Blog

What Attracted Mutual of Omaha to Choose Trustworthy Selling? Mutual of Omaha implemented Trustworthy Selling as part of an organizational strategy to increase their advisor’s focus on needs-based selling over transactional selling or product-focused selling. The company went through the first step in its transformation strategy by revamping its systems to identify, attract and [...]

When Mass Mutual approached me about HPN and LIMRA’s Trustworthy Selling program, I asked a group of managers to review the program and determine if it was just “one more training program.” The feedback was that the training would not disrupt our existing training but rather would enhance what we were already doing. Baystate [...]

To make a connection with today’s modern, savvy consumer, financial professionals need to develop specific skill sets to achieve success – especially in a post-Covid world. These are often referred to as “soft skills” and their importance is paramount. Looking at this from the consumer mindset is a great place to begin. According [...]

While facilitating in a virtual classroom environment can be similar to delivering training in a live classroom, they are definitely two different “animals”. Even the most astute traditional facilitator needs to be aware of the latest technology tools and best practices available to create an engaging virtual learning environment. The world has completely [...]

What is Behavioral Economics? Behavioral Economics is the fusion of psychology and economics to explain human behavior as it relates to decision-making. The concept of behavioral economics had never been studied specifically in the insurance and financial services space. HPN and LIMRA identified 7 Behavioral Economics Techniques that, when applied to the sales [...]

With the growing cost of distribution and budgets being scrutinized, financial organizations will have to begin identifying more cost-effective methods to deliver training and development that is salable. In addition, the trend from the last decade where each firm is “entrepreneurial” and allowed to do it “their way” locally is, quite frankly, a [...]

Trust is the Critical Link In a recent MDRT study, 85% of consumers, across all generations, stated it was “more difficult to trust an advisor today vs five years ago.” However, only 59% of advisors believed that to be the case, representing a gap of 26%. And yet trust is the “critical link” between [...]

There’s a certain amount of content the home office should develop internally such as content pertaining to proprietary products and processes. However, when home offices attempt to develop content such as sales skills that really need more of a field perspective, that content typically falls flat. This content typically lacks field perspective and [...]

While facilitating in a virtual classroom environment can be similar to delivering training in a live classroom, they are definitely two different “animals”. Even the most astute traditional facilitator needs to be aware of the latest technology tools and best practices available to create an engaging virtual learning environment. The world has completely [...]

Over the years, the solutions developed by the Hoopis Performance Network have been field-tested in our “living laboratory”. This philosophy of being built “by the field, for the field” has served us very well since inception. As we transitioned into the sales training and management development space, we reluctantly had to accept the [...]