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(this is different than version 1.0)

What's the difference between Version 1.0 vs. Workshop Version 2.0?

In Boot Camp Version 1.0, Darren Sugiyama teaches the granular details of premium financing in regards to product, loan models, stress-testing - the highly technical elements.

Workshop Version 2.0 is completely different.

In this 2-day workshop, Darren teaches advisors how to position Premium Financed Life Insurance with high net worth clients, focusing on effective communication techniques, as well as how he built a $37 million insurance agency.  You will learn how to SELL premium financed life insurance in a completely different way.


November 13-14, 2023


Salt Lake City Marriott University Park
480 Wakara Way

Salt Lake City, UT 84108

1.0 & 2.0?

version 2.0 agenda


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 :)

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

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

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

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

Cocktail Networking Reception



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

Top 6 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

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

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

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


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To register for our upcoming Boot Camp 2.0 event, fill out your information below!

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