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At Hoopis Performance Network, we care about your privacy and security, and want you to know how we collect, use, share, and protect your personal information and what choices you have regarding your data. Terms & Conditions Please read these Terms and Conditions carefully before using our Service. Interpretation and Definitions Interpretation The words of which the initial letter is capitalized, or lower-case words referred to below, are defined as follows. The following definitions shall have the same meaning regardless of whether they appear in singular or in plural. Definitions For the purposes of these Terms and Conditions: Application or Apps means any software program provided by HPN and downloaded by you on any electronic device. Application Store means the digital distribution service operated and developed by Apple Inc. (Apple App Store) or Google Inc. (Google Play Store) through which the Application has been downloaded. 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Course Catalog Go Back to Main Catalog Page How to Use the Initial Training Roadmap Section 1: Networking & Prospecting Section 2: Telephoning & Practice Management Section 3: Factfinding & Life Insurance Section 4: Closing, Sales Psychology & Client Building Section 5: Practice Management & Motivation Initial Training Roadmap Log in now to view this course Virtual Coach Y01 M01 – Prospecting 101 Y01 M02 - Telephoning 101 and Phone Buddy Y01 M03 - Factfinding 101 Y01 M04 - Closing 101 Y01 M05 - Life Insurance 101 Y01 M06 - Activity Management 101 Y01 M07 - Mental Toughness: Managing Rejection & Adversity 101 Y01 M08 - Prospecting 201 Y01 M09 - Telephoning 201 Y01 M10 - Factfinding 201 Y01 M11 - Closing 201 Y01 M12 - Life Insurance 201 Year 1 Advisor Development Roadmap Y02 M01 - Activity Management 201 Y02 M02 - Mental Toughness: Managing Rejection & Adversity 201 Y02 M03 - Prospecting 301 Y02 M04 - Telephoning 301 and Phone Buddy Y02 M05 - Factfinding 301 Y02 M06 - Closing 301 Y02 M07 - Life Insurance 301 Y02 M08 - Activity Management 301 Y02 M09 - Connecting with the Power of Your Why Y02 M10 - Social Media 101 Y02 M11 - Time Management 101 Y02 M12 - Psychological Sales Triggers Year 2 Advisor Development Roadmap Y03 M01 - Prospecting 401 Y03 M02 - Telephoning in Today's Environment and Phone Buddy Y03 M03 - Factfinding 401 Y03 M04 - Closing Conviction: Emotions are Caught, Not Taught Y03 M05 - Activity Management 401 Y03 M06 - Permanent Life Insurance Sales Concepts Y03 M07 - The Joe Jordan Series Y03 M08 - COI Development 101 Y03 M09 - Life Insurance 401 Y03 M10 - Leveraging Technology for Business Development Y03 M11 - Retirement Planning 201 Y03 M12 - The Art of High Performance Year 3 Advisor Development Roadmap 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

BenchBuilders six key responsibilities of field sales managers: recruiting and selecting, training, performance management, target market planning, business management and, team development. Giving Advisors an Opportunity to “Test Drive” a Career in Leadership READ – Each module has a “chapter” the candidate is required to read. DO – Each chapter contains instructions for the projects associated with that module. DISCUSS – Manager meets with candidate to review and discuss completed project. Pragmatic & Interactive, Not Academic or Passive BenchBuilder – the Six Key Responsibilities BenchBuilder activities align with the six key responsibilities of field sales managers: Recruiting and selecting – Identifying, attracting, and selecting qualified individuals for opportunities within the organization. Training – Instilling basic skills in new recruits and providing continued development of all team members. Performance management – Helping sales reps set and work toward goals, assessing their progress, and providing feedback to develop high-performance sales teams. Target market planning and development – Providing sales reps with the guidance to analyze and select appropriate target markets in which to expand their business Business management – Managing finances and running a sales office in a financially efficient manner. Team development – Setting sales office goals and direction and taking the steps necessary to accomplish those goals. Self-assessment Investing in Your Future (Module) Identifying Potential Candidates Recruiting Through Personal Contact Recruiting Sales Talent (Module) Approaching Nominators Developing Your Network of Nominators Expanding Your Reach with Nominators (Module) The Selection Process in Action Using Market Opinion Surveys as a Selection Tool The Selection Process (Module) Using PESOS to Plan Training Conducting a One-on-One Skill Building Session Training for Improved Performance (Module) Developing a Performance Management Program Managing Performance (Module) Personal Market Analysis Measuring Market Potential Developing a Target Marketing Strategy Target Market Planning and Development (Module) Values-Based Motivation Achieving Sales Leadership (Module) Self-Analysis of Sales and Sales Leadership Skills Relationships Between Personal Goals and a Sales Leadership Career Making the Career Decision: Sales or Sales Leadership (Module) Activities & Projects By Module Questions on BenchBuilder? Give Us a Call or Send Us an Email! Contact Us Structures a readiness track for developing managers. Online Business System (Feature) Prepares candidates for the challenges of today’s sales managers. Contemporary Content (Feature) Enables each management candidate to experience the most appropriate aspects of the opportunity at the most appropriate time. Individualized Tracks (Feature) Keeps sponsoring manager and candidate informed of progress helps organizations track talent management at the field level. Centralized Platform (Feature) Provides for a consistent, continuous, end-to-end management development process. Easy integration with LIMRA & HPN (Feature) BenchBuilder Features & Benefits Giving Advisors an Opportunity to “Test Drive” a Career in Leadership

Next Item Previous Item Go back to White Papers List Federal income tax returns are one of the most easily accessible and revealing road maps for determining your clients’ financial needs. Reviewing tax returns can provide you with a whole new level of insight about their individual financial situations. Even more importantly, it can add increased value to your client relationships. Reviewing tax returns gives you the chance to identify more opportunities to provide value to your clients. It also can reveal details they may have failed or forgotten to share with you when you completed the fact-finding process. Please keep in mind that you cannot give tax advice, though. That is their accountant’s or tax lawyer’s responsibility. Most of your clients and prospects will fall into two categories: Those who have higher-than-anticipated tax liabilities Those who traditionally receive tax refunds Whichever the case, all clients want to find strategies or products that can reduce their tax burden, both now and in the future. As part of your review, be sure to find out who did the return. Did the client complete it, or did an accountant? Do you know this accountant? Does he or she deal with other clients of yours? Could the accountant become a center of influence for your practice? What to Look for on a Client’s 1040 Tax Return By reviewing a return, and asking questions about specific areas, you can determine people’s level of knowledge and sophistication around their financial situations. Once you know where to look, with just a glance of a current return, you will be able to assess a client’s earned income, various sources of income, business activity, tax liability and marginal tax rate. Think of a client’s 1040 tax form as a gold mine of information. Here are some valuable details a tax-return review can reveal. Age-related events. Is the client close to one of the magic ages, such as 62, 65 or 70½, that can trigger retirement, Social Security, Medicare or required minimum distribution (RMD) events? If so, then be sure to discuss with the client his or her plans to retire, as well as retirement income sources. Enrollment timing for these programs is critical. Is the client eligible for Social Security? If so, you may wish to explore strategies to maximize benefits and reduce the income-tax impact of receiving those benefits. We must remain especially vigilant when working with widowed or divorced clients because they may be eligible for benefits based on someone else’s age or retirement status. Change in filing status. Has there been a change in the client’s tax filing status, caused by a recent divorce or marriage? Either will have tax and cashflow implications. Also, the client’s estate or life insurance coverage may have to be adjusted. Dependent-related issues. Looking at the client’s list of dependents can help you address any potential child education opportunities, such as a tax-advantaged 529 plan, and any concerns about elderly parents. A life insurance review may be needed to provide the family with sufficient income in the event of a death in the family. Employment status. The 1040 will also tell you whether the client is employed or self-employed. This most likely will lead to a discussion on retirement planning and reveal the client’s savings and contribution levels. You also may consider a review of the business entity and discuss the benefits, liabilities and risks of having a partnership, sole proprietorship or LLC. Does the client have a funded buy/sell in place? As you review any return, use lines 7–22 on Form 1040 to get a handle on the taxpayer’s total income and all the income sources for the current year. This will enable you to project a client’s future income. What to Look for on Federal Tax Schedules A–E Don’t limit your review to just the 1040. You can gain a lot of additional insights into clients’ investments if you take the time to review Schedules A–E, too. Itemized deductions. On Schedule A, you will find a list of itemized medical expenses, which can allow you to move easily to a discussion about the client’s or family member’s general health, as well as his or her current insurance coverage and any long-termcare policies. 2. Intere st and dividend income. On Schedule B, you can quickly identify the client’s investments, which will easily move the conversation into how the client perceives his or her risk tolerance. This will give you insight into his or her views on diversification, as well as investment strategies and goals. Profit or loss from business. Sometimes, clients miss things that are obvious to you. For example, if your client is self-employed and filing Schedule C, look at the income and deductions. Did he or she maximize eligible retirement plan contributions? Capital gains or losses. On Schedule D, you will be able to see if the client carried over any capital losses that could have been used to offset gains. Rental and royalty income. And finally, on Schedule E, you will find information about the client’s investment income — was it made up of passive income or losses? From this information, you can discuss the different types of investments the client has, and their purposes, to gain insights into the client’s investment strategies. You also can find out if the client receives additional income from rental properties and royalties on published books, music and other creative works. Yes, there are many excellent opportunities that will come up when you take the time to review your clients’ tax returns. Some will be quick and easy, such as recommending that they increase their 401(k) contributions. In other situations, it will take a little more thought and planning to develop an appropriate strategy. Examples include tax-advantaged investing, tax-deferral programs, charitable strategies, insurance sales and estate tax returns. By getting into the habit of reviewing your clients’ tax returns each year, you will quickly be able to identify significant changes that have occurred and help them make appropriate adjustments to their finances to fit their current situations. This review does not have to take a lot of a client’s time. Simply go over the return before your meeting so that you can focus your client discussion on only the important issues. This review might enable you to deepen your client relationships more than any strategy you’ve used. Video Training for Advisors and Sales Leaders Our brief training videos comprise an online library of resources that can supplement training for new reps, mid-career reps, veterans and staff members. An effective resource for training financial advisors is Hoopis Performance Network, which features online, ondemand, total video-based training built on four Disciplines of Success with access to more than 400 sessions. The coursework can be either self-study or facilitator-led, and it complements any firm, agency or company training programs and marketing selling systems. Your advisors can access the video training anytime, anywhere, on their computers, smartphones or tablets. It’s a cost-effective, time-efficient way to increase productivity, thus retention. An effective resource for training new or experienced sales leaders is HPN, an innovative virtual platform designed for financial leaders who are building a region, an agency or firm, a sales unit or a sales team. You can get access to hundreds of high-impact sessions for all levels of experience, divided into five distinct elements of success. These sessions are short and easily digestible, averaging less than 10 minutes. Your managers can access the video training anytime, anywhere, on their computers, smartphones or tablets. Why Review a Client’s Tax Return?

Partner at Peachtree Planning of North Georgia Ande Frazier CFP, CLU, ChFC, RICP, BFA, LUTCF, CLTC Partner at Peachtree Planning of North Georgia Ande began working in the financial industry over twenty-four years ago as a Financial Strategist, specializing in personal finance and wealth building for individuals and business owners. Her skills led her to become a prominent speaker and thought leader in the financial services industry; having coached and developed thousands of financial professionals. After serving in various leadership positions throughout the financial services industry, including running a multi-million dollar fintech company, Ande felt it was time to do something that would make a profound difference in bridging the confidence gap between women and their money. She states, “a watershed moment is upon us and it is likely that history will remember this as the time when women found their voices and realized just how powerful they really are. As CEO, Head of Vision and Brand at myWorth, I can partner with women and coach them to harness their power so that the dreaded words of “financial planning” actually make them feel strong, secure and proud.” Ande has participated in extensive ontological, financial, image, communication and sales training. Ande’s career accomplishments led her be named one of Bristol’s Who’s Who Among Distinguished Professionals and Executives, Top 100 in Finance, by Top 100 Magazine, and is a ForbesBooks author with a book to be released later this year. She has completed courses with prominent financial training institutions in areas of Financial Planning, Investments, Taxation, Business, Estate and Retirement Planning. Along with her financial education, Ande is a Certified Image Consultant and has received training from the Coach Training Alliance, Landmark Education and The Life Coach Institute. She is an active member of GAMA, AALU, NAIFA, and WIFS and serves on several corporate and non-profit boards. Ande has her Life and Health Insurance license in addition to Securities Licenses Series 7,63, and 65. Originally a Georgia native, she currently lives in New York with her husband and two children. Previous Speaker Go back to Speaker Network Next Speaker

Welcome to the next step on your leadership journey. This hub is your launch point into HPN’s development platform-designed to equip leaders with the tools, insights, and flexibility to support producers at every stage. The Trail Starts Here: Your Command Center for Leadership Growth Start the Journey The Trail Starts Here: Your Command Center for Leadership Growth Start the Journey Demo the tools. Explore the platform. Empower your team. Welcome to the next step on your leadership journey. This hub is your launch point into HPN’s development platform-designed to equip leaders with the tools, insights, and flexibility to support producers at every stage. Here's what you will Find: Short videos that walk through the platform experience ( View Videos Below ) A quick-start guide to HPN University ( Download Guide ) Access to EDGE, HPN University, and more ( Explore EDGE ) $599 per month gets you access for your entire firm, plus a custom-branded platform featuring your logo. Easy signup to activate your subscription Start the Journey Overview & Target Audience Content Curation & Driving Engagement EDGE and Leadercast Classroom Training & Coaching Resources Want a closer look? Sign up for a free 14 day trial. No credit card required. Sign Me Up! Have questions? Contact us. First name* Last name* Email* Phone Submit Have questions? Contact us. First name* Last name* Email* Phone Submit

CEO, NYT Best Selling Author, Speaker Brian Moran CEO, NYT Best Selling Author, Speaker Brian Moran has over thirty years of expertise as a CEO, corporate executive, entrepreneur, consultant and coach. His background as a corporate executive combined with his experience as an entrepreneur positions him with a unique skill set to help individuals and organizations grow and prosper. Brian’s corporate experience includes management and executive positions with UPS, PepsiCo, and Northern Automotive. As an entrepreneur he has personally launched and led successful businesses and been instrumental in the success of many others. In addition, he has consulted for dozens of world-class companies including Coldwell Banker, Mass Mutual, Medtronic, New York Life, and Tiffany & Co. Brian is a recognized expert in the field of leadership and execution. His realization that most people don’t lack ideas but struggle with effective implementation led him to the development of The 12 Week Year. In addition to his books, Brian has been published in many of the leading business journals and magazines. He is a sought-after speaker, educating and inspiring thousands each year. He is a visionary with a passion for helping others go beyond what they think they are capable of and achieve more than they ever thought possible. His greatest strength might be his ability to take success principles and strategies and help others apply them in a way that is powerful and effective, and gets results. Previous Speaker Go back to Speaker Network Next Speaker

President at Taylor Insurance & Financial Services Eszylfie Taylor President at Taylor Insurance & Financial Services Eszylfie Taylor is the president and founder of Taylor Insurance and Financial Services located in the financial district of Pasadena, California, and serves as financial advisor to individuals, business owners, and high net worth families. Over the past decade, Mr. Taylor has been widely-recognized as an accomplished producer in the industry, receiving the National Association of Insurance and Financial Advisors (NAIFA), “Agent of the Year award: Los Angeles” in 2010 – 2012. Additionally, Mr. Taylor is a 13-time “Million Dollar Roundtable” qualifier, the last four of which he has been a “Top of the Table” producer, ranking him in the top 1% of all producers, worldwide. Most recently, he was selected to win NAIFA’s Top 4 Under 40 Advisors award for 2015. Mr. Taylor has achieved consistent high levels of production due to a combination of education, motivation, a positive outlook and deep desire to help others improve their lives. Over the course of his career, Mr. Taylor has obtained the Series 6, 63, 65, and 7 licenses, in addition to a Life and Health Insurance license. Mr. Taylor began his career at age 22 with New York Life Insurance Company, where he soon ascended to the Chairman’s Council reaching the ranking of #1 Broker in Los Angeles (2006 – 2013), Chairman’s Cabinet, which defines the top 50 agents out of the Country’s 13,000 plus (2010 – 2013), and #1 Agent for the Company’s African-American market (2006 – 2013). In 2007, he began building his own firm, Taylor Insurance and Financial Services. In 2013, he left New York Life to grow his independent insurance and financial services firm. Eszylfie was born and raised in Pasadena, California. As a top flight high school athlete playing in four varsity sports, he completed a notable collegiate basketball career at Concordia University in Portland, Oregon, graduating magna cum laude with a Bachelor’s Degree in Business Management. Mr. Taylor currently sits on the board of three non-profit organizations dedicated to business empowerment, children’s’ health, and social services. In his free time, he mentors upcoming youth as the Founder of the non-profit Futures Stars Camp (www.futurestarscamp.org ) for kids, which is dedicated to providing basketball training and life coaching skills. In addition to his passion for business, Eszylfie is engaged in raising three daughters with his wife in Pasadena where he still resides. Previous Speaker Go back to Speaker Network Next Speaker

Financial Wellness Home Equity Calculator: Home equity loans can be used to consolidate multiple payments into a single monthly payment. Try Our Consolidating Debt with Home Equity Calculator Home equity loans can be used to consolidate account balances from multiple credit cards or installment loans into a single loan while offering the added benefit of consolidating multiple payments into a single monthly payment. Back to Financial Calculators We Invite You To “Test Drive” Our Financial Wellness Content Today! Test Drive

Just drop us a line today to explore how we can assist you in increasing your productivity. We at Hoopis Performance Network look forward to hearing from you! Yes I Have 2025 Budget $ We Need to Use My organization has 2025 budget dollars that we need to use by year end. Please contact me ASAP to help us determine the best HPN solutions to utilize based on our 2026 goals and objectives. Hoopis Performance Network 790 Frontage Rd #300 Northfield, IL 60093 Phone: (847) 716-1800 Contact us First name* Last name* Email* Message Submit