep breath for 4 seconds. 2) Hold the breath in for 4 seconds. 3) Slowly exhale the breath out for 4 seconds. 4) Hold the empty breath for 4 seconds. 5) Repeat until your breathing is under control. Create a Script for the Call. Writing out what you want to say takes away some of the unknown and will make you feel more confident that you will be able to accomplish your objective during the call. Consider writing out your opening word for word, as this can be the hardest part of the call. Once you’re past that, you’ll often feel less nervous. In your opening, make sure to say who you are, where you’re calling from, and what you are calling about. Next, make a list of key points you want to discuss during the call. Try to anticipate what the person on the other end might ask you, and what you’d like to say in response. Write down any numbers or names you might be asked to provide. If you’re making a social call, write down possible conversation topics and questions you can ask to keep the conversation going and avoid that awkward silence. Add as much detail as you’d like to your script. You won’t likely be able to (or want to) read it word for word, but it will give you confidence as you go into the call. Rehearse. If you’re especially nervous, consider rehearsing your opening before making your call. Hold the phone to your ear and speak into it to make it as realistic as possible. Avoid over-rehearsing as this may make you come across as if you aren’t listening to the person on the other line. • Call someone else first. Right before you must call a stranger or someone who makes you nervous, call someone like a family member or significant other that you feel completely comfortable talking to over the phone. After a short warm-up conversation with them, make the other call immediately. This can be a very effective technique for calming your phone shyness, as the first call soothes the part of your brain that associates being on the phone with stress. During the Call Walk around and make gestures. Studies have found that when your arms are constrained, you feel more nervous and use more language fillers (like “ums” and “uhs”) because you’re less confident that your message is getting across. Consider moving and using body language even though the person you’re talking to can’t see it and you will likely feel more comfortable and natural. Smile. While we may think that we only smile in response too feelings of calmness and happiness, smiling can actually create these feelings. Research shows that even a fake smile during a stressful activity can decrease your heart rate and stress level. Additionally, you’ll sound friendlier to the person on the other end of the line. Look in the mirror as you talk. Part of what creates anxiety during phone calls is that the only feedback you get is the person’s voice without seeing their reassuring facial expressions. Looking at yourself in the mirror can help make you feel less awkward because it tricks your brain into thinking that you’re talking to another human face-to-face. Take Your Time. Phone conversations typically don’t need to be rushed. Rushing is probably the number one contributing factor causing mistakes in many facets of life. When you are routinely rushing to communicate, and you are not being clearly understood, you are not communicating effectively. As a result, you start to develop insecurities, which often triggers even more anxiety. Speaking over one another or interrupting can become awkward quickly. When conversing, just remember to take your time to listen carefully and speak clearly. Practice. Make one phone call each day. If you don’t have anyone that you need to call, call a business and ask what their hours are. Work your way into doing calls that require longer openings, and more back and forth. Find reasons to call customer service or call and make appointments. The more you do it, the more you will overcome your fear and become more efficient. Keep in mind that perfection rarely exists in communication. Speaking without nonverbal clues can be tricky in virtually every situation. If you flub a word, or stutter, chances are the person you are speaking with has done the same thing many times before as well. Some people simply have more experience with phone calls. The next time you get on the phone and start to feel symptoms of your anxiety kick in, remember that it has happened to everyone at some point in time. There’s nothing to be ashamed of. We’re all human. Making Phone Calls More Productive Be aware that a large percentage of people suffer with phone anxiety, so you will be more productive and efficient if you take the time to discover the preferred communication channel of the person you are trying to reach. If a phone call makes sense as the best channel, arrange a good time to call and be respectful of the other person’s time. Sending an email or message with preliminary details may ease anxiety that the other party may feel about a phone call. Recognize that calling someone with a valid business goal is not bothering them as long as you are confident and efficient. Many customer relationships can’t be developed without a conversation, and companies who use the phone to connect with, train, and assist new employees, have better acquisition and retention rates. Harvard Business Review reported that 57% of customers have had to switch from the web to a phone call to resolve an issue. NewVoice found that 75% of consumers chose the phone as the “most effective way of getting a quick response. The quick back and forth communication of a phone call can often resolve misunderstandings faster than other seemingly convenient channels like email or text. Conclusion Phone anxiety is a real disorder that affects many people and impedes communication and opportunities regularly. Overcoming this fear and learning to best communicate with every person will improve business and personal relationships. To learn how to develop the skills necessary to overcome your anxiety, and thrive in this new, competitive environment, contact Hoopis Performance Network to learn about the many tools and resources that are available to help you overcome anxieties and master phone calls. HPN provides knowledge and skills training for management, producers, and staff in the financial services industry. Whether you own or manage an insurance agency or an investment firm, we want to give you and your employees the tools needed to successfully grow your business in a competitive industry. Contact us today for your training and education needs and to learn more about how to best communicate with all groups with varying communication preferences. Overcoming Phone Anxiety

Inspirational Speaker, Bestselling Author Dave Sanderson Inspirational Speaker, Bestselling Author Dave Sanderson is an inspirational survivor, speaker and author. His thoughts on leadership have made him an internationally sought-out speaker. When US Airways Flight 1549, or “The Miracle on the Hudson,” ditched into the Hudson River on January 15, 2009, Dave Sanderson knew he was exactly where he was supposed to be. The last passenger off the back of the plane on that fateful day, he was largely responsible for the well-being and safety of others, risking his own life in frigid water to help other passengers off the plane. Despite the hazards to himself, Sanderson thought only of helping others and emerged from the wreckage with a mission: to encourage others to do the right thing. Previous Speaker Go back to Speaker Network Next Speaker

Master Sales Trainer, Financial Services Speaker, President of P2P Group Jim Effner Master Sales Trainer, Financial Services Speaker, President of P2P Group Jim Effner is a financial services speaker and master sales trainer with 27 years of experience. Formerly, Jim was Managing Partner of the Effner Financial Group, one of the largest Northwestern Mutual offices in the country, consisting of 117 full-time advisors, insuring over 65,000 policyholders with a face amount of nearly $27 billion. Jim began the first 12 years of his career as an advisor and is a lifetime Million Dollar Round Table (MDRT) qualifier. He was also a three-time Forum qualifier, representing the top 5% of all Northwestern Mutual advisors, and the youngest person to make Forum the first two times he qualified. Jim has also overcome numerous life challenges, including losing his hearing just 30 days after taking his managing partner contract. Now, as President of P2P Group, Inc., he shares his proven systems for success with financial professionals around the country. Previous Speaker Go back to Speaker Network Next Speaker

Trustworthy Selling MultiLine can help your agents proactively pivot to life insurance and financial services conversations in order to serve more of their customers’ financial needs. Multiline Edition Understand how today’s consumers really make financial choices. Engage consumers by aligning to their mindset and preferences. Naturally pivot to life and financial needs by engaging in courageous conversations. Quickly build trust using proven questioning and collaborative discovery skills. Motivate today’s consumers to act on their intentions. Create cross-selling opportunities with communication techniques that deepen relationships. Your Multiline Agents Will: Equip Your Multiline Agents With the Skills and Confidence To Successfully Pivot to the Life Insurance and Financial Services! Most consumers today are looking for trustworthy financial professionals who can help them address all of their insurance and financial needs. Unfortunately, many don’t realize their home and auto agent is a full-service financial representative. Trustworthy Selling MultiLine can help your agents proactively pivot to life insurance and financial services conversations in order to serve more of their customers’ financial needs. The Language of Trust Diagnose Before You Prescribe Language Demo: Building Trust, Rapport & Credibility Leveraging the Power of Silence Storyselling Check out Some of Our Trustworthy Selling MultiLine Content! It united LIMRA consumer research with field-tested language and techniques drawn from HPN’s network of successful new advisors. New skills are mastered through practice, role play, application projects and follow up coaching. Lessons are made memorable through use of real-life case studies. Content is easily incorporated into day-to-day activities with a language reference guide, demonstration videos and other online resources. Why Multiline Edition Works: Schedule a Demonstration Contact Us Multiline Product Sheet Download Download Now Multiline Edition

Principal and founder of KeyeStrategies, LLC Julie Keyes CEPA Principal and founder of KeyeStrategies, LLC KeyeStrategies is a professional services firm based in Minneapolis specializing in Exit and Transition Planning education and advisory for business owners. Julie Keyes is the principal and founder of KeyeStrategies, LLC. She has founded and operated several companies over the course of her adult career and understands what keeps owners up at night, having lived so many of their experiences herself over the years. Julie is a Certified Exit Planning Adviser (CEPA) and is a national speaker and instructor on Exit Planning for audiences of professional advisers and business owners in both live and online platforms. She is also the President of the Exit Planning Institute Twin Cities Metro Area Chapter, faculty member for EPI’s CEPA Program and their 2017 “Leader of Year”. Along with a variety of speaking and teaching engagements, Julie’s consulting practices focuses on strategic growth and exit planning for business owners from various industries whose companies range in size from $5-50MM in revenue. On a personal note, Julie and her husband, Shaun have 8 children and 7 grandchildren, so when she’s not traveling for work, she’s traveling to spend time with family. Previous Speaker Go back to Speaker Network Next Speaker