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2611DB06-B7E8-4E8F-A80C-2E2A6E3D8156_1_2

HEAR FROM
OUR PAST ATTENDEES

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BOOT CAMP 1.0

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boot camp 2.0

PREMIUM FINANCING

BOOT CAMP 1.0

DAY 1 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. – 11:15 A.M.

5 Different Lionsmark Financing Platforms

  • Least Client Outlay

  • Least Outside Collateral

  • Most Death Benefit

  • Best Retirement Income

  • Irresponsible PFLI Abusive Designs

 

11:15 A.M. – 11:30 A.M.

Premium Financed Life Insurance (PFLI) Comparisons

  • PFLI vs. Non-Insurance Based Investments

  • PFLI vs. Non-Financed Life Insurance

 

11:30  A.M. – 1:00 P.M.

How I Built A $37 Million Insurance Agency

  • Darren’s Crazy Journey In The Life Insurance Business

  • The Genesis Of Lionsmark Capital

  • The Takeo Effect:How To Overcome Adversity

  • How To Do Business Like a Samurai

  • The Power Of Gratitude

1:00 P.M. – 2:30 P.M.

Lunch (On Your Own)

 

2:30 P.M. – 3:15 P.M.

Lionmark Capital's Proprietary Backtesting Software Demo

  • Average vs. Actual Returns (yes, there is a difference)

  • Historical Index Performance

  • How IUL Charges & Crediting Actually Work

  • Analyzation of Historical Borrowing Rates

 

3:15 P.M. – 3:30 P.M.

15-Minute Break

3:30 P.M. – 4:30 P.M.

Panel Discussion: How Premium Financing Has Changed

  • Meet A Few Of Our Subject Experts

  • What Premium Financing Looked Like 20 Years Ago

  • What Premium Financing Looked Like 10 Years Ago

  • What Has Changed In The Last 1-2 Years

  • The Problems That Still Exist

  • Lionsmark Capital’s Solutions

 

4:30 P.M. – 5:30 P.M.

Case Studies

  • IRC Section 6166

  • IRA Rollovers

  • Rothish

  • Charitable Foundations

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

Cocktail Networking Reception


 

DAY 2 agenda

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

Different Lenders & Different Loan Terms

  • How Collateral Is Determined

  • 1-Year Variable Loans vs. Multi-Year Fixed Rate Loans

  • Differences In Loan Underwriting Between Different Lenders

  • Differences In Loan Terms & Minimum Requirements

  • Foreign Currency Exchange Loans

  • Using Real Estate As Collateral

  • Zero Collateral Loan Platforms

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

High Level Sales Coaching

  • Understanding What HNW Clients Really Want

  • How To Develop Your Unique Selling Proposition (USP)

  • How To Differentiate Yourself As An Advisor

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

15-Minute Break

 

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

Panel Discussion: Deficiencies In The Market

  • Meet A Few Of Our Subject Experts

  • The Industry's Standard Method Of Operation (SMO)

  • What’s Wrong With The Industry’s SMO

  • Brilliant Solutions For The Deficiencies In The Industry

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

Lunch (on your own)

 

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

Marketing: A Turn-Key Client Engagement Process

  • Establishing Advisor/Lionsmark Roles & Commission Splits

  • How To Use Our Marketing Email Templates

  • How To Use Our Appointment Booking Scripts

  • Architecture Of The First Client/Lionsmark Zoom Call

  • Custom Client Proposal Videos

  • How To Close & Drive The Next Step

  • The Policy Renewal & Loan Renewal Process

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BOOT CAMP

Workshop 2.0

Once you complete Boot Camp 1.0, our Boot Camp Workshop 2.0 is the next level of understanding the intricacies of how to sell premium financing properly. 

From the initial introduction of the concept... to mapping out the ideal client experience... to positioning yourself as an indispensable advisor to your clients, we will teach you the fine art of working with uber high net worth clients.

Darren Sugiyama will explain his business methodology and how he infuses samurai warrior principles into this business practice, as well as his secrets of how to build the right type of long-term business relationships.

In addition, this is a "workshop" event, not a "seminar," which means you will have the opportunity to see how we build a real "live" case from A to Z.  You will also get a "behind the scenes" look as several real case studies and learn what went well (and why they went well), and also what went horribly wrong in other cases (and why they went wrong).

This will be the most in-depth, transparently honest, and raw look at selling premium financed life insurance that you have ever seen.

SALES BOOT CAMP

workshop 2.0

DAY 1 agenda

10:00 A.M. – 11:00 A.M.

What Do 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 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 Objections

  • Listen To Understand, Not To Respond

  • How To Make Clients Feel Heard & Understood

  • Reframing The Categorical Box

 

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


 

DAY 2 agenda

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 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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