EXPO Experts - Back by Demand!! Every year, the EXPO attendees participate in a survey…and we listen to our participants. We're pleased to welcome back the 2004 highest rated speakers and welcome some new trainers. We'll keep you posted as we jam-pack Tuesday's program with the industry's leading sales experts. Breakout Sessions: Sam Geist Differentiate or Die Sam will present his stimulating well-received 90-minute presentation, Differentiate or Die. Sam provides actionable strategies for tangible results. After this informative seminar, you'll be able to:  Identify the areas of your company that will profit from differentiation Discover your unique point of difference and learn to capitalize on it Use a differentiated communication and marketing strategy Author of: Why Should Someone Do Business With You …Rather Than Someone Else www.samgeist.com Barry Farber THE POWER OF GOALS Setting Them and Reaching Them This program will combine practical hands on methods of goal setting along with strategies on maintaining motivation long after the workshop is completed. It will end with each individual creating a 30 day action plan that will be tied into their own goals. The seminar will be customized to the audience and industry to make sure the message is clear and results are strong. Larry Mersereau Marketing that makes Qualified Prospects come Looking for YOU Presented by: Larry Mersereau, CTC If you want your marketing to draw a steady stream of qualified, interested prospects… without breaking the bank to make it happen… this session is for you. You’ll discover the secrets top advertising “creatives” use to design and write marketing communications that will make your phone…and your “cash register” ring. You’ll learn Larry’s Magic Formula for Persuasion, and how to use it to add power to your own ads, brochures, mailers and web pages. Never again will you make the most common graphic design errors - costly errors even experienced marketers and expensive advertising agencies make all too often. You’ll learn how to capture your readers’ attention, walk them step-by-step through your riveting communiqué, and demand RESPONSE! Lorna Riley Build Your Referral Business Lorna's dynamic style and proven sales wisdom has made her a favorite among EXPO attendees. Her sales session, Build Your Referral Business, is one in our Sales Prospecting tracks. Return to your office with immediately applicable research-based techniques to build your referral base and out-produce your competition. Author of: 76 Ways to Build a Straight Referral Business, ASAP www.lornariley.com Jim Cathcart Relationship Selling We are pleased to introduce a new speaker to EXPO, Jim Cathcart. His 90-minute session, Relationship Selling, is widely acclaimed in the industry. Jim's revolutionary approach to selling challenges you to rethink how you connect with your customers, before your competition does. Learn the sales techniques to discover what to listen for; how to be natural in your selling style; and how to connect with the underlying elements of buying psychology. Author of: Relationship Selling: The 8 Competencies of Sales Leadership www.cathcart.com Bill Brooks How to Cross-Sell, Up-Sell and Maximize Every Sales Opportunity: How to Leave no Money on the Table While Satisfying Every Prospect and Customer Agents who attend this powerful, real-world program will learn: The real issue that causes most agents not to maximize every opportunity The 3-part strategy that will propel income and opportunity How to know when, how and what to propose at precisely the right time The critical difference between Needs and Wants and how to put that difference on your side   James Lloyd Dazzling Service Do our customers feel genuinely honored? The answer to this question could determine whether our business is mediocre or miraculous. Showcased in this session are customer service best practices from top producing agents throughout the nation. A Dazzling Service CD will be given to each attendee. This new extended workshop format is designed to engage you and allow you time within the session to process and create a personalized tangible tool – walk out of the class with a tool to boost your sales! Workshop: Gary Selick and Sandi Wong- Mining Your Business You've got the energy, have started a business and have great products to sell. How will you turn these three ingredients into a rewarding and competitive small company? Drawing from their work with many of the "Best Companies", including nearly 10 years with WellPoint, Sandi and Gary will guide you through the maze of management-babble to create a compelling agency. You will learn to: Communicate your unique value to current and potential members Set meaningful goals and review progress efficiently Build commitment with key stakeholders to your vision Set a growth direction for your agency You'll leave the session inspired and focused with a concrete plan of action. Louis Ashamallah Building a Web Presence for Your Agency: If you are not currently doing the majority of your individual health and specialty sales over the internet, you’re missing a huge opportunity and this workshop is for you. You will leave this workshop with a high quality web site and plan for promoting it. Karen Post Personal Branding for Professionals Karen Post, an author, former advertising agency CEO, visual merchandiser and marketing/ communication professional for nearly twenty years, brings a fresh, entertaining perspective to the challenge of personal branding in today’s competitive market. If your problem is that you have a “bad brand,” “barely a brand” or “no brand at all,” you’ll learn how to define, niche, package and leverage your unique self and prosper. Program addresses how to: Set accountable goals for career and personal life. Define your brand and all its engines. Research your target markets and competition. Map out a working plan. Execute with passion and consistency. Monitor and modify as needed. Author of: Brain Tattoos, Creating Unique Brands that Fit in Your Customers Minds www.brandingdiva.com   Terri Sjodin Creating a Winning Sales Presentation Terri has been a favorite trainer at every EXPO, and every year she receives the highest reviews from our attendees. Our newest additions to our program are half-day workshops.Terri will customize her New Sales Speak seminar specifically for EXPO attendees. This interactive session may require pre-event work for a more focused, individualized workshop. Master the art of compelling, polished sales presentations. Author of: New Sales Speak www.newsalesspeak.com Advanced Tracks: David Allen Getting Things Done - Mastering Workflow David started with EXPO as a breakout speaker with packed rooms and glowing responses. Last year, David presented his full-day seminar, Getting Things Done - Mastering Workflow with the same audience results. David returns this year to repeat this popular advanced track. These classes are limited and require attendance at a previous EXPO to participate. Learn to combine the methods of workflow management, steps to organization and the thinking process into a logical seamless system. Roger Dawson Advanced Track Session: Secrets of Power Negotiation and Persuasion Here’s an opportunity for you to spend a day with Roger Dawson, who is one of the top experts in the art of negotiating and persuasion. His books Secrets of Power Negotiating and Secrets of Power Persuasion are some of the best selling books in that field. You’ll learn how to close more deals and persuade even angry people at this fun-filled, fast paced in-depth seminar that individuals have paid up to $995 to attend.   The Afterburners Leaning Forward: The Power of Planning and Debriefing: Fighter Pilots at EXPO 2005? New this year! You won’t want to miss this high- energy, fast-paced and interactive program aimed at the agent working in a team environment- large or small! Afterburner is a group of top men and women fighter pilots that will be teaching an all day session at EXPO 2005. This unique session will focus on the tools and techniques of planning and debriefing- a part of their flawless execution model. This Session is sure to create a buzz at the event and well afterwards!