2025 August Trustworthy Selling
Trustworthy Selling Quick Start is designed for brand new recruits to get a fast start in the business. LIMRA and the Hoopis Performance Network have partnered to deliver the only sales training program designed specifically for the insurance and financial services industry. It is a training program that aids the development of reps so that they can settle in seamlessly. It was developed to be utilized in conjunction with your organization’s existing, proprietary initial training program. TS Quick Start provides new recruits with the skills, language and confidence they need to be productive immediately and sustain that success in today’s market. TS Quick Start plan is the only sales effectiveness program built by the industry, for the industry with proven results.
DAY 1: August 4, 2025 | 11:00 a.m. to 1:00 pm EST
Module 1. The Trustworthy Selling Approach: This module introduces participants to the Trustworthy Selling model and approach, designed to emphasize process, not product, by engaging consumers on their terms. It requires a keen understanding of buyer psychology and behavior in the marketplace and awareness of how trustworthy behaviors directly affect the sales process and the quality of relationships with prospects and clients.
DAY 2: August 8, 2025 | 11:00 a.m. to 1:00 pm EST
Module 2. Understanding Today’s Consumer: This module focuses on the latest LIMRA research and provides financial professionals with a deeper understanding of how consumers think about our industry’s products and services and the way we communicate about them. The module addresses how to establish trust and decrease the procrastination so prevalent with consumers today.
DAY 3: August 15, 2025 | 11:00 a.m. to 1:00 pm EST
Module 3. Understanding and Adapting Your Selling Style: This module focuses on the latest LIMRA research and provides financial professionals with a deeper understanding of how consumers think about our industry’s products and services and the way we communicate about them. The module addresses how to establish trust and decrease the procrastination so prevalent with consumers today.
DAY 4: August 22, 2025 | 11:00 a.m. to 1:00 pm EST
Module 4A. Business Development Strategies: In this module, participants receive strategies for identifying target markets, as well as specific techniques, tools, and resources to help them penetrate those markets.
DAY 5: August 29, 2025 | 11:00 a.m. to 1:45 pm EST
Module 4B. Tactical Execution and Prospecting Language: In this module, participants receive strategies and field-tested language proven to increase the quantity and quality of the referrals they receive.
NO CLASS: September 1, 2025 (Labor Day)
DAY 6: September 8, 2025 | 11:00 a.m. to 1:45 pm EST
Module 5. Engagement Strategies: This module focuses on the strategies and language to effectively engage prospects on initial contact. Financial Professionals learn how to overcome consumers’ preoccupations and motivate them to engage in the sales process. The module includes telephone, face-to-face and digital engagement strategies.
DAY 7: September 15, 2025 | 11:00 a.m. to 1:00 pm EST
Module 6. Collaborative Discovery: Each approach incorporated language that aligned to the four facets of trust – benevolence, integrity, dependability, and competence.
DAY 8: September 22, 2025 | 11:00 a.m. to 1:00 pm EST
Module 7a. Gaining Commitment: In this module, participants receive best practices to help them effectively present their solutions. They also gain practical understanding of the power of “story selling,” as well as connecting the features, advantages, benefits of their products and services during the close. We focus on LIMRA’s behavioral economics research, proven to increase closing ratios by 29%. (Part 1)
DAY 9: September 29, 2025 | 11:00 a.m. to 1:00 pm EST
Module 7b. Gaining Commitment: In this module, participants receive best practices to help them effectively present their solutions. They also gain practical understanding of the power of “story selling,” as well as connecting the features, advantages, benefits of their products and services during the close. We focus on LIMRA’s behavioral economics research, proven to increase closing ratios by 29%. (Part 2)
DAY 10: October 6, 2025 | 11:00 a.m. to 1:20 pm EST
Module 9. Seller Psychology: The ninth module in the Trustworthy Selling curriculum addresses the psychology of financial professionals themselves. This includes a look at how top producers in the industry think about the business. In addition, the module addresses mental toughness and the psychology of peak performance that will help to motivate participants and increase their confidence.
DAY 11: October 13, 2025 | 11:00 a.m. to 2:00 pm EST
Module 10 (Part 1) Trustworthy Selling Capstone: The overall objective of this Capstone module is to summarize, evaluate, and integrate the principles and practices learned during the experience. It is designed to help you make meaningful and relevant connections between the curriculum and your daily sales behaviors, so that you can grow your personal productivity now and, in the months, to come. In essence, we learn by doing, we don’t do by learning. This module will help you make that all-important transition from learning to doing.
DAY 12: October 20, 2025 | 11:00 a.m. to 2:00 pm EST
Module 10 (Part 2) Trustworthy Selling Capstone: The overall objective of this Capstone module is to summarize, evaluate, and integrate the principles and practices learned during the experience. It is designed to help you make meaningful and relevant connections between the curriculum and your daily sales behaviors, so that you can grow your personal productivity now and, in the months, to come. In essence, we learn by doing, we don’t do by learning. This module will help you make that all-important transition from learning to doing.
Program Requirements
INTERSESSION WORK (HOMEWORK)
After some of the live sessions, you will have assignments to complete. Assignments include blog readings, articles, and coursework within edu.ameritas.com.
A large part of learning will come from thinking about and discussing new concepts. Please come prepared to discuss your intersession work at the following session.
ATTENDANCE POLICY
You are expected to attend all online sessions of Trustworthy Selling. Because elements of Trustworthy Selling build upon previous sessions, any absence by a participant will negatively impact your ability to achieve the learning objective.
If you anticipate not being able to attend a session for any reason, you must immediately contact the Trustworthy Selling coordinator, who will determine appropriate measures to resolve the absence. Please note that an absence from any session for any reason may result in forfeiture of your seat in the class.
What You Need to Do Before the First Class
- Block off on your calendar or planner the appointed dates and times for Trustworthy Selling.
- Read the assigned pre-work
- Ensure that you have access to a reliable high-speed Internet connection and a working computer.
- Review the course outline and begin formulating questions you’d like to ask for each session.
- For best audio results, use a separate telephone connection, not your computer’s audio system, to hear and speak during the school. Speakerphone is not ideal; you must use a headset with
