December 2014

Unlocking the CEO Within

Add to Calendar 12/01/2014 2:30 pm 12/01/2014 4:30 pm Unlocking the CEO Within In today’s business climate, those professionals with a CEO mentality stand apart from their competition. Decision makers and potential clients will never treat you as their peer, let alone a trusted advisor or the solution to their needs, if you cannot act the part. Confidence begins with your own beliefs. This interactive session combines instruction and activities designed to help you identify and manage your role(s) within your business, challenge your belief systems. Flick the “mini me” off your shoulder who keeps holding you back, and learn how you can be the CEO of your business, regardless of the title on your business card. $195 investment Sandler Training Center - Bel Air 108 E. Wheel Rd, Suite 102 Bel Air, MD 21015 410-569-8803 keith.daw@sandler.com MM/DD/YYYY

President's Club: Negative Reverse Selling Part II

Add to Calendar 12/02/2014 8:30 am 12/02/2014 10:30 am President's Club: Negative Reverse Selling Part II Negative Reverse Selling Week Two: Perhaps the most powerful Sandler Selling System tool, learn why doing the opposite of what the prospect expects will keep you from getting between your prospect and the sale. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5168 keith.daw@sandler.com MM/DD/YYYY

Executive Briefing

Add to Calendar 12/03/2014 8:30 am 12/03/2014 10:30 am Executive Briefing This free seminar is designed for Business Owners, Executives, and Sales Leaders. During the workshop you will learn: •The three most common mistakes sales people make – and how to fix them •How to sound different from all of your competitors •How feature and benefit selling is actually costing you sales •How to shorten your sales cycle •How to get in front of more qualified prospects No charge,but registration is required for this event. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5168 kdaw@sandler.com MM/DD/YYYY

Prospecting for Insurance Producers

Add to Calendar 12/04/2014 8:30 am 12/04/2014 11:00 am Prospecting for Insurance Producers LinkedIn for Sales, NOT Marketing! Are you going to hit your 2014 sales goals? Do you know how to find enough new opportunities to exceed your 2015 goals? Rainbow International of Northeastern Maryland has partnered with Keith Daw of McDonell Consulting and Development to create a program for insurance producers to make it rain in 2015. Keith has presented this tactical training session to NAIFA and other industry associations, to show producers how to grow, grow, grow. Maximize LinkedIn is a strategic and tactical session focused on the most powerful prospecting tool on the planet to grow your business. If you are responsible for growing existing accounts or finding new ones, within specific industry segments, this is the training for you. If you are tired of battling gatekeepers or frustrated with how to speak to the decision maker within a company, this is the training for you. If you don’t know how to find your target audience within 30 seconds utilizing five different user-friendly tools, this is the training for you. And how is your introduction to them once you do get to talk to the prospect—how can you present you and your company as the best solution to their needs? If you are tired of attending networking events where you cannot find and/or speak with the key attendees you need to grow your business, this is the training for you. Maximize LinkedIn will train you to use LinkedIn efficiently and effectively to grow your business. Bring your laptop! Cost? We’ve established these meetings for those agencies that are interested in increasing the agency’s income by reducing loss ratios, utilizing Rainbow’s unique approach to minimizing claim losses. If your agency fits that description, your invitation is covered! Registration is limited to the first 20, so please call 410.836.2445 x104 or email lisa@remodelmaryland. This class is not available as a CE credit! 2228 Conwingo Road Bel Air, MD 21015 lisa@remodelmaryland MM/DD/YYYY

Management Class

Add to Calendar 12/08/2014 8:30 am 12/08/2014 11:30 am Management Class Management programs often revolve around “ivory tower” concepts and theoretical contextual frameworks. Participants learn the “what,” “when,” and “why” behind management theories. They are left, however, with the burden of discovering how to put theory into practice in real-world situations. The Sandler Management Solutions program brings both the “how” and the real world into the training room. The program emphasizes active skills training exercises and skills application specific to your actual goals and challenges and to your specific work environment. Sandler management training enables you to become more effective by helping you develop, refine, and apply the skills necessary for success in your most demanding management situations. These areas include developing accurate and functional job profiles and identifying and hiring the best-fit candidates; supervising, coaching, training, and mentoring your people to attain greater levels of success and become more self-sufficient; helping your staff members align personal and professional goals with department and corporate goals; and planning and executing strategic growth initiatives for specific market segments, geographic territories, and targeted accounts. As a Sandler-trained manager, you’ll not only understand what needs to be done, but you’ll be able to apply the skills you’ve developed…and get the job done efficiently and effectively. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5169 keith.daw@sandler.com MM/DD/YYYY

President's Club: Why Have a System Part I

Add to Calendar 12/09/2014 8:30 am 12/09/2014 10:30 am President's Club: Why Have a System Part I Why Have a System Week One: Discover the power of Sandler's comprehensive selling system and overlay it on your current sales approach. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5168 keith.daw@sandler.com MM/DD/YYYY

How to talk their language & Close more sales

Add to Calendar 12/09/2014 10:45 am 12/09/2014 12:15 pm How to talk their language & Close more sales Ever find yourself in a situation where you said and did everything ‘just right’ but yet the prospect just didn’t seem to get it? Feel like you relate quickly with some people and not so much with others? Learn the psychology behind behavioral styles, yours and theirs, and how to observe and adapt to close more sales. Participants will be assessed via the Extended DISC system and instructed on how to utilize their style effectively while adapting to cues from clients and prospects, adapting to their style and greatly increasing their likely to make the sale. $95 Investment Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5168 keith.daw@sandler.com MM/DD/YYYY

Executive Reception

Add to Calendar 12/09/2014 6:00 pm 12/09/2014 8:00 pm Executive Reception As 2014 comes to a close and we strategize and plan for 2015, we have invited executives from around the greater Towson area to meet one another and to offer best practices on how to close off the year successfully. Invitation only. Sandler Training 810 Gleneagles Court Suite 103 Towson, MD 21204 lori.rogers@sandler.com MM/DD/YYYY

Management Class

Add to Calendar 12/10/2014 8:30 am 12/10/2014 11:30 am Management Class Management programs often revolve around “ivory tower” concepts and theoretical contextual frameworks. Participants learn the “what,” “when,” and “why” behind management theories. They are left, however, with the burden of discovering how to put theory into practice in real-world situations. The Sandler Management Solutions program brings both the “how” and the real world into the training room. The program emphasizes active skills training exercises and skills application specific to your actual goals and challenges and to your specific work environment. Sandler management training enables you to become more effective by helping you develop, refine, and apply the skills necessary for success in your most demanding management situations. These areas include developing accurate and functional job profiles and identifying and hiring the best-fit candidates; supervising, coaching, training, and mentoring your people to attain greater levels of success and become more self-sufficient; helping your staff members align personal and professional goals with department and corporate goals; and planning and executing strategic growth initiatives for specific market segments, geographic territories, and targeted accounts. As a Sandler-trained manager, you’ll not only understand what needs to be done, but you’ll be able to apply the skills you’ve developed…and get the job done efficiently and effectively. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5169 keith.daw@sandler.com MM/DD/YYYY

President's Club: Why Have a System Part II

Add to Calendar 12/16/2014 8:30 am 12/16/2014 10:30 am President's Club: Why Have a System Part II Why Have a System Week Two: Discover the power of Sandler's comprehensive selling system and overlay it on your current sales approach. Sandler Training Center - Towson 810 Gleneagles Court, Suite 103 Towson, MD 21286 410-339-5168 keith.daw@sandler.com MM/DD/YYYY

Stress Free Prospecting Series - Phone Camp, Session 2

Add to Calendar 12/22/2014 2:30 pm 12/22/2014 4:30 pm Stress Free Prospecting Series - Phone Camp, Session 2 • Learn warm calling 2.0. • Differentiate yourself from your competition in 15 seconds. • Stop getting trapped in voice mail and have live conversations. • Discover your “Head Trash” that’s costing you money. • Leave voice mail messages that get returned. • Understand the psychology to overcome Call Reluctance and develop the right mindset • Interrupt and eliminate “salesy” patterns • Make a referral call that gets results • Make a “No-Pressure” Cold Call (How to engage & get past gatekeepers Cost is $250 for Session 1 & 2! Sandler Training Center - Bel Air 108 E. Wheel Road, Suite 102 Bel Air, MD 21015 410-569-8803 kmcdonell@sandler.com MM/DD/YYYY

Prospecting Boot Camp

Add to Calendar 12/25/2014 8:30 am 12/25/2014 5:00 pm Prospecting Boot Camp Investment: $625 per person. This clinic is designed to drastically reduce prospecting and cold call reluctance, while providing participants with a highly effective and alternative approach to generating new clients. Workshop attendees will be learning some of the most successful telepone sales strategies and communication tactics available today - techniques you can implement immediately to see real results - FAST! Sandler Training 108 E. Wheel Rd. Suite 103 Bel Air, MD 21015 410-569-8803 keith.daw@sandler.com MM/DD/YYYY

Connecting Over Coffee

Add to Calendar 12/31/2014 7:30 am 12/31/2014 9:00 am Connecting Over Coffee Once a month business development representatives gather together for the purpose of supporting one another, exchanging ideas and potentially business. 7:30-8:00 is open networking and from 8-9 we talk about strategies to open more doors and close more sales. $10 in advance or $15 at the door 810 Gleneagles Court Suite 103 Towson, MD 21204 keith.daw@sandler.com MM/DD/YYYY