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HPN was founded by its CEO, Harry Hoopis, who built one of the world’s successful financial services firms. Harry, alongside an extraordinary team, brings world class solutions designed to help firms and companies in the financial services industry, reach their true potential. A Network Built by the Elite for Those Who Wish to be Elite HPN was founded by its CEO, Harry Hoopis, who built one of the world’s most prestigious and successful financial services firms in Chicago. Harry, alongside an extraordinary team, brings world class solutions designed to help firms and companies in the financial services industry, reach their true potential. HPN’s unique solutions are both innovative and scalable. With flexible learning solutions like online training, blended learning, live workshops. speaking and consulting, HPN has flexible programs that can be right-sized for your organization. Hoopis Performance Network Leadership Team Harry Hoopis Founder/Chief Executive Officer Industry icon Harry Hoopis is a renowned entrepreneur, leader, speaker and industry icon who has built one of the largest and most successful financial services firms in the world. Harry is the author of the best-selling book, The Road to the Bountiful Life and donates all proceeds to the GAMA Foundation. LinkedIn Joey Davenport President & Principal – HPN Division Joey Davenport has twenty years of experience in the financial services industry as a top producer, manager, entrepreneur and international speaker. Joey is a Certified Trainer, Master Coach and co-author of the #1 best-selling book, “The Power of Coaching: Engaging Excellence in Others.” LinkedIn Richard Cleary President & Principal – FSEdNet Division Richard “Dick” Cleary has 40 years of experience in the financial services industry as a top producer, manager, entrepreneur and international speaker. He has designed curriculums and platforms for leadership development, producer training, employee/staff education and Financial Literacy. LinkedIn Miguel Taveras Chief Sales Officer Miguel Taveras brings nearly twenty years of experience in sales, sales management, and distribution to HPN; he is especially well-versed in financial services, as well as life and health insurance. Miguel has developed hundreds of leaders, companies, and teams in 40 US states and four countries. LinkedIn Melissa Peck Vice President, Client Experience Melissa brings over two decades of experience in the financial services industry. A Certified Coach with a Master’s Degree from the University of Essex (UK), Melissa blends her media and communications expertise to elevate client relationships and product development. LinkedIn Grace Egan Operations Manager Grace brings over a decade of global operations experience within the tech industry. A self-described “Jane of all trades”, Grace combines her unique background of workplace ops, employee experience, and HR to manage all things Operations at HPN. LinkedIn Your Top Line is Only as Good as Your Distribution I'm Ready to Build My Dream Team We have the proven programs you need to increase productivity and retention

Financial Wellness Save or Pay Off Debt Calculator: Saving vs using the money you have in savings to pay down debt. Try Our Save or Pay Off Debt Calculator Having savings is important, especially when the savings are part of an emergency fund or a hedge against a loss of income. However, when you also have debt, in the form of an outstanding credit card balance or loan, you might want to consider whether you are better off using the money you have in savings to pay down debt. Back to Financial Calculators We Invite You To “Test Drive” Our Financial Wellness Content Today! Test Drive

The Hoopis Performance Network has formed alliances with industry organizations that complement our existing resources, products and services. Course Catalog Our digital resources are designed to be scalable and customizable depending on your organization’s virtual learning and development needs. For more than a decade, we have been providing digital learning solutions when, where and how your financial professionals and employees need it. Clients in over thirty countries throughout the world leverage our digital content to help them keep pace with the ever-evolving challenges of learning and development in the new world. HPN University helps getting new advisors off to a fast start or reignite experienced advisors to get to the next level? Either way, our digital content and learning solutions are designed to fit your organization’s unique needs. Our content solutions are scalable, customizable and designed to increase advisor productivity and retention. View Catalog EDGE helps leaders succeed at every stage of the leadership journey. This comprehensive digital content library teaches essential skills for building a thriving business, creating a highperformance culture, and everything in between. Whether you want to strengthen your own leadership skills or build your leadership team, and whether you are new to leadership or have years of experience, EDGE has a solution for you. View Catalog 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 Hoopis Performance Network has formed alliances with industry organizations that complement our existing resources, products and services. Strategic Partners Leverage Our Strategic Partners to Increase Performance & Productivity The Hoopis Performance Network has formed alliances with industry organizations that complement our existing resources, products and services. Harry Hoopis and his team field tested the tools and resources within his very own “Living Laboratory.” Over 850 financial services companies in more than 70 countries around the world turn to LIMRA first to help them build their businesses and improve their performance. These members rely on our 90 years of industry experience, along with resources in Research, Consulting, Assessment, Development, Compliance and Regulatory Services. Visit Website Why choose us, our clients choose to work with rekroot because of our integrity and effectiveness, through innovative ways to serve as your resource for achieving growth goals. Our mission, what this means to you is, we invest the time to listen and understand, by reviewing your current progress, in line with where you want to be as an office and team. What we do, the real benefit is we will provide a personalized comprehensive analysis that aligns with your goals, values and objectives with actionable items. Visit Website Through our millions of profiles of people for over 3,500 organizations, we have developed highly sophisticated ways to measure these success factors using a variety of proprietary normative profiles. SMG is a leader in talent management solutions, partnering with clients worldwide to help them attract, select, retain, and develop top potential employees. Now the largest sales profiling company in the world, our online system is available 24/7, 365 days a year in 45 countries and in over 40 languages. Our Predictor of Potential (POP™) is a definitive example of our innovative and science-based approach. The POP™ has been thoroughly validated regularly since its creation in 1978 – and we are always improving upon it. The POP™ has become the basis for our other proprietary profiles. Visit Website 25 Point System’s software platform for on-boarding and developing new advisors helps managers attract, retain and grow a digital-age field force by integrating innovative activity management concepts and skill development tools, in an environment that inspires self-management and accountability. Modeled after 25 Point Systems under John Baier’s industry-renowned 25-Point System. 25 Point Systems includes engaging features like leaderboards and a team-based social media feed. Built-in skill development tools introduce micro-learning content, and provide an interface that enables a producer to record scripts and selling techniques, submit to their trainer, manager or mentor, and gain feedback any time of day. At its core, the concept is built on game-like levels, allowing assignments, skill development and production goals to be set for each producer, and utilized as the criteria for incentives, rewards, and advancement opportunity. Visit Website RAD Potential Advisory delivers evidence-based hiring and coaching solutions tailored for sales-driven organizations. By leveraging data analytics, predictive assessments, and targeted development programs, we help clients make smarter talent decisions and build stronger teams. Trusted by businesses across industries, RAD transforms raw data into actionable insight. Visit Website Leadercast is a leadership development organization that hosts events, including the renowned Leadercast Live conference, which features top leaders from various industries. They provide valuable insights, resources, and tools to help individuals and organizations develop and enhance their leadership skills. Through in-person and digital content, Leadercast empowers leaders to unlock their potential and drive success. Their mission is to create leaders worth following who can inspire and elevate those around them. Visit Website InsuranceNewsNet (INN) is the insurance industry’s #1 trusted news source! For cutting-edge insights and innovative strategies, turn to INN—the go-to platform for financial professionals seeking the latest news and resources to fuel success. We deliver timely updates, expert analysis, and actionable content that empowers agents, advisors, and firms to stay ahead of the competition. With award-winning journalism, cutting-edge digital tools, and results-driven marketing solutions, we help our partners grow their businesses and maximize their impact. Our readers save time by accessing all the critical content they need in one place—InsuranceNewsNet.com—without having to sift through multiple publications or news outlets. Visit Website Life Happens is a nonprofit organization dedicated to helping Americans take personal financial responsibility through the ownership of life insurance and related products, including disability and long-term care insurance. Life Happens also seeks to remind people of the important role insurance professionals perform in helping families, businesses, and individuals find the insurance products that best fit their needs. Life Happens does not endorse any product, company or insurance advisor. Its only interest is seeing that consumers get the coverage they need to protect themselves and their loved ones. Visit Website Moody’s Learning Solutions For over 40 years Moody’s has set the industry benchmark in financial services education, elevating the skills of banking and lending professionals worldwide. Harnessing its risk management expertise and insights into banking and finance best practices, Moody’s is the training partner of choice for financial institutions seeking to build a competitive and risk-aware workforce. Visit Website

Next Item Previous Item Go back to White Papers List How Life Insurance Benefits Are Paid When the Insured and Beneficiary Die at the Same Time Life today is very different from what it was in the past. We’re a mobile society, using planes, ships, trains and cars to get where we need to go. Travel disasters happen frequently, from vehicle crashes on highways to devastating plane crashes. We also live in a society of violence. On any given day, there are news reports of shootings, murders and terrorist attacks. There are also natural disasters, such as explosions, floods and fires, that end lives. The potential for many people to die simultaneously has never been greater. Let’s look at how insurance companies address these issues. When a person buys a life insurance policy, he or she names a beneficiary — the designated death benefit recipient. The primary beneficiary is the one who is listed first to receive the death benefit. This may be a person or people, a trust, a charity or an estate. It is often wise to assign a secondary or contingent beneficiary as well. This is the recipient of the death benefit if the primary beneficiary dies before, or at the same time, as the insured. Simultaneous Death Can Complicate Insurance Claims When the insured and the primary beneficiary die at the same time, or nearly the same time, the event is called a “common disaster.” This kind of situation may involve a husband and wife, life partners, a parent and child or even business partners. As you might imagine, such a circumstance is very upsetting and confusing to those who are left behind. One question that needs to be answered is “Who gets the death benefit?” The answer to that question is not necessarily an easy one. It is based on another important question — “Who died first?” — in the circumstance of common disaster or simultaneous death. Sometimes there is absolutely no way to determine this, and the parties are assumed to have died at the same exact moment. However, sometimes it is apparent by bystander observation that one person predeceased another, even if by a minute or so. The order of the deaths can ultimately impact the distribution of the deceased person’s assets. A Legal Act that Helps Determine Inheritance In 1940, the Uniform Simultaneous Death Act, often referred to as the USDA, was enacted to help with determining what path inheritance will take in the event of the simultaneous death of two people who have no heirs or wills. It was amended in 1993. Nineteen states have adopted it as law, and the rest have created statutes based on it. You should be aware of your state’s law on this. The act states that if two or more people die within 120 hours of one another, and no wills exist to guide the distribution of their assets, then each person is treated as though he or she had predeceased the other party. The result is that the assets to be inherited get divided among each person’s closest living relatives, according to level of relationship to the deceased party. The 120- hour stipulation is a way to avoid the repeated taxing of the same inheritance by having the assets pass directly to relatives, rather than first to one estate and then to the other. The assets will go to the relatives of both parties, equally. The USDA also applies to life insurance benefits in the event of a common disaster. In the situation of life insurance benefit distribution, the USDA, or some form of it, can be used to define which beneficiary/ ies would receive the death proceeds. If the insured and the primary beneficiary die at the same time, life insurance benefits will be given to their secondary beneficiary/ies. This is a good reason to consider appointing secondary beneficiaries to a life insurance policy. In the circumstance of life insurance, the insured is presumed to have survived the primary beneficiary, so the secondary beneficiary would receive the benefit. The Primary Beneficiary Is Presumed to Have Died First Here is an example to illustrate this point. Bob and Susan are a married couple on a road trip. Sadly, Bob loses control of their car, hits a median and the car bursts into flames. Bystanders watch helplessly, and it is apparent that both Susan and Bob have died. No one ever saw either of them exhibit any signs of life. The police concluded that they both died instantly. Bob has a life insurance policy with Susan listed as the primary beneficiary. The policy’s secondary beneficiaries are the couple’s two adult children, Marcy and John. So, who is viewed as the first to have died? The law assumes that, in a common disaster, the primary beneficiary died first; in this case, that is Susan. The insured is presumed to have survived the beneficiary. So the death benefit would either go to the contingent beneficiaries — if there are any — or to the insured person’s estate. What would happen if both Bob and Susan died, but Susan did not die immediately? If Susan had lived a little longer than Bob, she would be entitled to the death benefit as the primary beneficiary. If Bob survived longer than Susan but still died, any contingent beneficiaries would receive the death benefit. If there were no secondary beneficiaries, the proceeds would go to Bob’s estate, which now could be subject to probate. A Common Disaster Provision Protects Beneficiaries A “common disaster provision” can be included in a life insurance policy at the direction of the policyholder. Including this provision will protect the contingent beneficiaries in the event that both the insured and the primary beneficiary die in a common disaster, but not at the same moment. Typically, the policy owner will specify that a primary beneficiary must outlive the insured by a specific time period, usually between 10 and 30 days. If the beneficiary does not outlive the insured for the amount of time noted, the life insurance benefits will be paid directly to the secondary beneficiaries. This kind of provision is invoked only when both the insured and primary beneficiary are killed, or they have died as the result of an accident. In Summary Many factors come into play in defining a common disaster, such as who died and when his or her death actually occurred. Some may not always make sense. The Uniform Simultaneous Disaster Act was written to deal with the disposition of assets in this kind of circumstance. Ultimately, a life insurance policy owner can take control of the distribution of his or her death benefit by having a common disaster provision written. Consider Hoopis Performance Network for Advisor Training One effective resource for training financial advisors is HPN, which features online, on-demand, 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. Who Died First?

Next Item Previous Item Go back to White Papers List How often do you do things you don’t need to do so you can avoid doing something you are supposed to be doing? We all put off things sometimes, both in our personal and business lives, so there is room for all of us to become more productive. Why We Put Things Off Procrastination is the gap between what we know we should be doing and our actions. When it comes to self-sabotage, procrastination is king. We know what we need to do, but for whatever reason, we put it off. The bigger the gap, the bigger the issue. There are three basic reasons we procrastinate: We don’t like to do the task that needs to be done, or doing it will upset us somehow. This is the most common reason we procrastinate. In life, especially in business, we regularly face tasks we would prefer not to do. But to succeed, we must not only do them; we must make a habit of them. For example, cold calling, asking for referrals and taking educational courses are just a few of the common tasks that are fundamental parts of our jobs but are not on our “can’t wait to do” list. These challenging functions make us feel uncomfortable. The truth is, we just do not want to feel negative emotions — it’s about feeling good now. Often, we simply give in to feeling good by putting off these tasks. These delays sabotage both our short-term and long-term goals. We make our daily goals or tasks vague or weak. We know we really don’t want to make those calls or complete that training, so we make those tasks vague, without a deadline. We say, “I’ll get to that later this week.” It’s impossible to control behavior against such a poorly defined standard. We are easily distracted, and some of us are highly impulsive. We catch ourselves often saying things like, “It will take me only a minute to check my email” or “I’ll just update my Facebook page quickly.” Or maybe we just got a LinkedIn request, so we log in to find out who sent us a connection request. Then all of a sudden, we say, “Oops! Where did my day go?”In today’s hyper-connected world, our digital distractions can provide the perfect excuse for procrastination. But the things we really need to be doing won’t disappear, and putting them off just causes us more to feel more stress and a lack of accomplishment. A task is either too easy or too challenging. The problem with a task being too easy is that we quickly get bored, so we find little motivation in it, and there is little to hold our attention to the task at hand. To keep yourself engaged with tedious tasks, use frequent mini-rewards to keep your focus from one small chunk of time to the next, such as every 30 minutes. Now, don’t do anything big; the reward can be as simple as eating a snack, getting up for a cup of coffee or a soda or taking a brief walk.If the task is difficult, we seem to procrastinate even more. The reasons we do this vary greatly. Maybe we simply lack the confidence — we’re nervous or even scared. So we keep putting a task off, finding anything to keep us busy other than the task that needs to be completed. Finally, because time is normally running out, we force ourselves to do it. And because we are now short on time, we normally do not achieve the level of success that we would have or could have. We lack motivation. Finally, too often procrastinators say, “I lack motivation.” The word “motivation” is a vague term that lacks action. We need to think of what our motive is. In other words, what is your reason for doing a task? Every task we complete should play an important role in accomplishing our ultimate goals. If you have no good short-term or long-term reason for accomplishing a task, eliminate it from your to-do list. Tips for Overcoming Procrastination With today’s world competing for our attention, it’s more important than ever to prioritize where and how we spend our time. This is true whether you’re a financial advisor or a sales leader. We must understand that self-deception is the handmaiden of procrastination. When we don’t feel like completing a task now, we will often deceive ourselves — or try to — by saying, “I’ll feel more like doing this tomorrow.” Or maybe we just won’t remove distractions that we know undermine our work. Too often, we tell ourselves little white lies as we wait to become inspired and take action. However, deep down, we know these are just excuses. To end the self-sabotaging act of procrastination, it’s essential to stop all these self-deceptions. How can you do this? Let’s look at a few simple tips for fighting off procrastination to become more productive. Simply get started. This is the most effective solution. If your action plans call for you to do a task, don’t think about; just start doing it. Put a sign on your desk that reads, “Am I procrastinating?” The quicker you recognize it, the faster you can move on to the task at hand. A task begun is a task half done. Don’t think too far ahead — take baby steps. Research indicates that establishing a low threshold to task engagement will fuel your motivation and change your perception of the task. Quickly you will discover that it was not as bad as you thought. Recognize and acknowledge your delay tactic, and move on. Look carefully at your progress on your daily task sheet. Are you choosing what you like to do over what you don’t? If so, recognize and acknowledge it. Don’t get upset with yourself; just acknowledge it and move on. You may want to say to yourself, “Time to move on.” This catch phrase simply allows you to acknowledge that you are procrastinating, and you are getting back on track. Set deadlines. Deadlines allow you to have enough time to accomplish your task thoroughly. They let you know when you need to have it completed, which will tell you when you need to start it. That will enable you to be more productive and focused. Evaluate these difficult tasks, and break them down into a step-by-step routine or process. Also, break your day up by adding a couple of easy tasks as relief from the more difficult work. These are deadlines that you impose on yourself, so don’t freak out — it is a commitment to yourself. Decide when you will begin the task and when you will have it completed. And when it is time to start, start! Don’t think about it. Dig in and begin. Having self-accountability is great; however, if you don’t feel like you can hold yourself accountable, then get someone else to establish deadlines for you and check in with you to see how you’re progressing. This is a common challenge for advisors, especially those who are just starting out. If you’re an advisor, then get your manager or a mentor to work with you. If you’re a sales leader, ask another manager or colleague to hold you accountable. And you can do the same for him or her. By promising to complete certain tasks by a certain day or time, you will begin to form the habit of delivering on commitments. Know how long each task takes. We must become aware of exactly how long each specific task takes to complete, rather than just guessing. Take control of your time. To do this, you must learn what really takes 15 minutes, what takes 30 minutes and what takes an hour. By improving your estimate of how long a task will take, you can get better control of your time and achieve a sense of accomplishment by checking each task off your list. Know what you do while you’re procrastinating. We all have our special distractions to fill in the time. To overcome these, we must first identify what they are. What distracts you? Are you filling your time meant for other things by browsing social media or getting lost in the maze of the Internet? These digital distractions are powerful temptations. We all find it too easy to click on a social media icon when a task is too boring, difficult or uncomfortable to do. Begin to make notes about exactly where your time goes. This will enable you to consciously build your resistance to these distractors. Create a detailed daily action plan — a list of tasks you will accomplish each day. Assign specific time periods during the day for each task — for example, calling people to set appointments from 8:30 to 10:30, following up with people from 10:30 to 11:15 and taking an online course from 4 to 5:30. Reasons We Want to Complete Important Tasks Wouldn’t you agree that there are only two basic reasons for doing anything? We take an action because it is inherently pleasurable. In this case, we most likely won’t need any other motivation. We want a positive outcome that will result from completing a task. This could be short- or longterm in nature. A simple example might be to obtain enough referrals and networking leads each week. A short-term benefit is that you can avoid having to ever make cold calls again and thus spend less time on the phone and more time in front of potential clients. A long-term goal is to build a successful practice on client or network-based referrals, which will replenish itself based on its very nature. Those are both compelling reasons to get started on a task and complete it. If you are a sales leader, being in control of your time and digging in to complete even the most dreaded tasks will set a good example for your advisors. If you’re an advisor, learning how to conquer procrastination can help you build a more successful practice. Everyone can overcome procrastination. So don’t procrastinate! Start putting these tips to work today. Stop Procrastinating

Speaker, Author, Coach, Boxer, Knock Out Networker Michael Goldberg CSP Speaker, Author, Coach, Boxer, Knock Out Networker Michael Goldberg has helped thousands of financial advisors, brokers, and agents generate hundreds of thousands of dollars using his Knock-Out Networking system. Michael’s firm Knock Out Networking has been recognized as a speaking and training resource in the insurance and financial services industry for over 20 years. Michael launched THE Networking Group in 2014, a national networking organization with over 60 Members across the U.S. and Canada. Michael speaks at conferences and associations, runs sales meetings, and delivers “results driven” programs on networking, referral marketing, and recruiting. Clients include Morgan Stanley, Merrill Lynch, UBS, Oppenheimer, Mass Mutual, Chubb Insurance, Mutual of Omaha, and Aflac. Michael writes regular columns for various industry publications and has been referenced in the Harvard Business Review and Fast Company magazine. His blog 3-Minute Rounds has thousands of subscribers worldwide. Michael is a two-time TEDx Speaker and has spoken at major conferences in the financial services industry including the Million Dollar Round Table (MDRT). His book Knock Out Networking for Financial Advisors is considered a “go to” for new advisors, top producers, and field leaders in the industry. Michael is a Certified Speaking Professional (CSP), an earned designation awarded by the National Speakers Association and the International Federation for Professional Speakers to recognize demonstrated commitment and success in the speaking profession. Fewer than 5 percent of the thousands of speaking professionals worldwide hold this designation. Michael has been an award-winning adjunct professor teaching public speaking at Rutgers University since 2004 and frequently volunteers as a speaker at organizations focused on career search. Previous Speaker Go back to Speaker Network Next Speaker

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

Watch some of our financial wellness videos for free! Financial Wellness Digital Content Library features approximately 200 learning modules. Watch Some of Our Financial Wellness Videos for Free! Financial Wellness Digital Content Library features approximately 200 learning modules. What Do The Numbers on My SS Card Mean? A Social Security number is a 9-digit number that is issued to United States citizens and residents. Understanding Homeowners Additional Coverage In most cases lenders will accept the replacement cost as acceptable coverage. Why Diversification is Essential Most people are familiar with the adage,” Don’t put all of you eggs in one basket”. Budgeting Made Simple Tools we have at our disposal to keep tabs on our personal finances and build for our future. Free Demonstration of Our Financial Wellness Content! Schedule a Demo

Course Catalog Go Back to Main Catalog Page Closing 101 Closing 201 Closing 301 Closing 401 Closing Conviction: Emotions are Caught Not Taught Increasing Your Sales Effectiveness Newest Closing Videos Perspectives: Closing Psychological Sales Triggers Selling to the Generation X and Y Selling to Women The Importance of Preparing for the Close The Psychology of Influence Top Producers' Best Practices Closing Factfinding 101 Factfinding 201 Factfinding 301 Factfinding 401 Factfinding for Life Insurance Newest Factfinding Videos Perspectives: Factfinding The Art of Questioning The Initial Approach: Understanding the Entire Process The Psychology of Factfinding Factfinding Center of Influence Development 101 Center of Influence Development 201 Leveraging Technology for Prospecting Newest Prospecting Videos Overcoming Prospecting Objections Perspectives: Prospecting Prospecting 101 Prospecting 201 Prospecting 301 Prospecting 401 Prospecting 501 Prospecting Psychology Prospecting Through Personal Observation Unlocking the Power of Unsolicited Referrals Prospecting Connecting with the Power of Your Why Mastering Client Connections Mental Toughness - Managing Rejection & Adversity 101 Mental Toughness - Managing Rejection & Adversity 201 myWorth Research: Working with Women Consumers Newest Sales Psychology Videos Peak Performance Psychology Perspectives: Sales Psychology Psychological Sales Triggers - Ben Newman The Mindset of Top Producers Training Your Mind to Recall Understanding & Overcoming Call Reluctance Understanding Today's Consumers Sales Psychology Phone Buddy Prospecting Buddy Prospecting Skills Assessment Listening Skills Assessment Factfinding Skills Assessment Closing Skills Assessment Sales Skills Resources Developing a Telephoning Mindset Newest Telephoning Videos Perspectives: Telephoning Telephoning 101 Telephoning 201 Telephoning 301 Telephoning 401 Telephoning 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