Breakfast in the Exhibit Hall

Concurrent Workshops

Testing…1, 2, 3: Retirement Plan Math (Session 1 of 4)

This unique four-part series was specifically designed to provide a strong foundation for plan consultants who want to provide comprehensive consultative services. The series will cover plan opportunities by digging into plan design (and redesign), compliance, and calculation results and concludes with client communication best practices related to plan operations, potential decision points, and various changing situations available to/for the plan.

Session 01: Retirement Plan Math – The Ultimate Word Problem
To fully understand testing, it’s helpful to have a knowledge not only of the math, but the concepts underlying the tests themselves. Therefore, the first session in the series we will dive into plan math.

Why is Compensation so Complicated?

Garbage in, garbage out… and few things undermine plan compliance quite as consistently – or as disastrously – as inaccurate compensation information.  We’ll cover the three main code-based definitions of compensation, along with:

• Reviewing which exclusions require a compensation test
• Analyzing Post Severance Compensation
• Debating the use of the First Few Weeks Rule
• The impacts of Post Year End Compensation provisions

“Guide” Paths:  A Guide Inside Retirement Plan Investments

Okay, so maybe investments haven’t been your “thing.”  But there’s no time like the present to get “invested” in investment types, asset classes, target-dates, QDIAs, and expense ratios.  That’s right, we’re going to cover things like:

• Different share class requirements – and why they matter?
• What makes a QDIA a QDIA
• How TPAs can (and should) analyze investment expenses
• How revenue-sharing works on different platforms

Ethics “Cull”:  Actuarial Ethics and Professionalism (Part 1)

Drawing on real-life scenarios, this session explores ethical dramas you may face in your day-to-day practice and the ethical standards that must be applied.  You’ll also have the opportunity in a roundtable setting to discuss the issues at hand and present best practices for resolution – as well as:

• Apply appropriate business ethics to previous and potential lessons.
• Interact with other professionals to hear additional perspectives on ethical challenges.
• Discuss best practices for demonstrating professionalism, courtesy and respect.

Vision “Statements”: Developing (and Redefining) Your Vision and Strategic Plan

Yogi Berra once famously said “If you don’t know where you’re going, you might wind up somewhere else.”

Identifying and redefining your vision and strategic plan gives you and your team something to aim for and a map of how to reach the preferred destination. We’ll cover how to create or redesign your plan – and once in place – how to communicate it and ensure your team both understands, embraces, and lives it.

Available to qualified attendees

Grab-n-go Drinks & Snacks

Concurrent Workshops

“Test” Cases: Retirement Plan Testing (Session 2 of 4)  

This unique four-part series was specifically designed to provide a strong foundation for plan consultants who want to provide comprehensive consultative services.

Session 02: Retirement Plan Testing
Having mastered the math (session 01), this session is designed to help you better consult by providing the most optimal results in different situations – and how to evaluate the options available.  To do that, you need to know what steps occur in a plan each year – and here we’ll dive “deep” into plan testing.

Pay “Dazed?”:  Decoding the Compensation Puzzle

For those who just can’t get enough of the complexity of compensation in this scenario-driven session, we will drive into more complex compensation definitions, focus on which definition may be right for certain clients and walk through a 414(s) nondiscrimination testing scenario, as well as calculating contributions for Self-Employed individuals.

Sharpen your pencils for this interactive session in which you’ll learn:

• How to calculate eligible compensation from a K-1
• How to aggregate self-employment earnings and W-2 wages
• What can be done to correct a failed compensation ratio test
• Which definition of compensation may be right for your clients

EPCRS! You Made a Mistake – What’s Next?

Even retirement plans make mistakes – but, thanks to special programs from the IRS and DOL, there ARE ways to correct them! In this session we’ll cover case studies with “real life” examples and how to correct them, such as how to:

• Understand the differences in each correction program
• Determine which correction program/process to use
• Avoid most common mistakes in the first place.

Actuarial Ethics and Professionalism (Part 2)

When have you had to refer back to the actuarial code of conduct? What experiences have tested your ethical obligations? Have you ever felt torn between following the code and being ethical?  This is YOUR chance to share your ethical dilemmas and lessons learned, as we:

• Apply appropriate business ethics to previous and potential lessons.
• Interact with other professionals to hear additional perspectives on ethical challenges.
• Discuss best practices for demonstrating professionalism, courtesy and respect.

Leader “Shifts”: How Leaders Create and Master a Service Oriented, Engaged Culture that Fosters Employee Growth and Improves Employee Retention

Recruiting and retaining talent are some of the biggest challenges that leaders and business owners face – particularly in the midst of what some have termed the “Great Resignation.” As a leader, how can you create a service oriented culture where team members never want to leave and feel lucky to work where they do? How do you create a culture that fosters service, employee engagement and growth, and leads to employee retention because employee turnover is not only costly to you as a leader, but it can have a huge impact on team morale, draining focus for training and spread thinner taking on additional work – AND, it can cost you clients! In this session, you’ll find out:

• What exactly does company culture mean – and what could it mean?
• How to create a service oriented, engaged culture?
• How to design a roadmap for creating or building on current company culture.
• Action items to take back to your team.

Available to qualified attendees

Lunch in the Exhibit Hall

Deep Dives 75

Specialized 75 minute long sessions.

Building “Blocks”: Retirement Plans: Building, Designing, Maintaining, and Redesigning Plans (Session 3 of 4)

This unique four-part series was specifically designed to provide a strong foundation for plan consultants who want to provide comprehensive consultative services.

Session 03: Building, Designing, Maintaining, and Redesigning
Using the building blocks from the math (session 01) and the test (session 02), this session will cover topics including building, designing, maintaining, and redesigning plans to provide the most optimal results.

“After” Map:  Building a Post-M&A Action Plan

Plan consultants always seem to be the last to know about mergers and acquisitions! You might find out about these other entities during the onboarding of a new client or maybe three years AFTER an acquisition has occurred. Regardless of timing, in this session we’ll focus on:

• Strategies to effectively complete an M&A
• Common pitfalls and how to avoid them
• What to do when you find out about a surprise merger or acquisition

Correctional “Facilities”:  VCP – A Day in the Life (Well a Year In the Life)

To VCP or not VCP – That is the Question.  And we’ll answer it in a practical-focused discussion to:

• Analyze corrections that fall under VCP and debate correction options
• Walk through an actual submission and learn tips and traps of the filing process
• Gain an understanding on documentation requirements, timelines and common IRS responses

Open & Shut Case(s):  Actuarial Consulting from Implementation to Termination

What do plan sponsors need to know and how can you – as an actuary – effectively communicate all that is involved in taking a defined benefit plan through its life cycle? What do you choose to communicate at inception versus year two or in the future? What issues can a lack of communication cause at plan termination? In this interactive session we’ll tackle real life case studies and solve them together… from start to finish. We’ll:

• Outline the DB Plan lifecycle from inception through termination
• Review what communication is necessary for actuaries, TPAs, and plan sponsors to work together effectively

The Business Owners Roadmap: Seven Steps to a Business That Works (Part 1)

This EMyth session will present a way of thinking about your business, your life, and the relationship between the two that can forever change your business into one that not only truly works but gives you more life. EMyth a model for how to productively relate to the development of your business, your own growth as a leader and the results that you want your company to produce. The essence of this roadmap was originally created in 1977 when Michael Gerber founded the company. Since then, Michael’s ground-breaking ideas about building a small business that works have been incorporated into his series of EMyth books, including his bestselling, The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It, first published in 1986.

This keynote will set the stage and introduce EMyth’s Approach–the philosophy, core principles and a proprietary process–for developing a business that works.

Tricia Huebner, Coach Emeritus, www.emyth.com

Available to qualified attendees

Concurrent Workshops

Retirement Plan Client Communications (Session 4 of 4)

This unique four-part series was specifically designed to provide a strong foundation for plan consultants who want to provide comprehensive consultative services.

Session 04: Client Communications
The final session in this series will bring it all together with Client Communications. Regardless of your knowledge and technical proficiency, when there’s a “failure to communicate” that could all go for naught! During this session, we will use role playing scenarios to evaluate what to do and not to do in our communications with clients.

MEPs and PEP – Should You Jump into the Pool?

Have you considered offering – or maybe just been asked about offering – a PEP (Pooled Employer Plan) or a pooled arrangement?  Either way, this session will provide answers, including an understanding of:

• The basics of PEPs
• Which type plans are a good fit for PEPs
• The roles of a PPP (Pooled Plan Provider)
• Where the market is going and if PEPs a good idea for your firm

Court “Costs”:  Lessons from Litigation

COVID notwithstanding, the retirement plan industry has seen a record increase in court filings and litigation the past few years. With a laser-focus on fiduciary breaches and so-called excessive plan fees, what should TPAs and Recordkeepers know about current cases (including a recent decision by the United States Supreme Court) and their impact on retirement plan design and process.  We’ll focus on:

• Critical components of why these cases are being filed
• How to better understand how a case moves through the court system.
• How these cases may impact your business

Regulatory Radar: DB Regulatory Update 2022

A gigantic meteor may have wiped out the dinosaurs, but defined benefit plans are still very much with us and continue to evolve!  Who’s read the new 401(a)(9) regs? What about 417(e)?

There’s no better place to get an up-to-date overview of the evolving new regulations and recent IRS/Treasury guidance impacting defined benefit plans.  We’ll also:

• Recall guidance that has been recently released by the IRS and Treasury
• Identify situations in which the recent changes in the guidance may have an effect.

The Business Leaders Roadmap: E-Myth Hands on Peer-to-Peer Roundtable – Let’s Get to Work

During this roundtable follow-up workshop, we’ll drill down into the seven steps to:

• Discover ways to manage your time so you can go to work on your business, not just in it
• Ask the question: is your business giving you more life?
• Determine what you need to start/stop/continue doing to be an effective leader
• Assess your business operations and level of systemization
• Give you a template for creating a vision for your business, and your life, that inspires you
• Learn how to develop a high-performing team using a key EMyth management tool

Tricia Huebner, Coach Emeritus, www.emyth.com

Available to qualified attendees.

Roundtable groups will be assigned in advance and attendees be notified the week before the conference of their assigned roundtable group.

Beverage Break in the Exhibit Hall

TPA Growth Summit Reception

Sponsored by

Available to qualified attendees

Breakfast in the Exhibit Hall

Concurrent Workshops

Worldly Ways: Administering a Global Benefits Program

There’s a big old world out there, and a growing number of employers both hire and operate in countries outside the US. Join us for a session focused on untangling the administrative complexities that come with working in a global world.  We’ll walk through multiple case studies based on:

• Whether the entities are related
• Are the employees excludable or are they covered under the plan
• How is compensation paid to the employee accounted for
• Do tax treaty laws apply and what do they impact

Owner “Slips”: Controlled Groups – Ownership Matters!

Why are administrators always the last to know? Whenever you get the news, in this session we’ll work through the intricacies of a controlled group and how to communicate the requirements to the unsuspecting client, as we:

• Review controlled group rules
• Understand the complications inherent in controlled groups
• Analyze plan design and compliance testing options
• Discuss real-life fact patterns that have led to controlled groups

“Wrong” Headed?  DB Administration – When things go wrong (and they WILL go wrong)

Whether you’ve encountered problems with defined benefit plan administration – or just want to be prepared for that eventuality, this interactive (and participatory) session will provide an opportunity for an open discussion of challenging situations encountered during administration of defined benefit plans.  You’ll:

• Learn how to deal with complicated administration issues
• Have an opportunity to discuss with colleagues scenarios that you are unsure how to manage
• Learn how to more effectively communicate the issues and challenges to the plan sponsor

Robot “Tics”: The In and Outs of Automation: How to Get Started, Areas to Use it, Pitfalls to Avoid

You may not be familiar with Isaac Asimov’s Three Laws of Robotics, but it’s time to take the robot out of the human, courtesy of Automation or Robotic Process Automation (RPA) – a key component in digital transformation. It can help you boost productivity, reduce manual errors, and free your teams to focus on more fulfilling, high-value, strategic tasks, driving engagement, growth and profitability. Together, we’ll explore:

• What’s RPA
• Where to start
• How to get the buy-in
• Mistakes to avoid
• Lessons we’ve learned

Available to qualified attendees

Grab-n-go Drinks & Snacks

Concurrent Sessions

Fiduciary Duties: What is a Fiduciary?

Do you know the difference(s) between 3(16), 3(21), and 3(38)? Understanding and offering these various levels of fiduciary services can be tricky. In this session we will provide an overview of these services and focus not only on the differences, but the benefits of providing these services, as well as the risks. We’ll cover:

• The different fiduciary arrangements in the marketplace
• The benefits and risks associated with each fiduciary option
• How to help your plan sponsor decide which services are most valuable and appropriate for their situation

A Different and Complex World – Affiliated Service Groups

In this age of acquisition and business diversification, affiliated service groups are becoming more prominent. Using case studies, this session will focus on:

• The different ways those affiliated service groups are being formed
• The implications of being part of an affiliated service group, and
• How leased and shared employees are impacted.

Cash Balance “Cache”: The (Deep) Ins and Outs and All Abouts of Cash Balance Plans

If you’re a cash balance expert, this session is for you!  We’ll dive into the nitty gritty and focus on:

• How to deal with sticky situations like fluctuating assets with market rates of return, and high PBGC Variable Rate Premiums
• What interest rate assumption should you make to help avoid these situations and why?
• What other plan design choices can you make to mitigate some of these challenges?

When we’re done, you’ll be able to:

• Identify different allowable interest crediting rate assumptions and their impact on plan design and PBGC premiums
• Learn how to select an ICR and when a variable rate could be the right choice
• Explore the complexities of advanced Cash Balance Plan designs

Growth “Spurts”:  How to Manage Business Risk when Practices are Growing and Evolving

Growth and change often are accompanied by increased business risk(s), and whether your firm is growing organically or through acquisition, growth often requires new (or revised) processes, new collaborations, new employees, and obviously new clients.  That calls to mind key considerations like:

• How do we get our sales teams to sell plans where we have the expertise?
• How do we know a plan is a problem before we are engaged? What happens when you acquire a practice and inherit problems?
• Is it possible to motivate team members to follow processes (and be willing to change processes) to keep up with changing demands?
• What processes are in place to ensure every engagement has an Engagement Service Agreement and no deadlines on the engagement are missed?

We’ll examine these issues (and more) through the prism of Case Studies to evaluate how business risk can be managed and mitigated as you scale your business to meet your changing situation.

Available to qualified attendees

Lunch in the Exhibit Hall

Sponsored by

Deep Dives 75

Specialized 75 minute long sessions.

Response “Abilities”: “It’s just a retirement plan. I’m responsible for WHAT?”

Has your client ever said, “It’s just a retirement plan. I’m responsible for WHAT?” It may be “just” a retirement plan on paper, but there are duties Plan Sponsors are responsible for that many are completely unaware of, such as overall plan governance, understanding services and associated fees of the Plan.

This session will outline a fiduciary and plan committee overview, discuss service agreements and the identification of responsible parties and their fiduciary status.  And at the end you’ll be able to:

• Understand the basic responsibility of a fiduciary
• Understand the plan committee process, plan reviews and the documentation of findings
• Basics of the service agreement and each party’s responsibilities

Help! My Plan Failed Nondiscrimination Testing

If at first you don’t succeed…. Let’s face it, failing nondiscrimination testing often presents an opportunity – as well as a need – for creative solutions. However, this is not your “normal” testing refresher course. Rather, the session will dive deep into failed nondiscrimination and coverage tests, including ADP, ACP, 401(a)(4), ratio percentage and average benefits tests.

At the end, you’ll know:

• When to utilize techniques like disaggregation, restructuring, and shifting
• When QNEC or QMAC contributions are advantageous
• Plan design options to prevent or minimize future failures

Designer “Close”:  Combined plan design case studies (DB CORE)

This interactive session focused on advanced testing and design techniques is designed with the “hands on” practitioner in mind!  You’ll get an opportunity to design combined cash balance plans using the provided census data – and to apply the methods demonstrated during the session (BYO laptop to aid in the calculations).  You’ll be able to:

• Compare available options to use for nondiscrimination testing
• Understand what challenges arise from tricky plan designs
• Review the pitfalls in certain plan designs and how to avoid certain errors
• Identify plan design opportunities during testing failures

Driving Change: How to Motivate and Inspire Today’s Salespeople to Maximize Sales in Your Organization

Let me be the first to tell you this is NOT your traditional, boring, old-school sales presentation filled with regurgitated sales language, pushy tactics, ABC mentality, and antiquated sales techniques. It’s 2022, not 1992, and it’s time we learn how to teach salespeople how to sell effectively to our potential clients, with honesty, integrity, and humility.

My commitment to ASPPA is to deliver a memorable experience and engage your members with relevant content, fresh ideas, and tangible takeaways that will leave a lasting impact to inspire growth both personally and professionally.

One critical factor that determines how slow or fast we grow our companies revolves around sales. Most of us want to know how to increase sales and how quickly we can do it. A few questions need to be addressed if we want to know the answer to those two questions. 

• Do you understand how your salespeople are motivated and how to motivate them?
• Do you use the right tools to evaluate yourselves and your salespeople’s ability to sell?
• Do you effectively inspire your team with a purpose-driven, selfless, client-first culture?

Guess what? You’ll have concrete answers to all three of these very pertinent questions, amongst many others, and you’ll walk away with strategic initiatives, real-world solutions to these challenges, and specific processes to implement in your businesses to get your sales where they need to be.

Success in sales today isn’t about using magic selling systems built 50 years ago, manipulative techniques, or “used car salesman” techniques. Leading the salespeople of today is essential to your bottom line and must be an area of focus in your business if you truly want to thrive in this marketplace.

Steve Heroux, CEO, Victory Selling, www.victoryselling.com

Available to qualified attendees

Concurrent Workshops

“Gray” Matters a Discussion in Ethics

Life – and work – presents retirement plan professionals with any number of difficult scenarios that test your professionalism and even at times your personal and professional ethics. We’ll work through case studies that build on real-life interactions, encompassing challenging situations, the impact of decisions made, and how best to communicate with clients. We will also review the ASPPA Code of Conduct and Circular 230 – and don’t forget that Ethics CE credit!

“Required” Reading? New Rules with RMDs

In this session, we will focus on the new proposed (maybe final) Required Minimum Distributions rules – not to mention the timeline and how the SECURE Act has changed the RMD rules. Bring your examples and be prepared to work through real-life situations.

Retro, “Active?”: Retro Plan War Stories

It’s been said that timing is everything – but the timing of new plans has changed everything. With post year end plan adoption allowed under the SECURE Act we are all adjusting to new deadlines, and some new considerations.  What are best practices for implementing a retroactive DB Plan? What are the challenges with new and existing 401k plans? What did we learn from the 2021 tax season and how can we do better next year?  We’ll discuss all this, and at the end of the session you’ll be able to:

• Apply new deadlines available under the Secure Act
• Discuss best practices for implementing retroactive plans

Peer-to-Peer Roundtable: Looking to the Future and Driving Change

Steve Heroux, CEO of Victory Selling will follow-up his prior keynote and lead this peer-to-peer roundtable discussion where each roundtable will take what was learned in his previous session (driving change with new and different sales strategies) and determine how to apply these tactics to your firm.

Available to qualified attendees.

Roundtable groups will be assigned in advance and attendees be notified the week before the conference of their assigned roundtable group.

Beverage Break in the Exhibit Hall

ASPPA at Night

Sponsored by

Grab-n-Go Breakfast

Concurrent Workshops

“Out” Takes:  Plan Termination Strategies and Pitfalls

Particularly in this time of the so-called “Great Resignation” you can expect to receive several calls from clients who are ready to retire – and to take their retirement plan “with them.”  We’ll discuss real examples involving plan terminations, partial plan terminations, and mergers/acquisitions. Come prepared to learn:

• The differences between a full plan termination and partial plan termination
• Important deadlines and requirements
• How mergers/acquisitions impact plan terminations

NOTE:  Some basic knowledge about plan terminations will be helpful for this session.

Pension “Penchants?”: DB for Non-Actuaries

One for all?  Is there a checklist that one can go through to see if your client should add a DB plan? If only it were so easy. That said, a good partnership between the DB administrator and the actuary is a recipe for success. Join this session to be able to identify things to look for to consider introducing a defined benefit plan. Learn issues to communicate to both the plan sponsor and the actuary when the plan is in place to insure a smooth operation.

Regulatory Radar: PBGC Update

A panel of PBGC representatives will provide an overview of recently published PBGC guidance and program operations with hints, tips, and relevant information about their various programs. Bring questions you have come across on topics including plan terminations and audits, reportable events, coverage determination, and premium filing requirements.  They’ll address:

• Review recent updates from the PBGC
• Learn relevant information regarding PBGC’s program operations and guidance
• Discuss your questions with the PBGC
• Learn best practices for resolving issues and concerns

Recalibrate, Rewire and Reboot Your Brand (Part 1)

Each year you dive into your business. You look at topline and bottom-line numbers; evaluate what worked and what didn’t; discuss future goals and plans; and likely discuss marketing. Unfortunately, it’s very possible that your brand gets short shrift, unattended and dusty from years of neglect. At this point in the conference, you’ll have spent some time thinking about your business and drivers of success. This session? It’s all about how everything you’ve learned is absolutely related to how you show up in the world—your brand. What drives your brand’s success? What does it mean to recalibrate, rewire and reboot your brand? More importantly, how do you navigate this process without it costing more than 25 percent of your net profit? This is a two-part workshop. The concepts and considerations will be presented during the Part I. Deep industry research will be offered to support the case for retooling your brand and go-to-market strategy. In Part II, you’ll apply what you’ve learned through a step-by-step, practical workshop with a series of one-on-one hot seats with Sheri Fitts, a 30-year financial services sales and marketing veteran.

Sheri Fitts, Speaker, Consultant, Creator, Sheri Fitts & CO., www.sherifitts.com

Available to qualified attendees

Concurrent Workshops

Limits “Less”:  Yes, You Can Provide More Benefits to Only Highly-Compensated Employees

Nonqualified deferred compensation plans are often a significant component of a retirement program for highly compensated and/or key employees. More importantly as a practitioner the plan design, administration and compliance considerations are quite different from those affecting tax-qualified retirement plans.  We’ll:

• Discuss a variety of nonqualified deferred compensation plans and arrangements
• Compare and contrast differences of a 401(k) plan
• Understand basic complexities with 409A
• Understand funding methods for nonqualified plans

Notices, Notices, and More Notices

Have you noticed all the notices?  Administering a retirement plan can mean the fiduciary has to ensure that many disclosures are timely provided to participants.  Some disclosures such as the SAR & SPD generally need to be provided to all participants.  There are additional disclosures that must be provided when certain features apply like QDIA or automatic enrollment.  This session will provide a summary of what notices are needed and when as well as some best practices to ensure your plans are staying compliant with participant disclosures.  In this session, you’ll

• Understand the notice requirements
• Determine which notices are applicable and when
• Discuss best practices to ensure compliance

Question “Air”: Your DB Questions – Answered

You’ve got DB questions?  We’ve got the experts – and expertise – to answer the questions that you have encountered in your practice or questions that have been raised over the course of the conference. Bring your own technical defined benefit and other plan-related questions and get answers from industry experts as we:

• Interact with peers on technical issues and examine any outstanding questions from the conference.
• Collaborate with experts to receive feedback on pension related issues and questions.

Recalibrate, Rewire and Reboot Your Brand (Part 2)

This is a two-part workshop. The concepts and considerations were presented during the Part 1. Deep industry research will be offered to support the case for retooling your brand and go-to-market strategy. In Part 2, you’ll apply what you’ve learned through a step-by-step, practical workshop with a series of one-on-one hot seats with Sheri Fitts, a 30-year financial services sales and marketing veteran.

Sheri Fitts, Speaker, Consultant, Creator, Sheri Fitts & CO., www.sherifitts.com

Available to qualified attendees

Beverage Break

Vision “Statements”: Developing (and Redefining) Your Vision and Strategic Plan

Yogi Berra once famously said “If you don’t know where you’re going, you might wind up somewhere else.”

Identifying and redefining your vision and strategic plan gives you and your team something to aim for and a map of how to reach the preferred destination. We’ll cover how to create or redesign your plan – and once in place – how to communicate it and ensure your team both understands, embraces, and lives it.

Available to qualified attendees

Leader “Shifts”: How Leaders Create and Master a Service Oriented, Engaged Culture that Fosters Employee Growth and Improves Employee Retention

Recruiting and retaining talent are some of the biggest challenges that leaders and business owners face – particularly in the midst of what some have termed the “Great Resignation.” As a leader, how can you create a service oriented culture where team members never want to leave and feel lucky to work where they do? How do you create a culture that fosters service, employee engagement and growth, and leads to employee retention because employee turnover is not only costly to you as a leader, but it can have a huge impact on team morale, draining focus for training and spread thinner taking on additional work – AND, it can cost you clients! In this session, you’ll find out:

• What exactly does company culture mean – and what could it mean?
• How to create a service oriented, engaged culture?
• How to design a roadmap for creating or building on current company culture.
• Action items to take back to your team.

Available to qualified attendees

The Business Owners Roadmap: Seven Steps to a Business That Works (Part 1)

This EMyth session will present a way of thinking about your business, your life, and the relationship between the two that can forever change your business into one that not only truly works but gives you more life. EMyth a model for how to productively relate to the development of your business, your own growth as a leader and the results that you want your company to produce. The essence of this roadmap was originally created in 1977 when Michael Gerber founded the company. Since then, Michael’s ground-breaking ideas about building a small business that works have been incorporated into his series of EMyth books, including his bestselling, The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It, first published in 1986.

This keynote will set the stage and introduce EMyth’s Approach–the philosophy, core principles and a proprietary process–for developing a business that works.

Tricia Huebner, Coach Emeritus, www.emyth.com

Available to qualified attendees

The Business Leaders Roadmap: E-Myth Hands on Peer-to-Peer Roundtable – Let’s Get to Work

During this roundtable follow-up workshop, we’ll drill down into the seven steps to:

• Discover ways to manage your time so you can go to work on your business, not just in it
• Ask the question: is your business giving you more life?
• Determine what you need to start/stop/continue doing to be an effective leader
• Assess your business operations and level of systemization
• Give you a template for creating a vision for your business, and your life, that inspires you
• Learn how to develop a high-performing team using a key EMyth management tool

Tricia Huebner, Coach Emeritus, www.emyth.com

Available to qualified attendees.

Roundtable groups will be assigned in advance and attendees be notified the week before the conference of their assigned roundtable group.

TPA Growth Summit Reception

Sponsored by

Available to qualified attendees

Robot “Tics”: The In and Outs of Automation: How to Get Started, Areas to Use it, Pitfalls to Avoid

You may not be familiar with Isaac Asimov’s Three Laws of Robotics, but it’s time to take the robot out of the human, courtesy of Automation or Robotic Process Automation (RPA) – a key component in digital transformation. It can help you boost productivity, reduce manual errors, and free your teams to focus on more fulfilling, high-value, strategic tasks, driving engagement, growth and profitability. Together, we’ll explore:

• What’s RPA
• Where to start
• How to get the buy-in
• Mistakes to avoid
• Lessons we’ve learned

Available to qualified attendees

Growth “Spurts”:  How to Manage Business Risk when Practices are Growing and Evolving

Growth and change often are accompanied by increased business risk(s), and whether your firm is growing organically or through acquisition, growth often requires new (or revised) processes, new collaborations, new employees, and obviously new clients.  That calls to mind key considerations like:

• How do we get our sales teams to sell plans where we have the expertise?
• How do we know a plan is a problem before we are engaged? What happens when you acquire a practice and inherit problems?
• Is it possible to motivate team members to follow processes (and be willing to change processes) to keep up with changing demands?
• What processes are in place to ensure every engagement has an Engagement Service Agreement and no deadlines on the engagement are missed?

We’ll examine these issues (and more) through the prism of Case Studies to evaluate how business risk can be managed and mitigated as you scale your business to meet your changing situation.

Available to qualified attendees

Driving Change: How to Motivate and Inspire Today’s Salespeople to Maximize Sales in Your Organization

Let me be the first to tell you this is NOT your traditional, boring, old-school sales presentation filled with regurgitated sales language, pushy tactics, ABC mentality, and antiquated sales techniques. It’s 2022, not 1992, and it’s time we learn how to teach salespeople how to sell effectively to our potential clients, with honesty, integrity, and humility.

My commitment to ASPPA is to deliver a memorable experience and engage your members with relevant content, fresh ideas, and tangible takeaways that will leave a lasting impact to inspire growth both personally and professionally.

One critical factor that determines how slow or fast we grow our companies revolves around sales. Most of us want to know how to increase sales and how quickly we can do it. A few questions need to be addressed if we want to know the answer to those two questions.

• Do you understand how your salespeople are motivated and how to motivate them?
• Do you use the right tools to evaluate yourselves and your salespeople’s ability to sell?
• Do you effectively inspire your team with a purpose-driven, selfless, client-first culture?

Guess what? You’ll have concrete answers to all three of these very pertinent questions, amongst many others, and you’ll walk away with strategic initiatives, real-world solutions to these challenges, and specific processes to implement in your businesses to get your sales where they need to be.

Success in sales today isn’t about using magic selling systems built 50 years ago, manipulative techniques, or “used car salesman” techniques. Leading the salespeople of today is essential to your bottom line and must be an area of focus in your business if you truly want to thrive in this marketplace.

Steve Heroux, CEO, Victory Selling, www.victoryselling.com

Available to qualified attendees

Peer-to-Peer Roundtable: Looking to the Future and Driving Change

Steve Heroux, CEO of Victory Selling will follow-up his prior keynote and lead this peer-to-peer roundtable discussion where each roundtable will take what was learned in his previous session (driving change with new and different sales strategies) and determine how to apply these tactics to your firm.

Available to qualified attendees.

Roundtable groups will be assigned in advance and attendees be notified the week before the conference of their assigned roundtable group.

Recalibrate, Rewire and Reboot Your Brand (Part 1)

Each year you dive into your business. You look at topline and bottom-line numbers; evaluate what worked and what didn’t; discuss future goals and plans; and likely discuss marketing. Unfortunately, it’s very possible that your brand gets short shrift, unattended and dusty from years of neglect. At this point in the conference, you’ll have spent some time thinking about your business and drivers of success. This session? It’s all about how everything you’ve learned is absolutely related to how you show up in the world—your brand. What drives your brand’s success? What does it mean to recalibrate, rewire and reboot your brand? More importantly, how do you navigate this process without it costing more than 25 percent of your net profit? This is a two-part workshop. The concepts and considerations will be presented during the Part I. Deep industry research will be offered to support the case for retooling your brand and go-to-market strategy. In Part II, you’ll apply what you’ve learned through a step-by-step, practical workshop with a series of one-on-one hot seats with Sheri Fitts, a 30-year financial services sales and marketing veteran.

Sheri Fitts, Speaker, Consultant, Creator, Sheri Fitts & CO., www.sherifitts.com

Available to qualified attendees

Recalibrate, Rewire and Reboot Your Brand (Part 2)

This is a two-part workshop. The concepts and considerations were presented during the Part 1. Deep industry research will be offered to support the case for retooling your brand and go-to-market strategy. In Part 2, you’ll apply what you’ve learned through a step-by-step, practical workshop with a series of one-on-one hot seats with Sheri Fitts, a 30-year financial services sales and marketing veteran.

Sheri Fitts, Speaker, Consultant, Creator, Sheri Fitts & CO., www.sherifitts.com

Available to qualified attendees