Trustworthy Selling Professional is designed for experienced financial advisors to increase vertical growth productivity and re-engage those producers who have plateaued in their career. Professional Edition Understand behavioral economics and how today’s consumers make financial decisions. Incorporate small changes in language and technique to ensure greater client engagement. Quickly build trust and develop stronger relationships with more potential clients. Learn advanced questioning skills to execute courageous conversations with confidence. Overcome self-limiting beliefs to take their business to the next level. Prioritize clients to maximize time and identify cross-selling opportunities. Your Experienced Advisor Will: Re-Energize Your Experienced Advisors and Equip Them With the Advanced Skills To Take Their Practice to the Next Level! Trustworthy Selling Professional is designed for experienced financial advisors to increase vertical growth productivity and re-engage those producers who have plateaued in their career. The Professional Edition provides experienced representatives with in-depth insight into behavioral economics, buyer and seller psychology and sales techniques utilized by the top producers in the industry. Creating a Sense of Urgency Cross Selling Language Demo: Collaborative Commitment The Four Facets of Trust Increasing Practice Efficiency Experience Some Samples of Our Professional Edition Content Below! 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 Professional Edition Works: Schedule a Demonstration Contact Us Professional Product Sheet Download Download Now Professional Edition

Andrea Bullard & Company Andrea Bullard Andrea Bullard & Company Andrea Bullard is a renowned expert in business development and a leading coach for high-performance teams in the financial industry. With her guidance, she has empowered numerous individuals to scale their businesses to remarkable levels, achieving multiple six and seven-figure success while reclaiming precious time and enjoying peace of mind. In the October/November 2021 issue, Forbes magazine recognized the top 250 advisors in the life insurance industry, and Andrea's impact was evident. She coached and mentored 25 individuals from this esteemed group, including three within the top 10. Andrea's pioneering work extends to her publications. Her first book, The Turn-Key Office System, served as a transformative blueprint that revolutionized the industry's approach to business operations. In 2021, she unveiled her third book, Turn-Key Secrets , which swiftly ascended to International Best Seller status on Amazon across five distinct financial categories. Andrea's overarching mission is to inspire you to dream bigger while constructing a “raving fans” business supported by a high performing “A” team. Her proven approach generates more new clients, increased financial success, profound peace of mind, and the cherished gift of time freedom. Previous Speaker Go back to Speaker Network Next Speaker

Course Catalog Go Back to Main Catalog Page Classroom Training Accountability: Navigating Ownership, Consequences, and Difficult Conversations Attracting New Candidates: Distinguishing By How, Not What Conducting a Coaching Conversation Creating and Delivering Your Value Proposition Developing an Ideal Candidate Profile Generating Advisor Referrals and Developing Centers of Influence Mastering Time Management Concepts and Practices Momentum Building For New Advisors Optimizing Joint Field Work: Guidelines, Planning, and Debriefing Selecting Top Performers Sourcing Candidates By Personal Observation Strategies for Coaching Advisors Classroom Training: Developing Leaders Developing the Ideal Candidate Profile Guidelines, Planning, and Debriefing fro Effective Joint Field Work How to Have a Coaching Conversation Key Traits of Top Performers Leadership Mindset, Roles and Responsibilities Mastering Self-Discipline for Transformational Leadership Mastering Time Management: Concepts and Practices Mentoring Essentials: An Overview and Its Benefits Referral Recruiting: Brainstorming and Building Influence Networks Secrets to Effective Goal Setting Understanding Why Advisors Fail and How to Help Them Succeed Unlocking the Skill of Personal Observation Classroom Training: Emerging Leaders Facilitator Guides: Accountability Facilitator Guides: Development - Coaching Facilitator Guides: Development - Training Facilitator Guides: Leader Philosophy Facilitator Guides: Recruiting - Finding Facilitator Guides: Recruiting - Momentum Building Facilitator Guides: Recruiting-Selection EDGE Facilitator Guides Developing Leaders: Month 1 Developing Leaders: Month 2 Developing Leaders: Month 3 Developing Leaders: Month 4 Developing Leaders: Month 5 Developing Leaders: Month 6 Leadership Roadmap: Developing Leaders Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Leadership Roadmaps: Growing Recruiting Buddy Systems Assessments EDGE: The Leader's Journey EDGE: Developing Leaders EDGE: Emerging Leaders EDGE: Excelling Leaders EDGE: Growing Leaders EDGE: Tools and 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

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

Financial Wellness Vehicle Payment Calculator: Estimate your monthly car payments based on the price, loan terms, trade in value and more. Try Our Vehicle Payment Calculator The use of an online financial wellness calculator can help to create a sound financial plan. Below is our easy to use vehicle payment calculator. Use this to estimate your monthly car payments based on the price, loan terms, trade in value and more. Back to Financial Calculators We Invite You To “Test Drive” Our Financial Wellness Content Today! Test Drive

President of Hoopis Performance Network Joey Davenport CLU, CLF President of Hoopis Performance Network Joey is President of the Hoopis Performance Network in Chicago. He has over twenty years of experience in the financial services industry as a producer, manager, entrepreneur and international speaker. His organization, the Hoopis Performance Network, was recognized for the 3rd year in a row by Inc. 5000 as one of the fastest growing privately held businesses in the U.S. As a Certified Trainer and Master Coach, he is considered the Executive Producer of Northwestern Mutual’s Enduring Relationships program and the Hoopis University. He is also one of the principal authors and co-producers of the advanced sales training program, Factfinding DNA. Joey is co-author of the #1 best-selling book, “The Power of Coaching: Engaging Excellence in Others.” He is the executive producer of the award-winning Trustworthy Selling sales effectiveness program developed with LIMRA International and the Advanced Planning Channel. His web-based training programs have received top recognition including multiple Digital Media Innovators Awards and the ROI Institute’s Top 10 Case Studies. Joey is Past President of NAIFA Chicago and a graduate of NAIFA’s Leadership in Life Institute. He received the NAIFA Illinois Young Advisors Team Leader of the Year award and the Jack E. Bobo Award for Association Excellence from the NAIFA Federation. Joey lives in Chicago with his wife Lyndy and their 13 year old son William. He enjoys spending time with his family, traveling and playing music in his blues/rock band Hot LZ. Previous Speaker Go back to Speaker Network Next Speaker

Course Catalog Go Back to Main Catalog Page Accountability and Difficult Conversations Performance Indicators and the GAP Analysis Conversation Setting Expectations to Drive Behavior Accountability Coaching Best Practices How to Conduct a Coaching Conversation Tactical Strategies for Coaching Advisors Three Levels of Training Interaction - Coaching & Consulting Phase Understanding Mentoring - Intermediate Development - Coaching Developing Training - General Helping Your Advisors with Goal Setting Planning and Debriefing Sales Appointments Three Levels of Training Interaction: The COP Phase Training Your Advisors on Marketing Why Advisors Typically Fail Development-Training Creating and Delivering Your Value Proposition Developing Leaders: Keys to Effective Leadership The Leadership Mindset and Insights Time Management Concepts and Techniques Leader Philosophy Compensation and Benefits Cultivating Potential Recruits Over Time Developing an Ideal Candidate Profile Developing Your Message to Attract Top Performers Diversity Recruiting Generating Advisor Referrals and Developing Centers of Influence Recruiting and Selecting College Graduates Understanding Sourcing for Potential Recruits Recruiting - Finding Approaches to Increase Productivity Understanding Joint Work Best Practices Understanding Onboarding and Momentum Building for New Advisors Recruiting - Momentum Building How to Conduct an Initial Recruiting Interview How to Determine When Someone Is Not a Fit Selecting Top Performers Utilizing Reverse Selling in Selection Recruiting - Selection EDGE: The Leader's Journey EDGE: Developing Leaders EDGE: Emerging Leaders EDGE: Excelling Leaders EDGE: Growing Leaders EDGE: Tools and 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

Successful Organizations Understand One of the Most Important Investments You Can Make Is in Your Leaders and Managers. We provide the tools and resources needed to help your leaders throughout their entire leadership journey! Tools and Resources for Leaders at Every Stage of Their Career! Successful Organizations Understand One of the Most Important Investments You Can Make Is in Your Leaders and Managers. This begins by identifying which financial advisors have a propensity to lead and providing them with an opportunity to easily “test drive” a career in leadership. Once they officially take a leadership role within in the organization, there are a variety of skills and systems they will need to develop throughout their career to become successful. We provide the tools and resources needed to help your leaders throughout their entire leadership journey! This is a leadership development experienced designed for Agency Managers and their leadership teams. This program provides the systems, tools and best practices for building a successful, thriving organization. The curriculum can be customized based on an organizations needs. Learn More We offer an array of solutions to help organizations field their ideal candidates, attract them to the firm and select the top performers using both the art and science. Resources such as Coaching & Consulting, Contact Recruiting, Live Workshops and Selection Tools. Learn More Schedule a Complimentary Consultation Today! Schedule Now! Let Us Identify How We Can Help with Your Leadership Development Needs Tools and Resources for Leaders at Every Stage of Their Career!

Next Item Previous Item Go back to White Papers List As business owners age without a plan for their business when they die, they risk years of hard work going down the drain because of their departure. Sometimes tragic accidents occur before a business owner can put a plan in place, but many times advanced planning gives business owners the opportunity to realize their business’s maximum value and develop a plan for those who succeed them. Advanced planning also helps avoid arguments, emotions, and feelings which can lead to family and business turmoil after the death of a loved one. This blog offers considerations for business owners who want to put an executable plan in place after they die, but those who have recently inherited a business from a loved one might also find some helpful guidance. Letting Your Vision Live On If you are in the process of succession planning for your business, it means you have created an organization successful enough that it is worth passing it on to a new owner after your death. Depending on the type of business, you have a vision, mission, and/or purpose for the product and the service you provide. When making choices about the succession of your business, you need to think about long-term goals for your business and the legacy which you want to leave. Specifically, think about how you would continue to expand, grow, and serve if you were to continue living well beyond your years. Let your desired legacy drive your decisions about who your successor will be and how you wish to transfer the business to them upon your death. Who Will You Choose as Your Successor(s)? When you create a succession plan for your business, and you don’t wish to liquidate upon your death, you have three main options for successors to keep the doors open. Family members. If you choose your family to succeed you, it’s important to think about the roles one or more family members might take in your organization. Specifically, you need to make a firm decision about who will own and manage the business. It’s also in your best interest to have this discussion with your family long before your death, especially if multiple family members are involved in the business or want to be upon your death. Managing expectations will curtail any hard feelings and emotions which sometimes accompany the mixture of family and business. If more than one family member will own the business, you also need to determine the split of ownership. What percentage of the business will each owner have? Co-owners. You might already have co-owners with whom you started and operated your company. A succession plan might include your estate selling your interest to non-family co-owners, who will carry on the vision you started together. In other cases, you might choose for a family member to take control of your interest and share the business with already existing owners. It’s crucial for you to discuss these plans with your current business partners to ensure they have no reservations about your succession plans. If disagreement and turmoil occurs as a result of your decisions, you risk damaging the longevity of your business. Third-party buyer. Selling to a third-party buyer upon your death is the riskiest move you can make if you want to see your business continue to thrive upon your departure. Yet, if you are the sole owner and you have no family to take over or monitor your interests, you might be forced to take the gamble and sell to a third-party buyer when you die. This doesn’t stop the buyer from eventually liquidating the business, but if you plan far enough ahead and find the right person, you have a good chance of finding someone who wants to carry on with your vision for the future. Transferring the Business After Death Once you decide on who will succeed you in your business after your death, you need to arrange how you wish to transfer the ownership of your business. Keep in mind that each option has different financial, legal and tax consequences for the new owner(s), your business, and your estate, so it’s imperative you discuss your plan with a trusted financial planner and attorney who has experience in this type of succession and estate planning. Leaving money and business to friends or non-family members in a “Will” is a risky endeavor, so you will need to make other arrangements. If your successor(s) are family members, you can leave your business to them via your “Will”, however, for many legal, financial and personal reasons a separate legal document can offer many advantages for transfers to family members as well. Regardless of the plans you make to transfer your business, you will need to ensure that the business and your estate has enough working capital to successfully go through the transition period and cover all of the interim expenses. Buy-Sell Arrangements A buy and sell agreement is a legally binding contract that stipulates how a business owner or partner’s share of a business may be sold or reassigned when they die. These arrangements are commonly used by sole proprietorships, partnerships, and closed corporations in an attempt to smooth the transition of the ownership when each partner dies, retires, or decides to exit the business. Typically, these agreements require that the business share be sold back to the company, to the remaining partners of the business, or to an key employee or competitor according to a predetermined formula. Unfortunately, for many small businesses, it is one of those things that is often pushed to the back burner, and never gets executed or funded. Buy and sell agreements are critically important not only the surviving business owner(s), but to the business’s employees and the deceased’s heirs. The transfer of an individual’s interest in a business can be either intentional or forced. Intentional transfers occur when an owner, partner, or stockholder decides that he or she no longer wants to be involved with the business or, for other reasons, decides that it is time to liquidate their business interest. These types of intentional transfers often occur when a business owner wants to retire or get out of the business to pursue other opportunities. Unfortunately, not all business liquidations are intentional. Unplanned or forced transfers can occur when a business owner, partner, or shareholder in a closely held corporation dies or becomes totally or permanently disabled. More often than not, death or disability forces a transfer under unfavorable conditions unless the owner or owners have planned ahead. The business owner who has not thought ahead to the day he or she will want to sell the business and retire may find it difficult to realize the full value of the business when the time for retirement finally comes. Even worse, business owners who have not planned to protect themselves, their families, and their business associates from the uncertain probabilities of disability and death, risk everything they have worked to build in the business, as well as the financial security of their loved ones. Planning for the orderly transfer of their business interests by exchanging the uncertainty that comes with a failure to plan with the certainty of a planned solution is one of the most critical action a business owner can take. These actions are referred to as planned intentional transfers. Because they are planned, the owner is in a position to make the most favorable arrangements possible in advance. Let’s consider a worst-case scenario: the death of one of the business owners. What will happen to their business if the key owner dies? Many small-business owners take out loans to help grow their businesses, and often have secured these loans with personal assets. If death occurs before the loans were paid off, one might think that the business owner’s family could just sell or liquidate the business in order to cover those debts and provide financial security to the survivors. In reality, this rarely happens. When the family is forced to sell the business quickly, it may have to be sold at a discount or during market conditions that make the business less attractive. In other cases, the business may be worth very little without the key proprietor or partner. Buy-Sell Agreements can protect the surviving family members by providing funds to cover those business debts, as well as ongoing living expenses, and funds for future plans. Ok, a reasonable question here is, if the new owners are not family members, where will the money come from to purchase the business interest? There is no one perfect answer but let me share a few of the common methods. Unfortunately, most businesspeople do not keep large sums of liquid assets which could be used to purchase the deceased owner’s business interest. Most of their available assets are normally reinvested into their business. It could may make sense to create a Sinking Fund to accumulate the needed cash. However, the premature death of an owner may not give the business time needed to accumulate enough funds to meet the financial obligation of the purchase price. They could always borrow the funds. Unfortunately, a bank may not be willing to lend money to a business that has recently lost an owner, and even if they were, the cost of loan including the interest may be excessive. The owner may agree to make Installment Payments to the deceased owner heirs. The heirs may not get the sum of money needed to meet their financial obligations in this manner, and there are no guarantee future payments will be received if the business fails. Finally, there is Life Insurance. There are many advantages life insurance offers that the other alternatives do not, such as: Life insurance annual premiums are often only a small fraction of the death benefit. The proceeds from the death benefits are available whenever needed, regardless of when the owner dies. And of course, properly established death benefits are generally federal income tax-free. Working with the business owner’s financial advisor and attorney well before the day comes to sell the business, whether intentional or not, you will be able save many dollars, headaches and maximize your legacy. Contact Hoopis Performance Network to Learn More About Buy Sell Arrangements HPN provides knowledge and skills training for management, producers, and staff in the financial services industry. We aim to help you succeed and grow your business by offering exceptional resources for you to share with your clients. Educating your clients increases their financial literacy and allows you to help them with life events they care about, such as planning for the future of their business after death. Contact us today for your training and education needs and to learn more about how you can guide your clients on the right actions to take to make sure their business stays open after they die. Keeping the Business Open After Owner’s Death

Financial Wellness Calculate Your Life Insurance Needs: How much you need is best decided by working with a financial planner. Try Our Calculate Your Life Insurance Needs The purpose of life insurance is to replace your income at the time of your death so that the family you are leaving behind can maintain their current lifestyle. How much you need is best decided by working with a qualified financial planner. Back to Financial Calculators We Invite You To “Test Drive” Our Financial Wellness Content Today! Test Drive