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Trustworthy Selling offers three proven learning editions. These additions include QuickStart for new advisors, Professional for experienced advisors and MultiLine for property and casualty agents. A Sales Effectiveness Program with Proven Results! A Sales Effectiveness Program with Proven Results Designed to help financial professionals: Improve connections with understanding buyer psychology and behavioral economics. Adapt selling style to maximize communication flexibility. Obtain high quality favorable introductions with confidence. Increase engagement and build stronger relationships through the art of questioning. Deepen existing client relationships through strategic client management practices. Integrate the habits and peak performance psychology of top performers. Proven Results and Industry Recognition: Over 40,000+ graduates across the globe. 25+% increases in productivity. Recognized by Selling Power as one of the top sales training companies. ROI Institute’s Top Case Studies of the Year. Full Program For those new to the business, our full program offers 10 modules of content for professionals in Affiliated and Multi-Line companies. Modularized Program Pick and choose the right modules for you to set your sales professionals up for success with the specific skills they need. SkillSet powered by TS his one-day course edition is for sales professionals with 5 years or less experience in the industry who want to sharpen skills to drive higher productivity. Program Versions QuickStart This editions is for Financial Representatives just starting out, with less than one year in the business. Learn More Professional This edition is for Experienced Financial Representatives who have been in the business 1+ years. Learn More MultiLine This edition is for the Multiline Financial Representatives who need to pivot to the Life and Financial service products. Learn More SkillSet This one-day course edition is for financial professionals with 5 years or less experience in the industry who want to sharpen skills to drive higher productivity Learn More Learning Editions for Every Step in an Advisors Journey We offer three proven learning editions for each stage of an Advisors journey. Each edition provides a powerful combination of tools and techniques to benefit your organization through an immersive, interactive learning system. These additions include Quick Start for new advisors, Professional for experienced advisors and Multiline for property and casualty agents. Blended Learning This editions is for Financial Representatives just starting out, with less than one year in the business. Virtual Classroom This edition is for Experienced Financial Representatives who have been in the business 1+ years. Self-Study This edition is for the Multiline Financial Representatives who need to pivot to the Life and Financial service products. Flexible Delivery Models Flexible delivery models to meet your needs for scalability, customization and execution including blended learning, virtual classroom, and self-study. “We found Trustworthy Selling augmented and complemented much of the training we were already doing. We saw a 17% increase in overall production across both risk and investment products. The program’s focus on advisors understanding the psychology of buyers and the need to increase trust and decrease tension led to greater advisor competence and confidence.” Dave Porter – Managing Partner, Baystate Financial Services Investment Gross Revenue Lives Weekly Net Issued New Clients Production Credits Conference Credits Premium P&C productivity Retention Placed Policies Submitted The Proof is In the Numbers 25% 25+% Lifts Across the Board Download Module Descriptions Download Now Schedule Some Time With Us to Learn More Let's Talk Download Mutual of Omaha Case Study Download Now

Leadercast gives you instant Access to a Wide Range of Digital Learning Including: 1,200+ Short Form Videos; Focused Courses; Lunch & Learn Sessions; Meeting Starters. Transforming Leadership within Organizations Unlock the Full Potential of Your Workforce Schedule a Demo Transforming Leadership within Organizations Schedule a Demo Unlock the Full Potential of Your Workforce Instant Access to a Wide Range of Digital Learning Including: 1,200+ Short Form Videos; Focused Courses; Lunch & Learn Sessions; Meeting Starters The Importance of Leadership Development in 2026 Some of the Thought Leaders Featured Seth Godin Tunde Oyeneyin Jesse Cole Randi Zuckerberg Gayle King Paaras Parker Patrick Lencioni Emmitt Smith Develop Leadership Power Skills for the Following Key People within Your Organization: Field Leaders: Equip field leaders and their agency teams with tools to foster a high-performance culture. Advisors and Their Teams: Develop cohesive advisor teams and deliver exceptional client experiences. Home Office Employees: Empower your people to unlock higher levels of productivity and engagement. Leadercast Provides the Following Benefits to Your Field Leaders and Their Teams: Equip Field Leaders with Power Skills: Develop skills in strategic visioning, emotional intelligence, start up thinking to drive execution. Enhance Communication and Performance: Enhance communication & collaboration to elevate team dynamics. Foster a High-Performance Culture: Build a cohesive team aligned around the leader’s strategic vision. Attract, Grow and Retain Talent: Demonstrate a commitment to personal and professional development. Why Are Business Leadership Skills Critical to the Success of Advisor Teams? Enhanced Team Communication and Dynamics: Improve collaboration and elevate team dynamics. Foster a High-Performance Culture: Build a cohesive team aligned around the advisor’s strategic vision. Deliver Next-Level Client Experiences: Enable teams to anticipate clients’ needs and communicate effectively. Attract, Grow and Retain Talent: Demonstrate a commitment to personal & professional development. Leadercast Provides the Following Benefits to Your Employees & Organization: Empower Your People to Succeed: Enhance skills in effective communication, time management and emotional intelligence to foster success. Lead Change and Enhance Agility: Strengthen abilities in change management, conflict resolution, and team building to drive execution with speed and precision. Cultivate a Future-Ready Workforce: Build a culture of continuous improvement, creativity, and diversity - ensuring your organization adapts to change. Attract, Grow and Retain Talent: Demonstrate your organization’s commitment to personal and professional development. Schedule Some Time With Us to Learn More Let's Talk

For more than a decade, Hoopis Performance Network has been providing virtual sales and leadership development learning solutions designed to increase productivity and retention. 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.” Transforming Leadership within Organizations Unlock the Full Potential of Your Workforce Learn More HPN & LIMRA Earn Recognition from Selling Power for 5th Consecutive Year 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 HPN News Blog 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 Transforming Leadership within Organization Unlock the Full Potential of Your Workforce Learn More HPN & LIMRA Earn Recognition from Selling Power for 5th Consecutive Year Learn More

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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

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 Accountability and Difficult Conversations Best Practices on Terminating Underperformers Creating a Culture of High Expectations & Accountability Driving Behavior through Expectations and Accountability Performance Indicators and the GAP Analysis Conversation Accountability Coaching Tips and Best Practices Three Levels of Training Interaction: Coach and Consultant Phase Development - Coaching Best Practices for Recruiting Women Educating Yourself on Diversity and Inclusion Practical Tips for Diversity & Inclusion Understanding Implicit Bias Understanding Organizational Diversity and Inclusion Development - Collaboration Building a New Team Building Effective Teams Creating a Team Selling Model Creating Development Plans Creating Study Groups in Your Organization Development Training - General Development - Training Developing Your Organization's Culture Developing Your Vision, Mission and Value Proposition Growing Your Team of Leaders Leader Philosophy Creating an Ideal Candidate Profile Differentiating Your Brand to Attract Top Performers Diversity Recruiting Generating Advisor and Center of Influence Referrals Recruiting Finding - General Recruiting Militaty Veterans Recruiting Millennials and the Next Generation Recruiting Recent College Graduates and Campus Recruiting Recruiting Top Performers The Three R's of Agency Building Recruiting - Finding ALPS Leadership Principles for Success Best Practices for the Recruiting Process Developing a Recruiting Culture Recruiting and Selection Insights from the GAMA Hall of Fame Recruiting - General Onboarding and Building Momentum with Experienced New Advisors Understanding Onboarding and Momentum Building for New Advisors Recruiting - Momentum Building How to Determine When Someone Is Not a Fit How to Screen an Experienced Candidate Selecting Top Performers The Science of Selection Tips and Best Practices for Selection Understanding Recruiting Activity 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

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

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