GAMA International Journal January-February 2014 - 47

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Leading Your Team to the Top of Their Game

Kelli McCauley

American National Insurance Company

McCauley & Co.

Russell W. Vandersteeg, CLU
MetLife

Achieve increased success by creating a common dream that
inspires your entire firm. Kelli and Russ will share the VAE
(vision, alignment, execution) model that engaged Russ's
leadership team in a mission to help their agents accomplish
enviable productivity, averaging $210,000 GDC per experienced
representative. Discover how to craft a shared vision for your firm,
develop initiatives that align your team with the vision, and get
your team to execute on the things that matter most.
Marketing Magnetism: Attracting Your Best Clients Without
Selling
Maribeth Kuzmeski

Red Zone Marketing, Inc.

Learn powerful marketing, communications, and positioning
strategies producing results for some of the nation's top financial
professionals - strategies that are mostly inexpensive, can be
implemented immediately, and are done without typical selling
strategies.
Monday, March 17, 2014

See Them Through the Fog: Helping the Next Generation

Kenneth L. Gallacher, FSS

3:00 pM - 4:00 pM

Dynamic Success Through Effective Mentorship

David W. Pence, CLF LLIF LUTCF
COUNTRY Financial

Groom your future leaders and improve new-advisor launch and
retention by implementing a mentorship program within your
organization. After using this program, David's team moved from
last in their region to first in just one year and is currently ranked
among his company's top agencies. David's mentorship program is
based on his experience in the Air Force and focuses on creating a
sense of team unity that now permeates his culture.
Linking in for Recruiting and Referrals

Georgette H. Geller, CLU ChFC
AXA Advisors

Connect with well-educated, high-income individuals from the
largest professional network, and fill your recruiting and referral
funnels by unleashing the power of LinkedIn. Georgette provides
the strategies she has used to grow her business through LinkedIn,
as well as specific tips and tools that will ensure your success while
protecting your network. Georgette will also share best practices
from social media experts to enhance your results.
The Making of a Successful First-Year Financial Security
Advisor
Matthew S. Roemer

Freedom 55 Financial

Discover how implementing a streamlined process when hiring and
onboarding new advisors can lead to reliably strong production and
retention results. Matthew, who has been consistently recognized
as a top recruiter within his organization, will share the tools and
techniques he uses to ensure he selects the right candidate - the
critical first step in producing a successful new advisor - as well as
the processes he uses to launch and hold them accountable.

go to http://gamaweb.com/lamp

Put an end to cold-source recruiting by developing a fun agency
culture geared toward successfully launching new agents. Kenny will
share the interviewing, onboarding, and accountability processes he
uses to engage his new agents and set them on the path to long-term
success. With a strong focus on organizational unity, Kenny's new
agents realize they can prevail in this often-challenging business.
Succession Planning: Are You Playing Offense or Defense?

Daniel J. Flynn
MetLife

Turn one of the industry's biggest challenges into a growth
opportunity for your firm. Implementing advisor succession
planning will provide service continuity for your advisors' clients
and protect their families and employees. Leveraging the power
of teams, Daniel reveals how you can assist seasoned advisors in
selecting a team to take over their practice, which will allow them to
realize the full value of their practice and foster further growth for
the business.
Resource Partner Special Session
Trustworthy Selling: Recapturing the Lost Art of Selling in
Your Training and Development Programs
Joey Davenport, CLU CLF CLTC
Hoopis Performance Network

This session will equip you with field-tested language and
techniques used by top producers to help your advisors overcome
procrastination and move prospects to action. Joey will also share
language and tools to increase the quantity and quality of referrals.
He will discuss ways to create a sense of urgency and offer tactics
proven to boost closing ratios by nearly 30 percent.
Why Leveraging "Unique Ability" Matters

Dawn Dellinger
Guardian Life Insurance Company of America

Keep your frontline managers focused on their strengths while
improving your agency's production, retention, and recruiting
results by implementing a team-based structure with individual
responsibilities for each manager. After shifting to this structure,
Dawn and her team increased continuity for advisors and staff,
improved job satisfaction for managers, and differentiated their
organization from their competitors. This restructuring created
deeper focus for each manager while fostering a greater sense of selfaccountability.
Tuesday, March 18, 2014

1:30 pM - 2:30 pM

Building a Culture of Accountability

Samuel Terrazzino, CFP LUTCF

New England Financial A MetLife Company

Empower your advisors to thrive by developing a system of selfaccountability. Over the past four years, Samuel has shifted the
focus of his agency from transactional sales to a planning mentality
that provides solutions for clients. In support of this cultural shift,
Samuel created an infrastructure that sustains advisor activity and
provides the benchmarks and tools to boost success, resulting in
an annual growth rate of 17 percent. Improve your accountability
structure with this step-by-step approach.

january/february 2014

GAMA International Journal January-February 2014

Table of Contents for the Digital Edition of GAMA International Journal January-February 2014