NUCO And Hoopis Team Up For The Life Insurance Sales Mastery Forum

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To help sales professionals reach their full potential, The National Underwriter Company has teamed up with long-time life insurance producer Harry Hoopis to deliver a new sales educational program to financial advisors.

The Life Insurance Sales Mastery Forum, which will be held September 18-21, 2004, in Orlando, Fla., will address three primary objectives. First, the forum is going to stress the importance and value of life insurance as the basis of a good plan to achieve financial security, says Hoopis, who is a managing partner of Northwestern Mutual, with offices in Skokie, Ill.

Second, the forum will be “a place for inspiration and information for those who may not be able to get these elsewhere,” he says. According to Hoopis, insurance advisors formerly got this type of programming from their primary insurance carrier, but with tight budgets and expense reductions, many carriers have eliminated this from their meetings. “I see a great need for this type of inspirational meeting.”

Finally, Hoopis expects attendees to learn the techniques that high achievers in the life insurance business use to reach their sales goals.

“This event is the first of its kind in that it truly is all-inclusive,” says Peggy Walker, vice president and group publisher of National Underwriters Magazine and Conference Group. “Unlike so many events where you have to qualify or be an association member, we have none of these requirements. And since there are no attendance barriers, this is especially beneficial for newer producers.”

The prime candidates for this special sales program are financial professionals looking to expand their life insurance practices.

“If youre a senior representative and youre looking to improve your practice, this is the place to be,” Hoopis says. “If youre a young representative and you want to learn how to do it right from the get-go, this is the place to be.”

Hoopis explains that while a great deal of valuable information may be available at similar meetings, the qualification requirement can often prevent many producers from attendingespecially newer producers. Many times, he says, its these newer producers that need the most help.

“The Million Dollar Round Table is probably the premier meeting in the world for sales leaders, but it is by qualification, so where do the people go that dont qualify for MDRT?,” says Hoopis. “There has been a void in the industry for many years, and I think this is an opportunity to fill that void.”

Hoopis estimates that since only 6% of field producers qualify for the MDRT meeting, The Life Insurance Sales Mastery Forum is a place for the other 94% in the insurance business to go to learn from the most successful producers in the industry.

But Hoopis also sees nonlife insurance producers as possible candidates for the forum. “You might have those in the property-casualty business who need to round out their offering and provide financial counsel to their clients, which involves life insurance.”

Many companies that specialize in p-c products have very little training in the area of life insurance sales training. This sales program provides “an opportunity for those who have been raised in the life insurance environment to teach and share with those who havent had that opportunity.”

A third category of candidates Hoopis expects to attend the meeting includes those who deal primarily with investment planning and are interested in providing the benefits of life insurance planning to their existing client base.

The program will kick off with a professional keynote speaker who will address the changing demographics of the population and the impact on the financial services industry. Following a number of motivational speakers, participants will attend their choice of several breakout sessions to be offered. These sessions will cover topics that range from technical sales concepts to basic planning strategies.

Additionally, a number of sessions will cover skill development and practice management. “We think its going to be a real power-packed program,” Hoopis says. In addition to the many networking opportunities, most sessions will be approved for continuing education credits.

“Well give agents things that they can go home and immediately put into use in their practice,” he says.

Since attendees will not be able to attend all of the 16 breakout sessions, copies of all presentations will be made available to everyone. In addition, an audio copy of each session will be available so attendees can listen to the other sessions at their leisure.

“The Sales Mastery Forum will attract producers serious about increasing their life insurance business,” says National Underwriters Walker. “It will be a great place for companies who market to these producers to take advantage of exhibit and sponsorship opportunities.”

For more information on the Life Insurance Sales Mastery Forum, agents are encouraged to visit a special Web site: www.salesmasteryforum.com.

The forum will be held at Disneys Swan and Dolphin Resort in Orlando, Fla., where a special rate has been negotiated.


Reproduced from National Underwriter Life & Health/Financial Services Edition, October 24, 2003. Copyright 2003 by The National Underwriter Company in the serial publication. All rights reserved.Copyright in this article as an independent work may be held by the author.