Learn how to market and sell yourself in this industry — to grow your business and provide essential services to your clients. This is your chance to recharge your business with fellow professional sales and marketing consultants. Build your brand, promote your value, grow your practice.
Not only have I found that the TPA Growth Summit been a wonderful time for me to just focus on building my practice, but it has been a great resource for new relationships with other practice leaders and owners. The conference brings in great speakers with content I’ve been able to start using practically before I leave the room and I continue to use those resources! The Growth Summit has been worth every minute of my time and every penny spent. The speaker line up this year is fantastic, too! I wouldn’t miss it!
—Mickie Murphy, ERPA, QPA, QKC
Senior Manager, Blue Benefits Consulting, Inc.
It is a small and intimate conference focused on providing business owners, their salespeople and their marketing managers new and creative ways to market their firms and grow their practices. It is a collaborative environment; and the keynote speakers are second to none. They are truly experts in their field. I have learned so much from my fellow TPAs and all the speakers who have held the stage at the TPA Growth Summit.
—Shannon M. Edwards, ERPA, QPA, QKA, APA, APR
President, TriStar Pension Consulting
I have attended the TPA Growth Summit from the time it started. It has been a great way for me to learn how to better promote our business. It has also helped me fine tune the skills I need to be a better sales professional. It is always a great conference with wonderful speakers!
—Miriam G. Matrangola, Esquire, QKA, QPA
President, Atlantic Pension Services, Inc.
I have attended the TPA Growth Summit each year since it started. It is the conference I look forward to most. I really appreciate the collaboration between TPA’s and have always received great takeaways to implement into my own practice. Much of the information I share during presentations I received from collaborating with other TPA’s. That knowledge is invaluable to me and I know it is making a difference for our clients too.
—Eric Thorne, QKA, TGPC, AIF®
Senior Vice President, Business Development, National Benefit Services
• TPA Business Owners looking to grow their firm
• Sales/marketing professionals who work at TPA Firms
Opening Reception in Sponsor Lounge
Breakfast in Sponsor Lounge
Digital Persuasion: Ignite Your Influence
When you type, text or tweet a message to an employee, customer or prospect – how persuasive are you? When reaching out online to someone you don’t know – does your message influence others to give you a chance? Or ignore you?
Compelling communication in today’s digital marketplace is dependent on your ability to positively influence others to respond – without the power of face to face communication. In person, you have 8-10 seconds before someone decides how they feel about you and the message you are delivering.
Online, you have just 2.5 seconds – or the length of a mobile notification preview. Presenting a new idea, introducing a new initiative, or downloading a new direction begins with persuading your recipient – in just a few words – that what you have to say matters.
Erin will share the big mistake 90% of us make in our digital communications with our teams and customers. Her proven 3 step PUB method, used by clients ranging from The Academy Awards to the United States Navy, shows you exactly how to optimize your approach to elicit the responses and actions you’re looking for from your very next message.
Attendees will learn:
- How to improve your communication style to be more influential and dynamic
- How to avoid the number one thing blocking you from being your most persuasive self from behind the screen
- Erin’s proven, powerful 3-step optimization formula so you can create more compelling digital messaging
Erin King, author and keynote speaker
TPA Sales: What is the Secret Sauce?
Whether your existing sales methods involve a one-man-band, a dedicated sales staff, or maybe a hybrid of the two, this session will give you insights across the board from peers who have found successes and have found their way beyond obstacles across the complex sales cycle of retirement plan sales. This panel will cover the good, the bad and the ugly and will send you back to your firm with new ideas for leveraging existing business and relationships for upselling, referrals and opportunities for driving new business and surpassing your forecasted goals for new revenue. The market is bigger than ever due to COVID- you are now competing with TPA’s across the country. Younger HR teams, entrepreneurs, and plan sponsors may no longer respond to the traditional sales process. EVERYTHING is a relationship. So how do you build relational capital? – We’ll explore digital first sales practices, building relationships over zoom and the death of cold calls.
Facilitator: Katie Boyer
Lunch & Meetings on Capitol Hill
We hope to be able to conduct the face-to-face meetings on Capitol Hill, typically conducted during ASPPA Annual. If, however, in-person visits with your member of Congress or senator are not permitted in October, we’ll bring a super panel of top key decision-makers to you! They’ll focus on key retirement policy proposals. Take this opportunity to share your perspective with elected representatives on the retirement issues most important to you.
Virtual IMPACT Selling Fundamentals
2020 ushered in a sea change in the world of selling. Due to the global health crisis, travel bans, and meeting restrictions, selling has gone virtual. This dynamic is here to stay and requires new skills and a new way of executing to get sales results.
People behave differently in a virtual setting. They don’t engage the same way and are more easily distracted. How do we close the divide between the artificial nature of selling over video vs. traditional selling methods that rely on the natural connectedness people feel when sitting face-to-face? This workshop will help you make a faster transition to virtual selling and increase you or your team’s success in a virtual selling environment.
In the Virtual IMPACT Selling Fundamentals workshop, you’ll learn to drive value, develop strong relationships, and create a new coverage model that meets today’s reality.
What You’ll Learn
- Current reality that TPAs and advisors face in growing business in today’s environment
- How to leverage online technologies and tools for greatest sales and relationship success
- How to plan for a virtual sales conversation
- Keys to developing rapport, and how it’s different, in a virtual environment
- How to demonstrate the impact you can make in the advisor’s world
- How to create a specific plan of attack to win new advisor relationships with your recordkeeper
- partners and other centers of influence
- The new rules of engagement for a virtual and face to face coverage model that advances
Ami Tulley Lotka CFP®, Maximum IMPACT Partners, Inc.
Take the elevators at Gaylord National up to the 18th floor for a dinner escape unlike any other. With the best sips, sounds and scenes in the harbor, this modern lounge is the greatest place to enjoy a private dinner with our event partners!
ASPPA @ Night
It’s an ASPPA reunion! Join us for an action-packed evening of music, fun and games — ASPPA style! More details to come about this entertaining event.
Breakfast in Sponsor Lounge
Attitude of a Champion Leader! Your Attitude, Your Choice.
Attitude, mental toughness and the ability to change and adapt quickly are just a few characteristics that all champions possess. As a member of the Nebraska 1994 National Championship football team, and working with numerous companies, Aaron has a keen understanding of what it takes to achieve incredible results as a Leader. Today’s business environment is more competitive than ever before and it’s those who are able to focus when others fold, who consistently stay at the top!
- Individuals will learn strategies to remain mentally tough in a competitive environment.
- Individuals will be reminded to guard their mind!
- Individuals will be reminded of the importance of impeccable integrity and the power of passion.
- Individuals will be encouraged to never lose the ability to laugh at themselves and to enjoy the ride.
- Individuals will hear tips on how to adapt to change quickly and efficiently.
Aaron Davis, author and keynote speaker
Graff Your Response to PEP’s, State Mandates and Big Tech’s Impact to 401(k)’s
Will PEP’s be the next big thing since sliced bread? Depends on who you ask. We are delighted to rope Brian Graff into this highly toxic discussion that seems to have industry experts on one side of the pendulum or the other. Our goal is to advocate for both sides and better help you understand how to position your services moving forward. Should you be providing your own PEP offering, selling against it, consulting for the PPP or being “Fix it Felix” for the oversights that arise? So much to consider. Also, while we have OB1 himself, we will be gaining insight on the wave of state mandated plans, big tech buying up TPA shops and what is coming out of Washington next.
Brian H. Graff, Esq., APM, Chief Executive Officer, American Retirement Association