8:00 – 11:30 am
Charge Up Your Morning
Fraternal System 101
Coffee with Joe Annotti, President & CEO, American Fraternal Alliance
Training with Ken Smith:
- The most important factor in sales and serving your members
- Secret to success – making calls and starting a discussion
- Prospecting and free leads
- Presentation: Solving problems/The power of questions/Options
11:30 am – 12:30 pm
Lunch & Learn
- Fraternal System Statistics
- Products, Members, Chapters and More With Alliance Staff
12:30 – 3:30 pm
Afternoon Success Strategies
Training with Ken Smith:
- Overcoming objections
- What can we learn from McDonald’s?
- Seven common denominators of successful advisors
About Ken Smith
“Simply put, Ken Smith’s content is practical and directly relevant to what producers want to know to become more effective.”
Rogelio Cabral, Vice President of Sales, Catholic Financial Life
“Ken Smith is experienced and needs no guidance or direction. He will take the ball and run with it, if that’s what you desire.”
William “Jay” Manifold, Jr., CLU, ChFC, president, Woodmen Insurance Agency, Inc.
“Ken Smith is an engaging writer, speaker and trainer. Ken connect with producers because he has walked in their shoes and speaks their language.”
Frank Osborn, Marketing Manager, MWAGIA, Inc., Modern Woodmen Fraternal Financial
Ken Smith has many years’ experience both in field and home office positions. Prior to starting Ken Smith Sales Training & Consulting, he was director of health product sales with Assurity Life for over 12 years. Prior to that he was with Mutual of Omaha over 10 years as first vice president of critical illness and disability income.
After many years of delivering exceptional presentations aimed at the producers who sold for those carriers, Ken is now introducing his dynamic approach to the broader industry. Ken understands firsthand the challenges of the sales profession. He speaks hundreds of times each year to agent groups. He also understands fraternals – Ken speaks to fraternal agent groups and is himself a member of a fraternal.
About Ken Smith’s Methods
Ken’s training is based on his 35 years+ sales experience and his well-received book, Sales Lessons from the Masters which uses the principles from four of the greatest insurance sales people.
A principle is similar to a law of nature. Principles work 100% of the time. Principles are similar to laws of nature. The law of gravity states that if you drop a ball from the roof of a building, it will fall to the ground every time. The same is true with sales and success principles. Principles are the building blocks for successful life and career. Brian Tracy says that selling is 80% mental and emotional and 20% physical and technical. Ken’s training is unique that it is focused on 80% that is mental and emotional.
Attendees will find sessions interactive, engaging and entertaining – and they will depart ready to apply principles to help increase productivity, sales and better service to your members.
Attendees will receive copy of Sales Lessons from the Masters and access to audio version of book (which includes additional material).
For more details, please email Allison Koppel at the American Fraternal Alliance at firstname.lastname@example.org.