COURSE AGENDA WEEK ONE

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1 COURSE AGENDA WEEK ONE Sunday, September 16, 2012 Registration and Opening Program 5:30 pm 6:00 pm Registration for Students & Sponsors/Sales Managers 6:00 pm 8:00 pm Welcome Reception & Program for Students & Sponsors/Sales Managers Mr. Michael Wilson, President International Foundation of Employee Benefit Plans Brookfield, WI Monday, September 17, :30 am 8:00 am Registration (Continued) National Program Director - Dynamics Sales Training Chairman/CEO Casswood Insurance Agency, Ltd. Clifton Park, NY 8:00 am 9:00 am Opening & Overview Students & Sponsors/Sales Managers Accident Insurance Service, Inc. Houston, TX 9:00 am 12:00 pm Dynamics of Selling Students & Sponsors/Sales Managers Traits of Top Sales Professionals Why People Buy 1:00 pm 2:30 pm Dynamics of Selling Students & Sponsors/Sales Managers Building a Selling Culture Introduction to the 3-Step Sales Process 2:30 pm 5:00 pm Dynamics of Selling Students & Sponsors/Sales Managers The Diagnostic Appointment Establishing Relationships Buying Styles The Positioning Statement

2 Tuesday, September 18, :00 am 8:30 am Review of Day 1 Focus on Value Selling and the 3-Step Process Students & Sponsors/Sales Managers 8:30 am 12:00 pm Dynamics of Selling - Students & Sponsors/Sales Managers Probing Skills with One-on-One Interactive Objection Skills Initial Training 1:00 pm 2:00 pm Review of Objection Skills Leading to One-on-One Interactive 2:00 pm 4:00 pm Dynamics of Selling The Diagnostic Appointment Review Step One-Diagnostic Appointment Questionnaire (DAQ) Building a Benefits DAQ DAQ Role Play 4:00 pm 5:00 pm Overcoming Objections Wednesday, September 19, :00 am 9:00 am Section 1 Health and Welfare Plans Introduction Background Teaberry Health and Welfare Benefits Practice St. Petersburg, FL 9:00 am 12:00 pm Section 2 Health Insurance Basics / Types of Plans Indemnity Plans Preferred Provider Organization (PPO) Plans Point-of-Service (POS) Plans Health Maintenance Organization (HMO) Plans Consumer Driven Health Plans (CDHPs)

3 Wednesday, September 19, 2012 (continued) 1:00 pm 3:30 pm Section 3 Financing Mechanisms Fully Insured Experience-Rated Arrangements Premium Delay Retrospective Rating Minimum Premium Self Funding / Administrative Services Only (ASO) 3:30 pm 5:00 pm Section 4 Funding Vehicles Trusts Captives Thursday, September 20, :00 am 10:00 am Section 5 Carve Outs Prescription Drugs Wellness Employee Assistance Programs (EAPs) Managed Mental Health 10:00 am 12:00 pm Section 6 Ancillary Products Dental Life Insurance Disability Vision 1:00 pm 3:00 pm Section 7 Flexible Benefit Plans Section 125 Flexible Spending Accounts Modular Plans Core-Plus Arrangements Cafeteria Plans 3:00 pm 5:00 pm Section 8 Voluntary Benefits Life Insurance Long-Term Care Insurance Accidental Death and Dismemberment (AD&D) Worksite Programs

4 Friday, September 21, :00 am 10:00 am Section 9 Retiree Medical Medicare Medicare Supplements Medicare Rx Medicare Advantage Mark J. Dunlop, CEBS, FLMI, CLU, ChFC, CFP, RHU, REBC, AEP, AFC, RFC Designed Benefit Incentives Des Peres, MO 10:00 am 12:00 pm Section 10 Legal Issues Health and Welfare Plan Compliance Federal / State Mandates Legislation Health Care Reform Mark J. Dunlop, CEBS, FLMI, CLU, ChFC, CFP, RHU, REBC, AEP, AFC, RFC 1:00 pm 3:00 pm Section 10 Legal Issues (cont d) Health and Welfare Plan Compliance Federal / State Mandates Legislation Health Care Reform 3:00 pm 5:00 pm Section 11 Current Events in Health Care Mark J. Dunlop, CEBS, FLMI, CLU, ChFC, CFP, RHU, REBC, AEP, AFC, RFC Saturday, September 22, :00 am 10:00 am Exam for Week One 10:00 am 11:00 pm Sales Ideas & Opportunities The International Foundation of Employee Benefit Plans Brookfield, WI 11:00 a.m.- 12:00 a.m. Seminar Selling 12:00 p.m. 1:00 p.m. Lunch 1:00 p.m. to 3:00 p.m. Case Study

5 COURSE AGENDA WEEK TWO Monday, September 24, :00 am 10:00 am Section 12 Insurance Company Functions 10:00 am 12:00 pm Section 13 Underwriting Basics Information Gathering Applications Rate Development 1:00 pm 5:00 pm Section 14 Agency Operations Commissions / Fees Licensing Sales Tracking Human Resources (HR) Help Line Agent-of-Record Letters Fiduciary / Fidelity Coverage Premium Billing / Accounting / Reconciliation Stewardship Reporting Tuesday, September 25, :00 am 12:00 pm Section 15 New Initiatives Value-Based Benefit Design Predictive Modeling Disease Management 1:00 pm 5:00 pm Section 16 Retirement Plans Background /History Defined Contribution Plans Defined Benefit Plans 401 (k) Plans Legislation / Compliance

6 Wednesday, September 26, :00 am 11:00 am Marketing Getting in the Door Marketing Campaigns Telemarketing Scripts Letter Campaigns Sales Seminars 11:00 a.m. 12:00 pm Individual Insurance Applications Buy/Sell Key Man Disability Carve - Out 1:00 pm 4:00 pm Dynamics of Selling Step Two Benefits Review Needs Assessment Working with the Insurance Company Representative Defining Your Value Proposition Confirming the Rules of the Game Purchase Decision Break at 4:00 - Resume at 5:30 pm Pizza and Goal Setting/Time Management 5:30 7:30 p.m. Dynamics of Selling Goal Setting Time Management Thursday, September 27, :00 9:00 am Exam for Week Two 9:00 am 12:00 pm Dynamics of Selling Step Three Presentation of Solutions The Proposal Presentation Skills The Followup Gaining Referrals Establishing the Service Contract Diagnostic Role Play 12:00 pm 1:30 pm Graduation Luncheon Ceremony

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