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2009 education sessions coming soon. Check back often for updates!
Senior Market Advisor Expo offers you five distinct content tracks to choose from when planning your 2 ½ days of education:
 Sales
 Marketing
 Annuities
 Life Insurance
 LTCI
| Wednesday, August 20 |
| 2:15 PM - 3:15 PM |
TRACK: SALES
Overcoming Objections
One of the essential pieces to being successful in sales is overcoming objections. Richard Berry, a 2007 Advisor of the Year finalist for Senior Market Advisor, will walk attendees through the overcoming most frequent (and the less frequently seen) objections.
Speaker: Richard Berry, Berry Financial Group
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TRACK: MARKETING
Building Your Brand
Let's face it, the sales world is loaded with talented professionals who know how to get deals done. So how do you set yourself apart from the crowd? Branding yourself, according to Manon Langenberg provide foolproof tips on the subject.
Speaker: Manon Langenberg, Innovative Retirement Advisors, LLC
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TRACK: ANNUITIES
Everything You Wanted to Know About Annuities But Were Afraid to Ask
Kim O'Brien will offer an insightful and interactive program on the embattled annuities industry. Perhaps no product in the financial and retirement world has been under more scrutiny of late and this session will offer a no-holds-barred approach as O'Brien will field all questions great and small and defuse many of the subject's most glaring misconceptions.
Speaker: Kim O'Brien, NAFA
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TRACK: LTCI
LTCI Combo Product - What's Happening and How You Should Use These Products To Increase Your Sales
LTCI guru Margie Barrie will lead a spirited panel discussion on Combo products. The number of life and annuity products providing LTC riders is increasing. And, even better, the new tax laws will make these products more attractive to consumers. This session will provide valuable insights and sales strategies to help you sell Combo products.
Panelists: Beth Ludden, Genworth Finacial, Joe Solsona, Sunmark Group, Tiffany King
Moderator: Margie Barrie, Hagelman Barrie Sales Training Solutions
 An Important Message from Margie Barrie
| | Wednesday, August 20 |
| 3:30 PM - 4:30 PM |
TRACK: SALES
Building a Referral-Based Business
With a business model that specializes in relationship building via event marketing and a track record of 38% a year growth the past eight year, John Kailunas II values the edge a referral-based business provides. He will unlock those secrets in this lively discussion.
Speaker: John Kailunas II, Regal Financial Group, LLC
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TRACK: MARKETING
Cutting Edge Prospecting Techniques
Lead generation and building relationships with customers has changed. This session will explore all the ways you can use cutting-edge marketing techniques - including the Internet - to build your business, find new customers and keep the ones you have. You'll leave with new ideas you can put into use immediately.
Speaker: Richard N. Tooker, KnowledgeBase Marketing, Inc.
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TRACK: ANNUITIES
Beat Annuity Bias
Jack Marrion writes the popular monthly column for Senior Market Advisor, "Annuity Advisor." With the media and other outlets taking shots at annuities, Marrion offers steps and solutions to beating annuity bias in the buttoned-down style familiar to readers of his column.
Speaker: Jack Marrion, Advantage Compendium, Ltd.
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TRACK: LIFE INSURANCE
How to Get the Most Out of IRA Rollovers
IRA expert Michael Reese has an interesting take on how you can help your clients rollover their IRA or other qualified retirement savings plan in the most tax advantageous manner possible. He also has a strong take on the good, the bad and the ugly of Stretch IRAs.
Speaker: Michael D. Reese, Centennial Wealth Advisory, LLC
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| Thursday, August 21 |
| 11:30 AM - 12:30 PM |
TRACK: SALES
Peak Performance - How to Increase Business 80% in 8 Weeks
Frequent Senior Market Advisor contributor Kerry Johnson is one of the top motivational coaches in the business. His talk on peak performance is a must-see for producers looking to build their business.
Speaker: Dr. Kerry Johnson, Peak Performance Coaching
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TRACK: MARKETING
Senior Survey Analysis
Statistics can be unwieldy and indecipherable. John Martin, CEO of The Boomer Project wades through the data and brings it into an understandable, friendly format that will help you better relate to your clients.
Speaker: John Martin, The Boomer Project
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TRACK: LTCI
Selling LTCI to Baby Boomers
Long Term Care Insurance is one of the staples when selling to senior clients. But, as session moderator Margie Barrie points out, it's a growing product for baby boomer clients as well.
Panelists: Jeremy Pincus, Forbes Consulting Group, Anthony Stratidis, Marsh Private Client Life Ins. Services, Julie Gelbwaks, Gelbwaks Insurance Services
Moderator: Margie Barrie, Hagelman Barrie Sales Training Solutions
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TRACK: LIFE INSURANCE
Power Panel: The Executive View
What are the most pressing issues facing life insurance producers, and what are the key insights needed to boost their business? Industry legends David Woods, Van Mueller, Brian Ashe, Marv Feldman and Charlie Smith will gather to answer those questions and more and promise to make this a session to remember.
Speakers: Van Mueller, New England Financial/The Wisconsin Group; Brian Ashe, Brian Ashe & Associates, Ltd.; Marv Feldman, Feldman Financial Group; Charlie Smith, The Cumberland Financial Group
Moderator: David Woods, Woods Financial Group
 View an Exclusive Interview with Moderator, David Woods
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| Thursday, August 21 |
| 2:15 PM - 3:15 PM |
TRACK: SALES
Compliance Navigation
It's not about the ship; it's not about the ocean; it's about how to sail. The regulatory offices are deep and not always friendly. How do you sail those seas? Listen to Al Atha's discussion and you'll know how.
Speaker: Allen Atha III
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TRACK: MARKETING
Building Alliances
Discover the secrets to a thriving career and business with the power of building alliances. This session will give you the simple truth on how to build bridges instead of put up walls.
Speaker: Lee Hyder, Lee Hyder & Associates
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TRACK: ANNUITIES
Cracking the Top FIA Producer Code
Admittedly not as mysterious or elusive as The Da Vinci Code, but the FIA producer code can be just as tough a nut to crack. David Scranton, a frequent Senior Market Advisor contributor, is one of the best to unlock the secrets to the code.
Speaker: David Scranton, Scranton Financial Group
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TRACK: LIFE INSURANCE
Estate Planning and Living Trusts
Estate planning and living trusts are too often a piece of the financial puzzle that gets neglected by too many advisors. Tim Tremblay, a former football player and coach, brings a competitive, disciplined approach to the subject.
Speaker: Tim Tremblay, Tremblay Financial Services
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| Thursday, August 21 |
| 3:30 PM - 4:30 PM |
TRACK: SALES
Selling to Women
It's no secret: Women are making the financial decisions for families. Statistics back it up and perhaps no one is more qualified than Cynthia Tidwell, president and CEO of Royal Neighbors, which specializes on the subject, to discuss how best to sell to women.
Speaker: Cynthia Tidwell, Royal Neighbors
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TRACK: MARKETING
Mastering the Local Media
While many producers are adept at one-on-one conversations with clients, some freeze up or fear expanding those talks to larger audiences or over the airwaves. Brian Ashe cuts through the fear factor and tells audiences how to leverage a successful practice and build your brand by mastering the media.
Speaker: Brian Ashe, Brian Ashe and Associates, Ltd.
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TRACK: ANNUITIES
Top Sales Ideas That Comply
Annuities, compliance - those two words in the same sentence should need no further explanation. Annuities guru Dwight Lankford reveals sales tips and techniques that help you close deals while doing it the right way.
Speaker: Dwight Lankford, American Insurance & Estate Services Inc.
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TRACK: LIFE INSURANCE
Using the Life Settlement Market to Exponentially Increase Life Insurance Sales
Keith Singer, host of a daily financial radio program in South Florida, will engage attendees with a motivational session that delivers the goods on how to reach consumers. Singer will discuss how life settlements and can be used to create additional life insurance sales.
Speaker: Keith Singer, Insured Returns LLC
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| Friday, August 22 (Advisor of the Year Day) |
| 10 AM - 11 AM |
| Former Senior Market Advisor Advisors of the Year recipients will kick off the day with insight into what the secrets behind becoming a top advisor are. |  |
Speaker: Craig Randall, Randall Marketing Group
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SPECIAL SESSION - JUST ADDED!
Making Sense of Rule 151A
What side of the proposed SEC 151A rule are you on? Don't miss this heated roundtable discussion featuring Kimberly Shaul, J.D., Deputy Commissioner St. of Wisconsin, Jim Mumford, First Deputy Insurance Commissioner, Iowa Insurance Division, and Joseph P. Borg, Director, Alabama Securities Commission, as they go head to head to give advisors an insider's look at what the proposed rule really means for the future of their practices. From the pros to the cons, hear first-hand as these experts debate the recent SEC proposal to securitize equity indexed annuities. This is your opportunity to go one-on-one with the commissioners, gain insight into this hot button issue and prepare yourself for the future, regardless of the proposal's outcome.
Speakers:
Kimberly Shaul, J.D., Deputy Commissioner St. of Wisconsin
Jim Mumford, First Deputy Insurance Commissioner, Iowa Insurance Division
Joseph P. Borg, Director, Alabama Securities Commission (ASC)
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