Professional Life and Annuity Agent- RockStar

Professional Life & Annuity Agent

RockStar

Whats Inside: The RockStar Event | A Million Dollar Day | Marketing YOU

Camp IUL is held at our home office in Laurel, MS

Table Of Contents

WE COVER • Sales concepts

• Prospecting

• In-depth training on IUL’s

• Advanced concepts and annuities

• Marketing

• Product training

Letter from Danny.....................................4

Laurel to Biloxi........................................22

RockStar Road case.................................5

A Million Dollar Day—Danny Rasberry...... 24

From Weleetka to the World Stage..........6

Q and A with Mallorie Rasberry.............28

Camp IUL.................................................10

Back Where I Come From.......................30

Making a Difference—Jim Rasberry’s Commitment to America........................12

Q and A with Danny Rasberry................34

AGENDA..............................................15

And lots more!

You can register for our next Camp IUL at www.rasberrypg.com/events

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October 2018

T

hanks for opening our “RockStar” edition of Professional Life and Annuity Agent.

I’ve been in this business for over thirty- one years, and over that time I’ve noticed that many agents can be categorized as one of three marketing typesDesperate, Complacent, or RockStar.

Desperation marketing begins with striking at every new opportunity that comes around. Because the agent is licensed, they tend to put every type of insurance into their sales bag, which leads to distraction. It is almost impossible to succeed in that fashion as it is difficult, at best, to be an expert in all fields. Additionally, how can you possibly market your business if your business is everything?

“Yeah, I do that too” is a common response from many of these agents. But the big deals? Well, they go to the experts. We know however, how difficult it can be to make the serious decision of where your expertise lies.

The reason agents resort to this type of marketing has a lot to do with self- confidence and a desperation to pay bills.

All three types of marketers need support in their business, which is why we decided to undertake the challenge of hosting an event that will push all agents to the next level.

Our first “The RockStar Event” will be in Biloxi, Mississippi, from November 5-7, 2018, at the beautiful Golden Nugget Hotel and Casino. Agents of all three types are welcome. If you are ready to change your life and practice, this event will be a great first step on your journey to improvement.

If you are a RockStar, consider making a change to a unit that feels your love for this industry and your marketing! We’re a team that revolves around you because we know what it’s like to wake up on a Monday morning and not know what to do next, and we also know what it’s like to fall into a complacent mentality and take life for granted.

We’ve been there! There’s not much we haven’t seen over the years in the market.

We feel like it’s our job to bring you a continual flow of prospects and to help market your practice like never before. Enjoy the magazine. If you see something you like, reach out to us and let’s talk!

Complacent marketing develops after an agent has established themselves in the community.

They may have an office with an assistant and, over the years may have allowed themselves to get comfortable in their business. No upgrades, no new technology, and no marketing budget.

My hope is that I’ll get the opportunity to meet you in Biloxi in November!

Simply an agent who falls into this category can land at a place in life that lends itself to self-destruction.

The same clients, same offerings, and the resistance to the idea of spending money on their practice.

Each year passes, the numbers decline just a bit and self- confidence begins to fade.

Rasberry Producer Group

The “RockStar” marketers are agents who have taken over the town! They constantly attend networking events and host gatherings, and they stay on top of the trends, keep up with the markets, and burst out of bed each morning excited about the opportunities ahead of them. They act like RockStars because they are RockStars!

Sincerely,

Danny Rasberry

THE

ROCKSTAR EVENT

“ Breaking out

of the ordinary ” Brought to you by: Rasberry Producer Group

SAVE THE DATE

NOVEMBER 5TH – 7TH THE GOLDEN NUGGET – BILOXI, MS 4

ROCKSTAR Professional Life & Annuity Agent

www.therockstarevent.com Rasberry Producer Group

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FromWeleetka to the

World Stage By the time I started Kindergarten, I knew this is what I wanted to do.

This is how Amber Hayes describes her love for entertaining. While her parents were going through a divorce, her grandmother enrolled her in dance lessons in order to divert her attention.

Amber was so shy she would hide under the table. So, her dance teacher got her to come out by asking her to sing. It was if a star was immediately born. Her dance teacher called her grandmother and said, “Did you know Amber can sing?”

By the age of eight, Amber was performing all over the Midwest at state fairs, festivals, corporate events and theatres, with her own road show, “Amber and Friends.” “It was so much fun”, Amber recalls. “I would change outfits backstage while dancers performed in between songs. We did a variety of musical segments from Country to Gospel and Pop. And I always ended the show with a patriotic medley.”

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ROCKSTAR Professional Life & Annuity Agent

Soon she was named Globe Magazine’s “America’s Ten Most Beautiful Children” and was a finalist to be on Disney’s “Mickey Mouse Club” with Britney Spears, Justin Timberlake, and Christina Aguilera.

But ultimately, she and her family decided to not make the move to Florida, where the show would be taped, because it would separate the family.

While Amber was attending High School in Weleetka, Oklahoma, she continued to perform, record her music, and enter as many contests as she could. At one of the singing competitions, Country Music Hall of Famer Jean Sheppard was on the judging panel. Right after the contest, Jean found Amber and asked her to come to Nashville to be her backstage guest at the Grand Ole’ Opry During her trip to Nashville, Amber made the decision to move. Jean really encouraged her to make the move to Music City, but told her she needed to finish high school first. So, two weeks after graduation and barely 18 years old, Amber packed her car and her dreams and headed 9

hours to Nashville. “When my mom got me settled in to my apartment, she headed back to Oklahoma.

I cried for hours. After a few days, I got in my car and drove straight back to Weleetka. It didn’t take me long to realize that wasn’t going to get me where I wanted to go with my life, so I returned to Nashville and never looked back.”

Amber’s first serious foray into the business was in theater, and after landing numerous gigs at the local and regional level, she was cast at Kathy Twitty in the national touring Conway Twitty Production “Conway Twitty: The Man, The Music, The Legend...The Musical”. While she travelled across America performing over 200 dates with the musical, she continued to write and record her debut album, which ended up landing her a record deal. F

AMBER HAYES

an American Country Music Artist-Songwriter-Entertainer • 3 Top 40 Singles • 2 Top 30 Singles • Billboard Magazine’s “One To Watch” in 2013 • Featured in the motion picture “Cowgirls N Angels” and “Dakota Summer ” •

Current single “To A Boy” impacting radio in 2018

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It didn’t take long for Amber to begin making her mark on the music industry. Steven Goldman, a three time CMT Music Video Director of the Year called Amber “a rare talent in this business”.

Jim Limarill of the famed WSM radio station, which is home to the Grand Ole’ Opry said, “Amber Hayes has brought back the tradition of Country Music.” As an independent artist, she snared five Top 40 singles, with her biggest hit being “Any Day Is A Good Day”. “It is one of my favorite songs that I’ve written not because of the radio success, but the impact the song has made on so many lives. I really love to sing, but I especially like to hear my music has helped someone get through a tough situation, or has lifted someone’s spirits on a bad day.”

Amber’s career didn’t stop at theater and singing. It wasn’t long until the movie industry came calling. The director of the major motion picture, “Cowgirls-n-Angels” and the seguel, “Dakota’s Summer” contacted Amber about using several of her songs in the films. Those opportunities then led to her actually getting a role in both movies. “The movie experiences were so cool! The whole process is so different that the music world and I was so thankful I got to be a small part of it. I was so excited that my family got to go to the movie theater in Shawnee, Oklahoma to see me sing and act on the big screen”, says Amber.

Amber has had the fortune to perform in many unique situations and places across the world. She’s sang for the US troops in the middle of the Indian Ocean, toured in China, Japan and Sweden, sang the National Anthem for the NFL and NBA, and has opened for sold out shows with George Jones and Reba McEntire, her childhood hero!

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ROCKSTAR Professional Life & Annuity Agent

Maybe the most important experience Amber has taken from her entertainment career is to never give up - keep putting one foot in front of the other - and do something every single day to reach your goals.

Fate has a way of bringing passions together though, and her life took a turn in November 2014 when she accepted an offer to be on Danny Rasberry’s country music tour called, “The American Legacy Tour.”

Right after college, she even owned her own fitness club for women. She appeared in an episode of HGTV’s “Home Town” as a new home owner who was remodeling a 1920s home. In Nashville, she owns vacation rental properties throughout the city.

“I didn’t know Danny. My booking agent just told me that I was going to go on tour with this promoter from Mississippi who had acts like Ronnie McDowell and Confederate Railroad on the tour as well.

She’s one busy entrepreneur.

“Before long, we were playing shows at major theatres, backyards, and living rooms. It was unusual, but I was intrigued. A different life insurance agent hosted an event each night as our buses sped through the country to the various venues. I had the opportunity to meet so many new people and I really enjoyed the gatherings.

“At the end of the tour, I asked Danny if we could talk the next time he was in Nashville. A couple of weeks later, we had dinner and he explained his unique marketing concept in full to me. He mentioned to me how the life insurance industry was so much like what I did. On the spot, we came to an agreement for me to become part of the team, and what a journey it has been.”

Honor recipient with an amazing story of valor in Vietnam’s A Shau Valley. His book A Tiger Among Us is a must read. My entire family carries that same “all in” focus.

“As an artist, you must have a process and you must know your craft, just like a professional life and annuity agent. But, one of the most important aspects of a successful career is the marketing of YOU. I developed the “RockStar in Your Home Town” concept with Danny three years ago, and it’s a proven process that works if you’re willing to put the hours in! I’m so proud to be able to help new and veteran agents in their quest to meet new people and tell their stories. T

“The life and annuity business is one of the greatest opportunities in America.

I can’t wait to see what tomorrow brings.”

Rasberry put Hayes in charge of pending business on her first day. Within three months, pending had made a complete turnaround at Rasberry Producer Group. Rasberry then asked her to learn new business and to head up future gatherings.

Today, Hayes’ has taken on the role of Senior Vice President with Rasberry Producer Group overseeing pending, new business, and marketing divisions.

“As I look at this industry, I’m amazed at how it is so much like the life of an independent artist in the music industry. First, you have to have a strong work ethic and you must maintain an ethical code in everything you do. I come from a family of hard workers who never give up. My great uncle, Bennie G. Adkins, is a Medal of

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“

Consider A Camp IUL

As agents, we know that

85% of Americans are without a pension plan.

We also know that

TWO

OUT OF

THREE

SMALL BUSINESSES don’t have a savings benefit plan in place.

I believe it’s THE most important benefit that an employer can offer.

R

emember the years you attended camp as a child? Camp was fun—a learning experience like none other, where you worked with others to obtain goals, learned valuable lessons, and forged lifelong friendships. Now, imagine gathering around a conference table surrounded by other agents who are ready to dig in to learn more about how you can help your clients with accumulation and protection. A place where you can enjoy your time in a laid back environment, taking as much time as you need to conquer your understanding of product and concepts.

Almost every month, Rasberry Producer Group offers a week-long camp to teach life insurance agents everything there is to know about the policies and annuities they offer. At Camp IUL, they will learn everything from the basics to advanced principals concerning life insurance and annuities. The week is split into three segments so that an agent can easily grab the information they need as their schedule permits.

The basics courses start on Monday afternoons at 1 p.m. and continue until lunch on Tuesday. These trainings cover the sheer basics of life insurance and annuities. Agents will gain a better understanding of the definitions of expenses and will become familiar with what a product can do and, sometimes even more importantly, what it cannot do.

Beginning on Tuesday afternoons until Thursday evenings, the heart of Camp IUL kicks in. Concepts like the “Protection Plan” and “Child Asset Builder” are explained in detail, and agents can get the low-down on the process of marketing, prospecting, seminars, selling, and service. We take time to show the various benefits of annuities, digging deep to show you how and why they perform.

On Friday mornings, we move on to more advanced concepts like Premium Finance, Buy/Sell, COLI, and product design.

In an interview with Danny Rasberry, CLU ChFC, he explains why the work we do is so important.

“We’ve been doing Camp IUL for over five years,” he says. “We’ve seldom had an empty seat, which is great!

Agents want to learn new concepts, new ideas, and refresh themselves on many of the basics.

“For the true professional in the business, our camp is a must. This kind of atmosphere gives agents an opportunity to have conversations with other agents, on top of the educational aspect. This business is hard enough; being out there by yourself without support makes it overwhelming.”

In addition to Camp IUL, Rasberry Producer Group also offers a three-day training event that happens every other month: our “Protection Plan” education course.

“I’ve been doing this for thirty-one years,” Rasberry said. “It is tragic that the people of our country have not been saving. One of the reasons for this is, there’s only a few agents, advisors, and planners in the field who’ve taken on the task of helping the average American understand the importance of life and retirement planning. The “Protection Plan” seminar is designed to help the focused agent understand and prepare for each step of the process. It’s imperative that we tell our story. As agents, we know that 85% of Americans are without a pension plan. We also know that two out of three small businesses don’t have a savings benefit plan in place. I believe it’s THE most important benefit that an employer can offer. Our system is geared toward the employer, but it can be done in a seminar setting as well for non-employers.

“The three-day training will help any agent who makes the effort to be there. To be successful, agents need to have a basic understanding of 401ks, IRAs, Indexed Universal Life, and other asset builders. Our course takes that basic understanding and ramps it up so that you will be confident in your training, which will enable you to have lively conversations with others about retirement.

“

“I’m passionate about helping others save—we need to help persuade prospects to make savings one of their top five priorities. By doing this, we will save so many families from financial ruin.” T For more information about Camp IUL or our Protection Plan training, give Sarah Tyner a call at 601-649-2822.

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ROCKSTAR Professional Life & Annuity Agent

Rasberry Producer Group

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Making A Difference with Jim Rasberry

JIM Rasberry Founding Member of Laurel Main Street HGTV Home Town Cast Chairman of the Jones County Economic Development Authority Laurel School District Board Member Co-Owner of Laurel Mercantile Made in USA advocate Rasberry Financial Services Historic Real Estate developer

The elder Rasberry completes the story.

T

hat’s how Jim Rasberry sums up his career in the life insurance and investment business.

Watching his dad from the beginning of his career, young Jim worked in the office, shuffled papers, and greeted clients when they came through the door.

“I knew dad was passionate about helping others, and I grew up loving the idea of doing the same,” he said.

“I remember how much he always loved the downtown area. It was normal for him to purchase a building, renovate it, and make it a functioning building again, which kind of rubbed off on me as well!”

Bethany Byrd once wrote about Rasberry and his vision of community success, “When you want to see your city succeed, there is a deeper part of you at work, a part that wants to go beyond finding success just for yourself and finds it for others as well.

“When you have a passion, you seek out those with the same sparkle, and together you begin to see change come about. That’s Jim Rasberry.”

In high school, Rasberry won the state golf championship and moved on to play at Jones Junior College where, once again, he won the state’s championship.

While at Jones, he got his life and health license. “I was heading to Mississippi State University to play golf,” Rasberry said, “but about two weeks before classes started, I walked into dad’s office and asked him if we could talk.”

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ROCKSTAR Professional Life & Annuity Agent

“Well, I’ve pretty much been in the business since I was five years old.”

He closed the door and I wasn’t sure I knew what he was going to say next. He sat down across from me and told me that he didn’t want his life to be about golf but rather that he wanted to follow in my footsteps in the life insurance business.

However, he wanted to do personal production.

“I was thrilled, but I told him that I wasn’t going to protect him. I’ve seen it happen too many times before where agents bring in their sons and daughters who never really learn the business. I didn’t want that to happen to my son, so I gave him an almost impossible task: to visit thirty people in the coming week and show them the value of an indexed universal life plan.

“Part of our plan was that he and I would not talk until 5 p.m. the following Friday. That Friday morning, he came by the office with his golf shoes and bag in hand. He said to me, ‘Hey, dad, I’m playing golf today. I’ve finished that task, so do you want to talk about it now or at five this afternoon?’“Frustrated, I said, ‘Sure, we can do it now.’ I couldn’t believe he had given up with just a day to go. ‘How many people did you see, son,’ I asked. He replied, ‘I saw 33, dad.’ I replied, ‘Wow. Did you sell any policies?’ ‘I sure did, dad,’ he smiled. ‘I sold 33.’”

That initial task started his career. Of those thirtythree policies, only one has lapsed in the past seventeen years. Jim went on to the University of Southern Mississippi, where he received his

degree in Business. He also picked up his Series 7, 65, and 63.

In 2006, the young Rasberry headed up a team of local business leaders and flew to Washington, where he introduced the group to the National Main Street Foundation. Using the process modeled there, the group of business leaders began to redevelop the Laurel downtown area. The results were astounding. The downtown area was transformed from boarded-up buildings to a vibrant downtown comeback story of thriving retail businesses.

“Success comes when people work together,” Rasberry told the Mississippi Business Journal.

“You have to have people from all walks of life, every age group, all with a passion for change.”

Soon, the national spotlight began to shine on Laurel as news of its reinvigoration spread. An executive producer of HGTV soon prompted the idea of a series called “Home Town,” which would highlight the continued renewal of Laurel in its residential area. Jim’s cousin, Erin Rasberry, and her husband, Ben Napier, took on the starring roles, while Jim and his wife, Mallorie, are weekly cast members.

One of Jim’s biggest thrills was to be the keynote speaker, along with Mallorie, at this year’s National Main Street Conference in Kansas City back in April. “This shows you the power of a team,” Rasberry said. “It’s one thing to have a plan, but you play at a whole different level when you have people passionate enough to implement that plan.” F

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“In our store, we only offer items that were made in America,” Rasberry says. “We’re ready to step into the role of being a leading producer of American goods.”

One of the biggest steps Jim and Mallorie have taken is to begin working with John D. Bassett III of Vaughan-Bassett, the United States’ only 100%made furniture maker and manufacturer.

“The partners of Laurel Mercantile made a bold move to stand by Mr. Bassett and his sons with a new line of bedroom furniture. Six different styles will be available in early 2019 in over 3,000 stores in America.

We stand strong with the Vaughan-Bassett name.”

Jim will be the first to tell you, though, that his most important role is that of father to his daughter, Lucy, who has just turned five.

“She’s everything,” he said. “Dad purchased her an overfunded Indexed Universal Life when she was

“My role at Rasberry Producer Group is to help our team of agents and registered representatives with their understanding of annuities, assets under management, and securities.

“I love being on the phone or in person with our team members, helping them sort through strategies.

It’s always about what is best for the client. Most of the time, it takes intense fact finding. Many clients defy logic because their hearts take over, so we try to help them master the emotional game and manage expectations and risks.”

At 36, Jim Rasberry has made an impact.

“I started the ‘RockStar’ process back in 2008. It’s all a matter of developing contacts and resources in your home town. We started by hosting gatherings and we found immediate success—it’s simple.

Pretty much anyone will buy from someone who they know, like, and trust. You have to be in front of them on a consistent basis.

“I’m living proof that it works. It’s about conversations, not hard-line pressure tactics or old worn-out lines that you can find in any sales manual.

People want to know who you are, know whether you truly care and whether you can handle their situation. It’s the greatest business in the world!” T

a t S r k E c v o en R e h

t

He has always been an advocate of the slogan, “Made in America.”

one. What a legacy that will provide over the years.

T

Jim is currently the chairman of the Jones County Economic Development Authority, and he’s a member of the Laurel School Board District. He’s part owner of the Laurel Mercantile and Country Store and a former wealth advisor of the National Football League Players Association.

breaking out of the ordinary

AGENDA NOVEMBER 5 - NOVEMBER 7, 2018 We love the attention that Laurel gets,” “Jim said. “Mallorie, our friend Josh, and I go across the country speaking about how to bring your town back from the brink. ” 14

ROCKSTAR Professional Life & Annuity Agent

Life is too short not to give your life insurance, annuity, and advisory practice a RockStar opportunity!

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9 A.M.

Opening

9:20 A.M.

Welcome Address by Danny Rasberry

9:30 A.M.

A RockStar Mentality Introducing the NEW RockStar Life Sales System Roadcase

10:00 A.M.

Mark Schulman The drummer for PINK, Cher, Foreigner, and many more, gives his RockStar performance on Attitude and Success

11:30 A.M. 12:30 P.M. TO

2:30 P.M.

Lunch buffet

BREAKOUT SESSIONS with

RockStar Performances Seminars & Advanced Concepts 12:30 p.m.

Tax Cuts and Job Act Seminar

This seminar is for high net worth individuals with $2,000,000+ net worth and who currently have permanent life insurance.

1:30 p.m.

Wealth Transfer Seminar Net worth of $500,000 and $100,000 of joint income. Perfect for midlevel to upper-income participants.

2:30 p.m.

Premium Finance No collateral needed!

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ROCKSTAR Professional Life & Annuity Agent

MONDAY, NOVEMBER 5 Leads, Marketing, and Concepts Take a proven lead source for IUL’s, add the marketing of your own book, and throw in a superstar concept. This is for both the first-time IUL writer and the veteran.

12:30 p.m.

One of America’s top lead sources for IUL’s will provide two types of lead systems for you: one in which you do some of the work or the other with a turnkey source in which he does all the work. His track record over the past three years has been incredible.

1:30 p.m.

How to Write Your Own Book in 30 Days

We will describe how YOU can write your own book WITHOUT using a ghost writer. See what a fantastic difference a RockStar book can make in your practice. Take a peek at several books written by RPG agents.

2:30 p.m.

How to Start or Expand YOUR Career with The Child Asset Builder

Use an overfunded Index Universal Life plan for a limited number of years to provide a legacy and a lifetime of protection for your children or grandchildren.

Breaking Down an Index So, you’ve “heard” IUL’s are too expensive. Well, let us help you win this battle.

12:30 p.m.

Expense Ratio of Index Universal Life Let’s break it down! Bring your calculators because we want YOU to learn how to do it too! Knowledge is power!

1:30 p.m.

How does a Blended IUL Work We’ve heard about “market volatility” and how these blended indexes perform in good and bad markets. Let’s look at how they really work and what the future looks like all while taking a peek at the past.

RockStar Breakout Sessions | 12:30 P.M. TO 2:30 P.M.

MONDAY, NOVEMBER 5

2:30 p.m.

Behind-the-scenes look at an IUL Where does every penny go? How can you have a crediting strategy that promises zero? What is an option? How do you price it? What is the cost of insurance?

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MONDAY, NOVEMBER 5 12:30 P.M. TO

2:30 P.M. RockStar Breakout Sessions

Life and Retirement Planning When it comes to life and retirement planning, there are so many resources.

12:30 p.m.

The Protection Plan An after-tax, non-ERISA plan that includes overfunded IUL’s to build accumulation for employers and employees.

1:30 p.m.

Indexed Annuities Not all are created equal. When you have over 900 products to choose from, it might make sense to take a look at some of the highlights and how they perform.

2:30 p.m.

Indexed Annuities that are Securities?

You bet. You might find it interesting to see what has happened recently with Indexing Inside Variable products.

A great look at where the industry is going!

TUESDAY, NOVEMBER 6 Breakfast buffet

7 A.M. TO 8:10 A.M.

Rennie Curran Rennie Curran, former professional linebacker for the Tennessee Titans and Tampa Bay Bucs, Rennie is now a personal development coach ready to change YOUR life!

8:30 A.M.

REPEAT of Breakouts

9:00 A.M.

Pick your second favorite RockStar Breakout

12:00 P.M.

Lunch buffet

Be the RockStar in Your Hometown

1:00 P.M.

Danny Rasberry, Amber Hayes, and Sam Thompson (Elvis Presley’s former bodyguard, judge, and record company owner) will give you the full low down on how to market YOU!

3:30 P.M.

Rockstar Networking Steven Elliott and Nick Cioffi of Rockstar Connect provides details on how to begin being the RockStar in your hometown!

One of the most successful networking teams in America today, they will close out the day with sensational concepts!

5:30 P.M.

Meet Me in Margaritaville Join us just a few steps away from the Golden Nugget at the Margaritaville Hotel and Family Center. An evening of food, RockStar Karaoke, and FUN! The only way to do it after a RockStar day!

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ROCKSTAR Professional Life & Annuity Agent

A deeper conversation about the NEW RockStar Life Sales System Roadcase.

3:00 P.M.

Conclusion

4:30 P.M.

Reception—Golden Nugget Ballroom

5:30 P.M.

RockStar Dinner

6:00 P.M.

RockStar Hall of Fame Awards

6:30 P.M.

America’s Legendary PAUL

REVERE’S Raiders

7:30 P.M.

For sixty years, the Raiders have survived and thrived! They’re in the HOUSE performing for YOU! Rasberry Producer Group

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WEDNESDAY, NOVEMBER 8 7 A.M.

Breakfast buffet

8:30 A.M.

DANNY Rasberry

More information about the Keynote speakers:

PAUL REVERE’S Raiders It took PAUL REVERE years to perfect the slick, fast-paced, dynamo of a show that has entertained audiences all over the world, an act that features his handpicked band of the best showmen in the business.

“A Beat to A Different Drum”—you can’t always follow the crowd.

After decades of performing this welloiled machine, and long before PAUL’S passing in 2014 he had decided to get off the road and hand over his legendary three cornered hat to THE RAIDERS.

Refraining from the herd mentality and being something BIG!

The music and laughs continue, and the tradition lives on! paulreveresraiders.com

9:30 A.M.

MARVELESS Mark—Opportunity Rocks!

Mark Kamp will show you the seven chords you need to master in order to make the most of your talents, set the right goals, manage change, and motivate others as we conclude the RockStar event! T Mark starts with solid business wisdom from years of radio, small business and entrepreneurial success, and delivers it in rock star style as only a Las Vegas headliner can. Mark’s high energy, hilarious audience interaction, and rock solid content will have you feeling and performing - like rock stars! He will leave you totally entertained and equipped with new strategies, tactics and tools for creating rock star results. www.marvellessmark.com

RENNIE Curran Your performance coach to reach your fullest potential Rennie Curran is a former professional athlete, keynote speaker, author, and the CEO of Game Changer coaching. He delivers keynote presentations, workshops, and one on one coaching to help individuals, teams, and organizations. His mission is to help you improve your performance, overcome adversity, and reach your fullest potential. renniecurran.com

MARK Schulman Discover the world-class drummer who is unlocking the secrets to hacking your Rockstar Attitude and helping you boot your R.Q. (Rockstar Quotient).

Mark is a unique performer in a world of talking heads.

Make your RocksStar reservation today and join us at the Golden Nugget Biloxi!

www.goldennugget.com/biloxi The Golden Nugget offers resort-style luxuries for everyday escapes.

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ROCKSTAR Professional Life & Annuity Agent

A legend in the music world and currently on tour with P!NK, Mark Schulman is an incredible musician, dynamic performer and a strategic business mind who has parleyed his success on stage into true business success. You will be treated to a rare event an incredible show that will empower and inspire you, while also providing practical, innovative business strategies.

His engaging message is an audio & visual feast, interspersed with LIVE! drum performances that will rock your world. Using music and real-world experience as a teaching tool, Mark Schulman will leave you drumming up new levels of peak performance! markschulman.com

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From Laurel I

n an area that was once known for its reputation in the timber industry, Laurel has quickly become known as the home of HGTV’s latest hit, “Home Town.” Here at RPG, we are so thankful that we get to call Laurel home. For us, Laurel is more than just the backdrop for “Home Town”—it’s a way of life.

Not only will you experience art, you can experience the art of food. When you visit us at our home office, i.e., home town, we can promise two things: you will leave with a better understanding of your business, and you will leave on a deliciously full stomach.

Here are a few photos of some of our staff ’s hometown favorites!

to

We are thankful for the way “Home Town” has pushed Laurel into the spotlight. The town has quickly become the new hip place to visit. Because our home office houses the Laurel Welcome Center, we are able to interact with visitors daily— visitors all the way from Canada and even Germany!

Our offices are located in the heart of downtown, so we get to experience first-hand the changes Laurel experiences on a daily basis. When we have agents in the area, it’s important to us that they experience Laurel at its finest, and we want them to leave feeling as though it is their second home.

While touring the town, you will get to experience a one-of-a-kind art scene. Laurel is home to Mississippi’s oldest art museum, Lauren Rogers Museum of Art, as well as many local artists who have been featured in Garden and Gun, and even National Geographic.

Biloxi

Just 100 miles south, you will find another area that we like to call our “home away from home”—Biloxi! Just 13 years ago, this city experienced catastrophic loss but has now bounced back to be better than ever before.

Did you know that Biloxi is actually one of the country’s oldest communities (est. 1699)? This city is the perfect place to host the RockStar event because you will get to intimately experience the Gulf Coast. The coast is full of award-winning cuisine, 24-hour nonstop casino resorts, shopping, and great hospitality.

We hope that you get a chance to enjoy the Coast to the fullest while you’re here to attend the RockStar event. T 22

ROCKSTAR Professional Life & Annuity Agent

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A Million Dollar Day with Danny Rasberry

Still, I was that one in a million who made it through their first year. Initially, I felt like I was asking prospects to give me a handout, i.e., to purchase something from me. With that type of attitude, though, I didn’t sell anything because I wasn’t asking. Even though I wasn’t getting any sales, I read constantly. I couldn’t get a handle on whole life insurance because I couldn’t break down the expenses. Universal life insurance was more transparent, but the carrier provided only one option, which was their denoted fixed rate. As the years went by, I did a lot of investments but stayed clear of life insurance, with the exception of a term policy here and there.”

In 1998, the first indexed universal policy was offered, and it intrigued Rasberry. By 2002, he had purchased his first policy.

“ Life is short. Bring Value. Live Well. Have FUN! ”

O

ne of the life insurance industry’s greatest salesmen, Ben Feldman, once said, “Don’t sell life insurance. Sell what life insurance can do.” This thought was the one that turned Danny Rasberry’s life around.

“I hated the thought of selling life insurance,” he remembers. “When I got into this industry back in 1987, I cringed at the fact that I could even be known as a life insurance agent; I was there to help people with their investments. I’ll never forget

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my first day. After turning 30, I decided to take a crack at it. That first morning, I put on my suit and literally stood in the closet because I didn’t know what to do next!

“Before I started in life insurance, I ran political campaigns and did concert promotion. While I had an intense interest in investments, I remembering thinking that life insurance might be the most boring thing I could ever do in my life. However, I quickly found out that it was just the opposite.

“I have to tell you, I didn’t promote it at all. I was scared of the cap and participation rates, and I was always concerned about how the carriers could hurt the agents and their customers. Today, though, I own six indexed universal life policies, including one on my grandchild. To this day, I don’t think there is a better way to build assets. I have been a fan since that first purchase.

It’s like what Feldman said: sell what it can do for you. Today’s policies, with lower expenses, several types of loans, tax-free income, accelerated benefits, unique indemnity riders, and all different types of strategies and potential for positive arbitrage, put this product at the front of the pack when it comes to accumulation methods. Caps have remained strong over the years with most carriers, but I look at it as a protection plan that covers most of the bases.“Seriously, look into what life insurance can do for you. In most situations, it’s hard not to make a recommendation for it. I applaud the creative engineers of this product.

“I have an extraordinary life. Most of us do. I can’t wait to jump out of bed each morning with excitement because of the opportunities in front of me. Are we blessed? You better believe it! Our vision at RPG is “Life is short. Bring Value. Live Well. Have FUN!”“You have to ask yourself, ‘Am I happy?’ If not, get happy! No one ever said life would be easy, so take a minute to think about what you have in front of you and beside you. Combine passion and your contribution and make what you do totally and uniquely yours. Inspire others. What you do matters!

“Do good in life. Picture this: maybe you ran into an employer but avoided striking up conversation with them because you were not confident enough.

Perhaps you weren’t sure whether you could answer his/her questions. So, because of your inactivity, you decided to go fish, play golf, or stay home instead. You’ve missed an opportunity! F

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The employer doesn’t know you, and doesn’t get to become a hero! The employees will never get to experience the opportunity to have a “real” retirement. Did you know that two out of three small business owners don’t have a life insurance plan? That’s our fault, so we have to change that.”

Rasberry has a passion to help people save.

“I read somewhere that the Federal Reserve noted last year that over half of Americans could not come up with $400 in an emergency if they had too! That’s crazy! It’s our job to do something about that. Literally, it’s our crusade!

“I was a third-party administrator for years, selling and keeping 401k plans in compliance. But I have to let you in on a little secret: in most cases, there’s a better way to save. It’s NOT about before tax— it’s about after tax, tax free. There are only two ways to achieve that and that’s either with a Roth or life insurance that uses loans. You will need every penny you can get when you retire, and those pennies need to be tax free. It’s hard to imagine any occupation being more fulfilling. We just have to see more people on a consistent basis.”

Rasberry believes Rasberry Producer Group has a mission.

“I’ve had the privilege and honor of watching and working with thousands of agents over the last thirty-one years. I’ve noted the superstars and what they did, but I’ve also watched those who

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struggled. I struggled in those early years too; I know what it’s like.

“Your typical agent is all over the place. If they can sell it, they will. They never allow themselves the luxury of becoming a master at their craft, but at the same time, they are running a business. Self-employment can be a strain when you’re not very organized. I can’t tell you how many agents wake up on Monday with no plan, and they struggle throughout life trying to make ends meet because of it. They’re also not having fun, nor are they saving any money!

“The first step is to focus. Truthfully, a lot of agents don’t listen—and I get it, we’re all so independent and strong-willed. That focus, however, must begin with the marketing of YOU, the agent.

“Taking that to the next level, I see my job as that of a “coach.” This business can be like a roller coaster, so we must be resilient and persevere. These two characteristics are important keys for success in this business, but the most important one? Do what is best for the client. No matter what. When you have done that, the referrals will come naturally.

sandwich in the dark! That’s insane. Take someone to lunch and make it a point to have a conversation that is fun and exciting, memorable. Everyone needs what we do.

If that wasn’t true, there wouldn’t be a retirement crisis exploding in front of us. All you need to do is make sure that when they think about life and retirement planning they think of you!

It’s about having conversations and helping people, not about sales pitches.

“It will not be long before you will experience that million-dollar day, if you haven’t already. The opportunity to save people’s financial lives is a huge undertaking, and yet it is so incredibly fulfilling. One life at a time.” T

“Success is not caused by doing one thing; it’s a combination of many things. I have a saying: “never eat alone.” Never go home to save money and have a tuna fish

“’The RockStar Event’ that we’re hosting November 5–7 in Biloxi, Mississippi, will really define how we work and how we desire to see YOU work. We want to make the agent literally the RockStar in their Home Town, and it all begins with passion. If you don’t have it, it simply won’t work. This business is not for the timid. It’s for the person who is ready to kick it up a notch or two—perhaps even three!

“RockStar agents are consistent. They have a plan, and they know the product and concepts. They focus on one or, at most, two areas of the insurance industry. They are self-confident and know how to market themselves, and they network and partner with groups that they know, like, trust, and, most of all, respect.

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Meet Mallorie Rasberry!

What has been your biggest accomplishment in the last five years, both in the office and outside?

Well, that’s an easy one! Our little five-year-old girl, Lucy! There’s nothing quite like becoming a mom....she’s been my biggest influence with every project and decision—both in and out of the office.

How do you juggle all that you do while leading the day-to-day in the office at RPG? Can you give any advice on multitasking?

It’s beyond difficult to juggle everything, but I’ve just learned that I have to prioritize. The most important thing I’ve learned is how to say “no” to things that I’m not passionate about. Limiting myself to working on projects that I care about is invaluable; the same can be said for this industry and clients.

Have you taken anything off your bucket list recently? If so, what was it?

Why do you feel it is important to be involved in your community?

Buying an RV!

What are some current roles and projects you are currently involved in?

Well, providing the perspective of someone who isn’t from Laurel, what helped me most was getting involved. When I moved here, I was working out of Hattiesburg—a town 30 minutes south of Laurel. It wasn’t until I started working here and joined the board for Laurel Main Street that I truly felt vested.

I oversee the office here at RPG. I’m the point person for commissions and any items that need to be escalated. In addition to that, I have a few accomplishments: •

Laurel Main Street Board Member

•

HGTV Home Town Cast

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Co-Owner of Laurel Mercantile

•

Made in USA advocate

allorie is the wife to Jim, mother of Lucy, and basically a mom to everyone here at RPG.

•

Airbnb Host

Not only is she a wife, mom, daughter, business owner, cast member of HGTV’s hit show Home Town, and downtown activist but she also runs the day-to-day operations here at RPG. She is an invaluable member of the team. Mallorie carries herself with grace and is a voice for not only each agent at RPG but also a voice for the community. Read on to see what she accomplishes day after day, all while wearing an assortment of hats.

•

Downtown Comeback speaking engagements

•

Laurel Welcome Center Coordinator

M

I was no longer just Jim Rasberry’s wife: I was Mallorie Rasberry.

Why should an agent/business owner be involved in their community?

Being a part of the progress and change in your community is a no-brainer for a successful businessperson who wants to take the next step. T

What brought you to Rasberry Producer Group?

I was a practicing CPA when Jim and I first married. Traveling all over, I was very rarely home. As a newlywed, I definitely started taking notice of the family business; I learned as much as I could when I could...I was amazed at the wonderful stories of how they were helping folks each day—not to mention how much they enjoyed their work! Needless to say, it didn’t take long for me to turn in my two-week notice at the accounting firm!

MALLORIE Rasberry Former Practicing CPA Co-Owner of Laurel Mercantile Rasberry Producer Group

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I thought for a moment and considered how many of us crave the days gone by. Days where a handshake was more important than a written contract. Partnerships were true and storytelling was at a premium. Treating your neighbor with respect, care, and dignity was a given.

“As I sat there, I was filled with thankfulness that that’s how we work at Rasberry Producer Group.

We want to know you, and we want you to know us. Our goal is to go above and beyond and to make your initial experience with us be as familiar as though you have just driven into Mayberry and walked into the Welcome Center. Trust is hard to come by and, if lost, can be almost impossible to reclaim, so we want to be sure that we all treat each other with respect.”

Back Where

When you contract with RPG, you’re going to meet Sarah Tyner. Sarah has a vast background in public relations, having graduated with a degree from Mississippi State University, and worked as a feature writer for the local daily paper and as a photographer.

I Come From

Many of us come from rural areas where growing up was an adventure. From walking dirt roads and throwing rocks with our friends to helping with the chores, we didn’t realize the values that we were developing at the time.

“I can almost hear the calls from mom telling me to be careful as I head to the pond dam to throw out a cane pole in an effort to catch some bream,” Danny Rasberry said. “You could smell the snakes just a few feet away, keeping their distance, and you could taste the air when the chicken was frying in a skillet; all those smells permeate the senses.

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“Sunday mornings were reserved for church and the afternoon was for families. Neighbors and friends would “drop by” to see “how everybody was doing.” I remember those days fondly, for sure.

But technology took ahold, times got busier, and soon, we were growing up into the rat race of life.

A couple months ago, I was sitting in the waiting room at my doctor’s office, thumbing through a magazine. I noticed “The Andy Griffith Show” was playing on the television. Can you believe it? A show that started in the early 1960s was still prominent on television stations everywhere.

“Life is so precious, and every moment is important. I can only imagine how busy your life is, so my objective is to get those writing numbers to you as quickly as possible. As you know, every carrier is different,” Sarah said. “My job is to wade through those turns and curves and get you appointed.”

Ross Tew heads our illustration and concept team and has always been a competitive guy.

With a background in sports, he’s always up for a challenge. While in junior college, he was a tackle on the football team, and he was heading for the University of Alabama until a serious knee injury shorted his career. He finished his college degree at the University of Southern Mississippi, where he spent time as a student coach for the football team.

Danny Rasberry first learned of Ross when he was featured on the pilot of HGTV’s hit show, “Home Town.”

With a strong Christian faith, she and her family live in the rural area of Bay Springs.

Always with a smile on her face, Sarah wants your licensing experience to be as quick and painless as possible. We have over fifty life and annuity carriers, and Sarah will work hard to make sure your transition is smooth.

“Ross and his family did a great job on that show,” Rasberry remembers. “I started noticing what an advocate he was for our city and our downtown.

He was Mr. Positive around town and I couldn’t resist asking him to come in for an interview. I found out quickly that there was no fluff there.

He’s the real deal, and it was refreshing to have him onboard.”

“I learned the importance of teamwork at USM,” Ross notes. “You’re only as good as the weakest link, so it’s imperative that we bring spirit F

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and passion when we work together. Danny and I both want what’s best for the client, and that can only be achieved when they tell me the facts.

Let’s talk about the case and we can put together a solid plan for any customer’s future. I love this job. It’s incredible to watch a plan come together.

“When I get to work at 7:50 a.m. each morning, I put on my headset and I don’t take it off until after 5 p.m. each day. My job is to be accessible to you and to know the life and annuity products that I am offering to you. At RPG, we now have a new software program that compares nine hundred different annuity products so you can find the best and also know what the competition is doing.

“I love working with agents who are new to us!

They often share about how they feel like they have a partnership with us, which makes me feel great. Just knowing I can help someone’s practice means the world to me.”

“Mr. Rasberry always had time for me,” Terry says. “I would sometimes walk into his office and ask questions about life insurance, especially indexed universal life. I love his stories. He’s been around this city his whole life and has watched it transform, and I knew I wanted to be part of something big—and this was the place.”

SARAH Tyner

“As I got to know Terry,” Rasberry says, “I found out that his uncles were running backs on my team in high school. I was the quarterback of the football team a hundred years ago, and I remember those guys being the best. They all became preachers!

Terry comes from an outstanding background, and though he’s the newest member of the team, he has excelled at his job.

What is your favorite thing about your job? Seeing the fruits of our labor is probably my favorite thing about this job. As a team we are constantly working, sometimes on multiple projects. So to finally see those come to fruition is an incredible thing.

“Pending can be a thankless job, so being able to get a case paid in a few days as compared to a few months is a BIG difference. Terry has a big case load, but he scans every case, every day. He’s developed great relationships with all of our new business and underwriter contacts. I have always said you can get a lot more things done with honey as opposed to vinegar, and Terry is living proof of that.

For me the most rewarding part in when you get to witness and agent sealing a Life Changing Case! Not only did that agent get to make a difference in a client’s life, but their life as well. It’s so great getting to see the agents succeed!

Favorite spot in downtown?

Can I say our office?

My favorite spot would have to be our new park that was recently installed in downtown. It’s the perfect area to just go and “sit a spell”.

Favorite go to lunch during the week: It would have to be The Pearl Dinner! Their pork chops are hard to beat.

If an agent is visiting the home office in Laurel, what is one thing he or she should do while here?

While you are in Laurel you must drive through the historic district!

There’s just something special about those big oak trees lining the streets. If you catch it at sunset, it’s literally like a painting.

TERRY Moffett

Once you’re ready to get the case submitted, it moves to Terry Moffett’s team.

What is the most rewarding part of working at RPG? The wealth of knowledge that we have access to

“I’m so proud of Terry,” Amber Hayes notes.

“He’s a fast learner, and once he’s got ahold of a case, he doesn’t let go until it’s completed.”

Terry came to Rasberry Producer Group in an unusual way. Terry had rented an office on the third floor of RPG’s building. He had taken a job as a captive agent with a property and casualty carrier, and he struck up a friendship with Ross and would visit with him every day. As the bond grew, Terry’s interest moved toward what RPG was doing.

What is the most rewarding part of working at RPG?

What is your favorite thing?

Talking to carriers and building relationships

What is your favorite spot in downtown?

“Follow the system and the system will take care of you. Many agents are not consistent on writing applications each week, and that’s when Terry becomes invaluable to you. He keeps you following the process. It’s a great partnership to have, knowing you’re not out there alone.” T

Sweet Somethings Bakery

What is your favorite lunch?

Mimmos

If an agent is visiting the home office in Laurel, what is one thing he or she should do while here?

Go to Lauren Rogers Museum

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Q and A

You mentioned annuities. Is that something Rasberry Producer Group offers?

with Danny Rasberry

Of course it is. We have over 25 carriers with annuities. But let’s face it: not all annuities are the same. We’re happy to compare the various carriers for our agents. We have our favorites, just as all IMO’s do, but we will recommend one against the other to provide the best annuity for your situation. I think it’s important to be able to be competitive in every circumstance. Heck, that’s why we chose to be independent; we know that no one product or carrier can meet every need. It’s our job to know our products and our clients. The same holds true with life insurance.

“

Each day, you have to “choose” to keep on fighting. You have to embrace the journey as it is not always a straight path

Yes, I’m passionate about overfunded indexed universal life, but it is not the answer for every plan. What I’m most thrilled about are the seminar systems that we have in place. It helps us meet new people every day, and it keeps us on our toes. When you’re engaged, things happen. It’s about activity. It keeps your mind and your pencil sharp. If we can show you a way to prospect based on your budget, plan, and process, then we’re halfway home. The other half is transitioning the right product to the client. That’s what we’re about.

For those people who are considering coming to “The RockStar Event,” how would you describe the gathering?

What can you say about the role of the professional life and annuity agent in today’s world?

Our role is so important. We have to persevere to make a change in this world.

It’s a tough business. To be an independent business person, you have to resilient almost on a daily basis.

Each day, you have to “choose” to keep on fighting.

You have to embrace the journey as it is not always a straight path. The fact is, you don’t know what’s you’re capable of until you are forced to move forward after a traumatic experience, which can sometimes be as simple as losing a big client, experiencing rejection too many times, or realizing your pay may not be consistent.

Is DOL dead? If so, what does that mean?

I will continue to say this is the greatest industry in the world, but it’s all about how you handle each and every situation. If we don’t stay motivated, we might not meet that next prospect. If we don’t meet that next prospect, they may not get the opportunity to change their life with what we do.

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The current situation has improved for us, but let’s keep it in mind. The industry and our clients want and need for us to be diligent and prudent. I love the fact that we’re back in the annuity business in a big way, but I’m also thrilled that we have the ability to do assets under management, life insurance, and all the ways we can improve a client’s life. It’s about us doing the right things: knowing our product, fact finding, and knowing our client’s risk tolerance. We don’t need a law to force us to act with the best ethical behavior; rather all it should take is keeping the client’s best interest in mind. I’ve been around a long time, and I can tell you this: the mark of the professional agent is the one who does just that.

If you can leave the grid for a few days, take the opportunity to unplug and relax. If you can relax a bit before the holidays, I can’t think of a better place to be, period. When we design these types of events, we keep a few things in mind. First, come as you are.

Bring a guest or two if you like. Check out Biloxi and what we have on our coast. Second, be prepared to learn. Do we want you to be part of us? Of course we do. But even if you decide RPG is not the route for you, I guarantee you that you will head back with a new outlook on your practice.

We’re bringing it all to you. The event is filled with new concepts and ideas that can make you a lot of money but, more importantly, can make your client’s even more money! It will be motivational.

Literally, some of America’s top rock stars will be delivering their stories of “staying the path” and the spirit to “keep on fighting”.

And, don’t forget, we will deliver fun. Expect to have a good time!

From Paul Revere’s Raiders to some of the best gulf coastal food you will ever taste. Find me, talk to me, talk to our staff. Some of the top leadership from carriers around the country will be attending as well. It will be a great time to sit down and ask, in a relaxed atmosphere, all the questions you have. T

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THE

ROCKSTAR EVENT

2.5 Days of

Solid Training, RockStar Motivation, & Award-Winning

FUN

Life is too short not to give your life insurance, annuity, and advisory practice a RockStar opportunity!

NOVEMBER

5-7

We are Rasberry Producer Group and if YOU are ready to break out of the ordinary and have the YEAR OF YOUR LIFE, then SAVE THE DATE November 5-7. Three days of POWERFUL keys to unlock the RockStar in you!

Featuring incredible keynotes speakers

MARK Schulman

RENNIE Curran

World class drummer for Pink, Foreigner, Beyonce', and Cher.

Mark uses 3 core principals during his kinetic and sensory driven program. He delivers a blueprint on how to incorporate a rock and roll mindset to drive performance and swagger in your practice.

A former professional athlete with the Tennessee Titans and Tampa Bay Bucs, keynote speaker, author, and CEO of Game Changer Coaching, Rennie's mission is to help others improve their performance, overcome obstacles, and reach their fullest potential.

MARVELLESS MARK Kamp For over 25 years, Mark's electrifying and unforgettable presentations have left audiences jumping out of their seats. His job is to show you how to be a RockStar!