More content. More platforms. More data. More AI. We've never had more ways to learn - so why does the gap between knowing and doing keep getting wider? That's the gap HPN+ closes. INTRODUCING Everything We Know + Everything That's Possible. An AI-powered development platform built specifically for financial services - connecting proven expertise, personalized learning, practice and feedback in one continuous development experience. See HPN+ In Action Explore the Story The performance gap More learning isn't the answer. More learning isn't the answer. More learning isn't the answer. More learning isn't the answer. More learning isn't the answer. More learning isn't the answer. More learning isn't the answer. More learning isn't the answer. More content. More platforms. More data. More AI. We've never had more ways to learn - so why does the gap between knowing and doing keep getting wider? The truth is, information was never the bottleneck. Your team doesn't need another course to bookmark or another dashboard to ignore. They need what happens after the learning - the moment knowledge actually turns into action. That's the gap HPN+ closes. What if it all connected? What if everything worked together? What if everything worked together? What if everything worked together? What if everything worked together? What if everything worked together? What if everything worked together? What if everything worked together? What if everything worked together? For too long, learning meant choosing. Depth or scale. Human or machine. Theory or practice. Every option came with a trade-off. What if you didn't have to choose? That plus sign is the whole idea. Not more tools stacked on top of each other, but connected - each part making the next one stronger. Where AI amplifies human insight instead of replacing it. Where what you learn today, you practice tomorrow and improve on with feedback the moment you need it. This is what closing the gap actually looks like. Everything, working together. Human Expertise + Artificial Intelligence Learning + Practice Personalization + Scale Practice + Feedback Knowledge + Application Human Expertise + Artificial Intelligence | Learning + Practice Personalization + Scale | Practice + Feedback | Knowledge + Application The system Four parts. One connected experience. Four parts. One connected experience. Four parts. One connected experience. Four parts. One connected experience. Four parts. One connected experience. Four parts. One connected experience. Four parts. One connected experience. Four parts. One connected experience. A connected development experience built around the individual. Know the Individual AI - guided personalization uses role, experience, priorities, assessment insights, and activity to continually shape each professional's path forward. The Arena™ Where learning becomes capability. Through an AI powered interface, financial professionals rehearse real world conversations, practice role play scenarios, engage AI mentors, and gain confidence before the moments that matter. Activate Proven Expertise Intelligent search and recommendations connect professionals to trusted HPN experts, insights, programs, and tools that turn expertise into action. Your AI Mentor Ask questions, work through challenges, and receive personalized guidance in the moment from an AI Mentor that understands your development journey. The Human Differentiator The Human Differentiator The Human Differentiator The Human Differentiator The Human Differentiator The Human Differentiator The Human Differentiator The Human Differentiator The technology is new. The expertise behind it isn't. Here are just some of the HPN+ experts. Eszylfie Taylor Eszylfie Taylor is the president and founder of Taylor Insurance and Financial Services, and serves as financial advisor to individuals, business owners, and high net worth families. Maribeth Kuzmeski Maribeth Kuzmeski and her firm, Red Zone Marketing, consult for businesses from financial services firms to Fortune 500 corporations on strategic marketing planning and business growth. Tom Hegna Tom has been a popular industry speaker for many years and is THE retirement income expert. He has dedicated his entire career to helping retirees obtain a happily ever after retirement. Tiffany Markarian Tiffany Markarian and her firm, Advantus Marketing, are devoted to helping financial professionals advance their marketing and business momentum. The PLATFORM Watch HPN+ experience in action. Watch HPN+ experience in action. Watch HPN+ experience in action. Watch HPN+ experience in action. Watch HPN+ experience in action. Watch HPN+ experience in action. Watch HPN+ experience in action. Watch HPN+ experience in action. Overview and Home Page The Library & Search Functionality The Arena My Stuff and Challenges Manager Tools 75,000+ Learner | 25+ Countries | Built for Financial Services | Enterprise-Ready Integration Everything We Know + Everything That's Possible. Schedule a HPN+ Demo

For more than a decade, Hoopis Performance Network has been providing virtual sales and leadership development learning solutions designed to increase productivity and retention. Everything We Know + Everything That's Possible. An AI-powered development platform built specifically for financial services. Learn More HPN & LIMRA Earn Recognition from Selling Power for 6th Consecutive Year Learn More Transforming Leadership within Organizations Unlock the Full Potential of Your Workforce Learn More An AI-powered development platform built specifically for financial services. Learn More HPN & LIMRA Earn Recognition from Selling Power for 6th Consecutive Year Learn More Transforming Leadership within Organization Unlock the Full Potential of Your Workforce Learn More Digital Learning & Development Solutions for a New World! For more than a decade, Hoopis Performance Network and FSEdNet have been providing virtual sales and leadership development learning solutions designed to increase productivity and retention. Clients in over twenty-five countries throughout the world leverage us to help them keep pace with the ever-evolving challenges of learning and development in the new normal we are all experiencing. Our digital resources are designed to be scalable and customizable depending on your organization’s virtual learning and development needs. Get Your Solution Why Choose HPN Dave Porter Baystate Financial Services “I am the biggest fan of Hoopis Performance Network. It is spot-on as it relates to training, timeliness of updates, powerful presenters, and true take-away value. You cannot beat it for the price and, more importantly, the quality.” Michelle Hubert Farm Bureau Financial Services “Utilizing Hoopis Performance Network to enhance Agent development has been life-changing for our leadership team and for our Agency!! Partnering with HPN is definitely one of the best investments in my Agency I’ve made – I would highly recommend this resource to any sized Agency!” Ryan Harklau Vice President Agencies & Development "Our partnership with HPN focused on Culture, Excellence, and Leadership Integrity. The results of this program have led to great success for our leadership team. HPN has delivered a program that has become the foundation of our current leadership development as well as our future programs." Bill Pienias Fin Fit Financial “We’ve worked with HPN to develop field-tested systems for training, accountability and leadership development. They have provided valuable perspective and resources that are positively shaping our performance at all levels in our company.” Leadership Tools Building Your Bench / Agency Leader Training / Recruiting & Selection Learn More Sales Effectiveness Sales Effectiveness Program with Proven Results Learn More Digital Learning Digital Learning & Development Solutions for a New World Learn More HPN News Blog

HPN White Papers Hoopis Performance Network white papers provide a vast array of knowledge and insights that have been proven from over thirty years of industry-leading experience. 10 Tips for Building a Training Culture View Paper 6 Common Challenges E-Learning Can Solve View Paper A Simple Way to Get More Out of Your Training Investment View Paper Benefits of Mobile Apps vs. Websites View Paper Don’t Shortcut the Learning Process View Paper Engaging Advisors with the Essentials of Digital Learning View Paper Facts About Retirement and Medicare View Paper Five Ways to Measure Training Results View Paper Four Levels of a Consumer View Paper Getting Ready for Retirement View Paper How Mobile Apps Improve Productivity View Paper How a Strong Firm Culture Builds a Strong Firm View Paper Select by Category All Whitepapers Advisor Development Financial Wellness Leadership Development Learning & Development Load More

Adam Holt CEO and Founder, Asset-Map Speaker Bio Alan Nero Managing Director Octagon’s Baseball Division Speaker Bio Alexis Gladstone Principal, Intelead Speaker Bio Amy Florian Grief & Bereavement Specialist Speaker Bio Ande Frazier Partner at Peachtree Planning of North Georgia Speaker Bio Andrea Bullard Andrea Bullard & Company Speaker Bio Ben Newman Best-Selling Author, International Speaker Speaker Bio Bill Cates Referral Coach Speaker Bio Bill Grimes Consulting and training firm, Grimes & Associates Speaker Bio Brian Doherty Speaker, Author and President of Filtech Speaker Bio Brian Moran CEO, NYT Best Selling Author, Speaker Speaker Bio Dave Sanderson Inspirational Speaker, Bestselling Author Speaker Bio Select by Category All Coaches Leadership Marketing Motivation Practice Management Product Knowledge Sales Skills The HPN Faculty Is Comprised of Individuals Who Have Over 100 Years of Combined Industry Experience. These Hoopis Performance Network experts provide a vast array of knowledge and insights that have been proven from over thirty years of industry-leading experience. Our faculty represent top experts and field practitioners in the industry and each of them specialize in the financial services space. Load More

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Ecosystem for Performance - A new system built on intelligent direction, sequenced progression, and immersive application - grounded in proven human expertise. A New Ecosystem for Performance A system built on intelligent direction, sequenced progression, and immersive application - grounded in proven human expertise. Arriving August 2026 A New Ecosystem for Performance A system built on intelligent direction, sequenced progression, and immersive application - grounded in proven human expertise. Arriving August 2026 Built for Real-World Performance Development shouldn't happen in isolated moments. The HPN Performance Ecosystem brings direction, progression, and application into one continuous experience. First name* Last name* Company name* Email* Stay In the Loop A New Ecosystem for Performance Introducing a new system built on intelligent direction, sequenced progression, and immersive application - grounded in proven human expertise HPN AI Lab I AI experimentation grounded in practitioner expertise Structured exploration of AI use cases specific to financial services environments Evaluation of emerging technologies against elite practitioner knowledge and real-world application Advancement of practical tools that enhance execution while preserving human judgment Assessment-Guided Insights Personalization calibrated to strengths and gaps Visibility across the core disciplines that drive financial professional effectiveness Identification of strengths, gaps, and development priorities Inputs that inform individualized direction and next-step focus Adaptive Growth Pathways Sequenced progression shaped by demonstrated capability Sequenced progression shaped by demonstrated capability Progression that adjusts based on observable advancement and applied execution Multi-modal content aligned to evolving proficiency and expanding responsibility Ongoing recalibration to ensure development remains timely and relevant Experiential Practice Environment Applied mastery through dynamic immersive experiences Interactive, scenario-based environments that mirror real client and leadership situations Iterative application designed to build fluency, confidence, and readiness Immediate feedback loops that accelerate refinement and strengthen real-world execution

Next Item Previous Item Go back to White Papers List Parents are a crucial part of their children’s financial education. Research has shown that parental modeling and teaching has more positive, impactful, and long-lasting influence on financial attitudes than academic-based programs. How, what, and when you teach your kids about money are personal decisions determined by your values and experience. Start Early It’s never too early to start teaching children about money. Otherwise, until they start earning a living, it’s easy for kids to think that money “grows on trees”! Parents magazine offers tips for ways to teach children about money from ages 2 through ages 16 and older. Beth Kobliner is one of the nation’s leading authorities on personal finance for young people. She is a commentator and journalist and the author of two New York Times bestsellers: Get a Financial Life: Personal Finance in Your Twenties and Thirties and a guide for parents titled Make Your Kid a Money Genius (Even if You’re Not). She says that by age 3, kids can grasp basic money concepts. By age 7, many of their money habits are already set. Her advice is to begin as early as possible to “Start wringing money lessons out of everyday life.” Parents are a crucial part of their children’s financial education. Research has shown that parental modeling and teaching has more positive, impactful, and long-lasting influence on financial attitudes than academic-based programs. How, what, and when you teach your kids about money are personal decisions determined by your values and experience. Start Early It’s never too early to start teaching children about money. Otherwise, until they start earning a living, it’s easy for kids to think that money “grows on trees”! Parents magazine offers tips for ways to teach children about money from ages 2 through ages 16 and older. Beth Kobliner is one of the nation’s leading authorities on personal finance for young people. She is a commentator and journalist and the author of two New York Times bestsellers: Get a Financial Life: Personal Finance in Your Twenties and Thirties and a guide for parents titled Make Your Kid a Money Genius (Even if You’re Not). She says that by age 3, kids can grasp basic money concepts. By age 7, many of their money habits are already set. Her advice is to begin as early as possible to “Start wringing money lessons out of everyday life.” Ignorance About Financial Management Is Stressful A 2018 PwC study revealed that just 24% of millennials demonstrated a basic understanding of financial concepts. And 54% of millennials are worried about paying back their student loans from college. Adults experience profound stress over moneyrelated issues, and part of the reason is that many adults were never taught money-management skills. According to a survey from the American Psychological Association, money is a leading cause of stress in the United States. APA has conducted the annual survey for more than a decade, and money and work have consistently topped the list of stressors. In the August 2017 survey, 62% of respondents said money was their biggest stressor, and 61% said work was their main source of stress. We certainly don’t want our children to experience this kind of stress. Knowledge is power, and when we teach young people how to be good stewards of their money, those lessons will benefit them for a lifetime— and their children and grandchildren, too. The key is to help children develop positive behaviors and habits from an early age. A 30-year study published in the Journal of American Medical Association Psychiatry in May 2019, makes a strong link between a specific behavior set and future income. The researchers followed the lives of 2,850 6-yearold children. They found participants who went on to make less annual income between the ages of 33 to 35 all had one common trait demonstrated at a young age: inattention. The researchers considered inattention to be a lack of sharing, poor focus, blaming others/ showing aggression, and high levels of anxiousness. If you can work with your children on these inattentive behaviors, you can have an impact on their earnings 3 decades later. The researchers recommend that you do 4 things to help children be more attentive to money when they are children so they can be more successful adults: encourage sharing, encourage them to focus on one thing at a time, teach them to get along with others and to feel empathy, and help your child manage anxiety by giving your child uninterrupted time in the day to express their worries and to brainstorm solutions with you. Here are additional tips for building good money management tips in your children. Teach Them the Basics Don’t wait until your kids are leaving for college to introduce them to the basics of financial life. Give them the latitude to make mistakes and learn from them. Let children see their money grow. This is where the age-old piggybank comes in. When children see their money accumulating, it increases their motivation to save. Also, when kids see you swipe a debit or credit card at a store, they don’t understand the correlation between your working long, hard hours in your job and having money to buy things. It appears like “magic” to them. Show them how it all works. When they reach what you consider an appropriate age, make your children responsible for sticking to a budget. Give them an allowance that’s enough to pay for their clothing and entertainment needs. If they overspend, don’t bail them out! At some point in high school, open a checking account for your children and fund it with their allowance. Teach them the basics about how to make deposits, keep track of their debit-card expenses, and balance the monthly statement. If they get the “opportunity” to learn firsthand about the stupidity of paying overdraft charges, it will be a valuable lesson! Teach financial discipline. Kids need boundaries. They need to learn that you can’t have everything you want when you want it. Setting and sticking to spending limits helps them learn this important lesson. • Show them how to save for big expenses. If your kids want a “big ticket” item, such as a nice car, help them realize that “money doesn’t grow on trees” by requiring that they contribute at least a portion of the purchase price, perhaps through an after-school or summer job. Introduce your children to debit and/or credit cards. Do so when they reach an age you feel is appropriate and in a way that’s consistent with your beliefs concerning the use of credit. It’s generally recommended that kids gain some experience with credit cards before graduating from high school. Consider beginning with a secured credit card (sometimes referred to as a “credit card with training wheels”) by requiring a cash collateral deposit that becomes the credit line for that account. If they use the secured card judiciously, you can consider moving on to an unsecured credit card. Make certain they understand that the use of credit is a privilege, not a right. A company called Greenlight offers a debit card for kids that parents manage from their phones with flexible parental controls. Greenlight’s mission is to help parents raise financially smart kids. The Greenlight debit card comes with a Greenlight app for both parents and kids. Parents can instantly send money to kids, turn the card off from the app if needed, and receive alerts whenever the card is used. They can automate allowance payments and manage chores so kids can learn to earn! These safe and secure experiences give parents the peace of mind they need to allow kids to manage their spending, saving, giving, and earning. Introduce high schoolers to investing, using real money. Start with money market accounts. From there, introduce them to fixed-interest investments, such as savings bonds and CDs. Then move on to the stock market via mutual funds. Check out the stock market games available on the Internet. They can be a fun, educational way to introduce teens to the stock market. Some families even set up investment clubs for their teenagers to teach them investment basics. Teach your kids the importance of having money saved in an “emergency fund.” When expenses arise that were not budgeted for, let them see how having money stashed away saves the day, as opposed to borrowing money for the emergency or paying for it with a high-interest credit card. Even young children can understand the concept of exchanging a sum of money for something they want. Teach them how to allocate money, such as 20 percent for savings, 10 percent for giving, and 70 percent for spending. Show them how to reach a savings goal. Let them see how saving X amount of their allowance each month will add up to the amount needed to buy a toy or new video game in a certain number of months. Be a good role model! While not a guarantee, children who grow up seeing you do the right things financially are more likely to follow your example as they mature. When planning a trip to the store, get your kids involved. Let them help you preparing a shopping list and/or spending budget. Help them understand how a list/budget helps avoid the expense and pitfall of impulse buying. Take your children shopping with you. Teach them about pricing, brand names, sales, comparison shopping, coupons, brand-loyalty programs, and how to evaluate at is the “best deal.” Involve your kids in the family budget. Show them the monthly bills for car payments, utilities, mortgage, insurance, and credit cards. Explain the portion of your budget that is allocated for savings. Teach them firsthand about your family’s cost of living and how you follow the process of making and sticking to a budget. Have an age-appropriate discussion about needs versus wants with your kids. When it comes to purchasing decisions, ask your children why they need the item…or if it’s simply something they want. Encourage them to use websites that will help them learn about money management. Today, kids are all about learning online. Here are some websites that can help your kids get excited about, and engaged in, learning about money online. Planet Orange is a fun, interactive website sponsored by ING Direct that teaches kids in grades 1 through 6 the basics of earning, spending, saving, and investing money. Kids start by creating a character astronaut who is assigned a mission that revolves around money. They then design their own spaceship and begin their mission. Practical Money Skills teaches kids about money by letting them play fun games. For example, the Road Trip game teaches kids that, to keep a car running, you have to pay for things like gas and insurance. Affording those things sometimes means sacrificing trips to the mall. The website also features football and soccer financial games, as well as Ed’s Bank, which teaches younger kids the importance of saving money and money values. Even the U.S. government is doing its part to help kids learn how to manage money. H.I.P. Pocket Change gets kids interested in money by focusing on its history. After logging on to the site and then clicking on the “Toons” section, your child will be taken through interactive cartoon presentations of how money is made, what it looks like in other countries, and the history of money. Plus, there are games and a collector’s club for kids who want to collect coins. And finally, a website you could share with your children’s teachers is Next Gen Personal Finance, or NGPF. It’s a nonprofit organization founded in 2014 to connect educators with free resources, professional development, and advocacy tools to equip students with the knowledge and skills to lead financially successful and fulfilling lives. The site offers free access to more than 100 online activities, videos, articles, and other resources. Teach Your Kids About the Power of Interest Children need to learn about “good” interest, such as interest paid by savings accounts, and the “bad” interest that accumulates when credit card bills are not paid in full and on time. Here are some tips for doing just that. Take your child to the bank or credit union and open a savings account. Let him or her calculate how much interest (“free” money!) the account will earn over time. Require that your kids save a certain percentage of their allowance and birthday/ holiday money. Review monthly statements with them, pointing out how interest has increased the value of their account. When children meet their savings goals, consider matching their savings. For example, at the end of each month, you could reward their savings with $1 for each $10 they’ve saved. Show your kids your credit card bills and explain how important it is to pay them on time. Illustrate for them the “bad” interest that will be charged if the balance isn’t paid in full when due. Most of all, teach your children the wise use of credit. Help them understand that credit card debt is the equivalent of financial handcuffs. If You Decide to Give Them an Allowance Some parents feel strongly that an allowance is the best way to teach children financial responsibility. Other parents feel just the opposite. Here are some suggestions for ground rules to set if you decide to give your kids an allowance. Don’t give children an allowance until they have some understanding of money and are old enough to count. An allowance given at a young age should be for the purpose of helping kids learn a spending/saving/sharing balance. Teach them how to split their “earnings” into three piggy banks or glass jars: savings, spending and sharing. Consider giving children an allowance beginning in elementary school. Set guidelines. Make it clear that a certain percentage of the allowance is for savings and another percentage is for giving. One school of thought says a kid’s allowance should not be tied to household responsibilities. Kids should be expected to perform certain household chores because they are family members…not because they’re paid to perform them. You might, however, want to pay children for performing bigger chores or additional chores that you would otherwise pay outsiders to perform, such as raking the yard or washing the car or the windows. Another approach is to develop a list of chores for your kids to complete around the house. Pay them a base allowance, whether they complete the chores, but pay a higher allowance when all chores are completed satisfactorily. Teach them the rewards of hard work! What happens when your kids hit you up for a raise in their allowance? The experts say this is a great opportunity to teach negotiating skills. Engage them in a discussion that includes questions such as when they received the last raise in their allowance, if the raise will cover new expenditures, and how much of the raise will they save. How much allowance should kids receive? Your answer will depend on your values, income and common sense. Don’t be swayed by what your kids’ friends are getting. Many parents give their kids the equivalent in today’s dollars of what they received at the same age. Whatever amount you decide on, consider increasing the allowance as your child’s age increases. Also increase the financial responsibilities that go with the allowance. For example, a gradeschooler’s allowance might cover just incidentals, but a teen’s allowance might be expected to pay for clothing, entertainment, gas, and auto insurance, as well as incidental purchases. Again, your objective is to teach financial responsibility. How often should you pay an allowance? The general recommendation is that younger kids should be paid every week. As they reach their teens, however, you might want to shift to twice a month or monthly. This more closely approximates the real world, where they’ll need to be able to budget between paychecks. Teach Them to Give Back Giving something back is an important value for children to learn at a young age. This is something they need to see you doing and practice doing themselves. Let them experience the joy of giving. Even young kids can learn giving by donating toys or clothes around the holidays. Teach by example. Encourage your children to participate in your tithing, charitable contributions, and/or community volunteer activities. Let your kids choose an organization that supports a cause they feel strongly about. Teach them how to evaluate whether a charitable organization is putting its funds to good use. Don’t assume that the causes you care about are the same ones they care about. Consider matching your children’s monetary charitable contributions. If you teach your children sound money habits when they are young, it will help them be good stewards of their money as adults. It’s our hope that some of the suggestions in this white paper will make your job just a bit easier. Plus, you might just learn some great tips yourself! Teaching Kids About Money

Inspirational Speaker, Bestselling Author Joe Jordan Inspirational Speaker, Bestselling Author Joseph W. Jordan is an independent consultant, author, and speaker. The former Senior Vice President at MetLife is an industry-renowned thought leader in the areas of behavioral finance, client-centric tools, ethical selling and client advocacy. He helps financial professionals around the world recognize and celebrate the intrinsic value that they deliver to their clients. With over 36 years of experience – from life insurance sales to Wall Street to MetLife – Joe Jordan offers compelling insights into the financial services industry, illustrates the concept of managing behavior, and demonstrates how to emotionally engage customers. Joe Jordan started his career with Home Life in 1974—was named “Rookie of the Year” and member of Million Dollar Round Table (MDRT).Joe ran insurance sales at Paine Webber from 1981-1988. He joined MetLife in 1988 to manage annuity (and later life) sales and product development and was ultimately responsible for MetLife’s Behavioral Finance Strategies. Some of his well-known keynote speaking engagements include the 2004 Million Dollar Round Table as well as MDRT Conferences worldwide since then that include Thailand, Korea, Ireland, Greece, Poland, Taiwan, Hong Kong and Australia. He also was a keynote speaker for the 2006 and 2009 GAMA LAMP Conferences, LIMRA’s 2008 Retirement Industry Conference, LOMA’s Customer Service Conference, and most recently The American College Knowledge Summit. Last year, Mr. Jordan was selected as one of the top 50 Irish Americans on Wall Street. This year, he released a book titled Living a Life of Significance published by The American College. Joe is married with two children, lives in Manhattan and is a member of the Fordham University Football Hall of Fame. He also played rugby for over 30 years with the New York Athletic Club. 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

Next Item Previous Item Go back to White Papers List Mutual of Omaha implemented Trustworthy Selling as part of an organizational strategy to increase their advisors’ focus on needs-based selling over transactional selling or product-focused selling. The company went through the first step in its transformation strategy by revamping its systems to identify, attract and select candidates who were more relationship-focused. Trustworthy Selling was an extension of the company’s strategy to ensure new recruits were onboarded and trained with the knowledge and skills to establish enduring relationships with their clients. Download the Full Case Study Here Launch Week Incorporating Trustworthy Selling Quick Start Mutual of Omaha incorporated Trustworthy Selling Quick Start into their Launch Week, which is a one-week training program for new advisors. Local-level leadership teams delivered the program through a faculty approach and reinforced the concepts through ongoing coaching and development. Because of the learning design of the Trustworthy Selling curriculum, Mutual of Omaha created both scale and consistency in each of their field offices throughout the United States. Facilitator and Coaching Certification Approximately 150 Mutual of Omaha field managers and home office representatives were certified as facilitators and coaches for the program. The Trustworthy Selling Facilitator Certification process consists of several steps including the completion of self-paced e-learning modules, preparation for module delivery using the program materials, virtual classroom presentations, and feedback on best practices to help ensure successful delivery when facilitating classes. Field managers play a vital role in the success of each participant’s adoption of the program concepts and techniques into their practice. Coaching sessions are designed to drive performance and help the participant reach their full potential. Throughout the program, field managers meet with their advisors periodically. Step-by-step coaching guides are provided to allow for skill assessment, language role play, and reinforcement of the key concepts in the program. Alignment and Buy-In from Executive Leadership To create alignment and buy-in from the top-down, Mutual of Omaha certified key members of the home office leadership team as facilitators and coaches. This also gave them a thorough understanding of the program. Mutual of Omaha also had their top home office executives and regional sales directors participate in a Trustworthy Selling Preview Day, which is an in-depth exploration of the program to ensure they understood the philosophy, content, and resources. In addition, all new managers were required to become a Certified Facilitator and Coach of Trustworthy Selling as part of their professional development. Transition to Virtual Classroom During the Pandemic When the COVID-19 pandemic and the resulting shutdowns occurred in 2020, Mutual of Omaha immediately transitioned to a virtual classroom delivery of the program. Because Trustworthy Selling is designed to be delivered virtually, the pivot for Mutual of Omaha was relatively seamless. Mutual of Omaha continued to graduate approximately 50 new advisors from the program each month in 2020. This created a new world of opportunities from a scaling standpoint in the future. Field managers were able to continue to conduct coaching sessions and reinforce the key learning objectives of the program through ongoing virtual coaching. Productivity and Retention Impact Mutual of Omaha worked with LIMRA and HPN to conduct a Business Impact Results Tracking (B.I.R.T.) ROI Analysis to measure the productivity and retention impact of Trustworthy Selling on their advisors. Because the sample group represented an entire annual recruiting class of new advisors with no prior experience, the study considered year-over-year results of the previous year’s annual recruiting class as the control group (those who did not participate in the Trustworthy Selling program). This analysis tracked productivity and retention results at the six and 12-month mark as compared to the control group, and the results were significant. Mutual of Omaha was also interested in measuring the long-term sustainability of Trustworthy Selling’s impact on productivity and retention at the 18 and 24-month marks as well. The study calculated the average survival and median production for three metrics for both groups. This impact study is based on the assumption that had the participant group not gone through training, their survival and production would have been the same as the control group’s results. Mutual of Omaha advisors who completed the Trustworthy Selling program was more effective after 24 months than those who did not. Consider these improvements in the key metric areas … 93% increase in Premium Productivity 64% increase in Policy Productivity 92% increase in First Year Commissions 8% increase in Two-Year Retention Conclusion Mutual of Omaha has succeeded in transitioning their organization’s culture to a focus on the long-term relationship between their advisors and clients. In addition to revamping their recruiting and selection systems, the focus on incorporating the Trustworthy Selling program as part of their onboarding Launch Week has delivered measurable success. The Trustworthy Selling philosophy and approach are deeply embedded into the culture and fabric of Mutual of Omaha. What Attracted Mutual of Omaha to Choose Trustworthy Selling?