DAY 1

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9:30 A.M. – 10:00 A.M.

Registration Open

• Check In With The Welcoming Committee

• Receive Your Program & Name Badge

• Find Your Seat

• Most Importantly, Fill Up Your Coffee Cup :)

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10:00 A.M. – 11:00 A.M.

What Do Premium Financing Prospects Really Want

• What Prospects Say They Want vs. What They Respond To

• How To Develop A Strong Unique Selling Proposition

• Pretty Sure vs. Certainty

• Best Retirement Income

• Irresponsible PFLI Abusive Designs

 

11:00 A.M. – 12:00 P.M.

How To Create The Perfect Premium Financing Sales Presentation

• How To Break & Reset An Emotional State

• How To Use The Power Of Testimonials

• How To Use The Power Of Case Studies

• How To Establish Suitability

• How To Clarify The Next Step

 

12:00 P.M. – 1:00 P.M.

The Takeo Effect

• How To Apply The Samurai Code Of Honor To Business

• The Power Of Kintsugi

• Never Be Saddened By A Separation

• The Power Of Gratitude

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1:00 P.M. – 2:30 P.M.

Lunch (On Your Own)

 

2:30 P.M. – 3:15 P.M.

Crushing Premium Financing Objections

• Listen To Understand, Not To Respond

• How To Make Clients Feel Heard & Understood

• Reframing The Categorical Box

• Real Life Case Study (Dead Case Resurrected)

 

3:15 P.M. – 3:30 P.M.

15-Minute Break

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3:30 P.M. – 4:30 P.M.

Interview: Michael Pachuta Interviews Darren Sugiyama

• The Three Most Valuable Lessons Darren Has Learned In Business

• How To Play The Long Game

• The Building, Destruction, Rebuilding, & Recalibration Of His Business Model

• The Evolution Of Lionsmark Capital

 

4:30 P.M. – 5:30 P.M.

How To Develop Long-Term Business Relationships

• The Right Approach & The Wrong Approach

• Proper Business Etiquette & Improper Business Etiquette

• Identifying Givers vs. Takers

• How To Properly Partner With The Right People

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5:30 P.M. – 7:30 P.M.                     

Cocktail Networking Reception

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DAY 2

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9:00 A.M. - 10:00 A.M.

Top 7 Mistakes Advisors Make With High Net Worth Individuals

• Beginning & Ending Client Meetings With The Wrong Salutations

• Attempting To Build Disingenuous Rapport
• Thinking You Are Being Judged On Cumulative Value Of Your Content
• Using The Wrong Closing Language
• Poorly Communicating Updates
• Poor Management Of Client Expectations
• Trying To Convince/Close/Sell

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10:00 A.M. – 11:00 A.M.                   

Live Premium Financing Case Study Workshop

• Darren Builds An Attendee's Case In Real Time

• See How A PFLI Case Should Be Built From The Ground Up

• Q&A Discussion Regarding How To Present To A Real Client

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11:00 A.M. – 11:15 A.M.                 

15-Minute Break

 

11:15 A.M. – 12:15 P.M.                 

Panel Discussion: Learn From Top Industry Experts

• How To Identify A Niche Market

• How To Build Client Referral Relationships With Attorneys

• How To Build Client Referral Relationships With CPAs

• How To Deliver True Value & Become A Resource Partner

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12:15 P.M. – 1:30 P.M.                   

Lunch (on your own)

 

1:30 P.M. – 3:00 P.M.                     

Case Studies: Some Good, Some Bad, & Some Super Ugly

• How Some Cases Were Resurrected

• Why Some Cases Died On The Vine

• What The Ideal Client Journey Looks Like

• How To Set Yourself Up For Success In Premium Financing