2012 Learning Center Schedule - Cincinnati
| March 7 | Prospex Team | |
| April 4 | Pete Luongo | |
| May 2 | Prospex Team | |
| May 9 | Mike Suttman | |
| June 6 | Prospex Team | |
| June 13 | Bill Freedman | |
| August 1 | Prospex Team | |
| August 29 | Dave Homan | |
| September 5 | Pete Kunk | |
| October 3 | Prospex Team | |
| November 7 | Prospex Team |
Leadership vs. Management: What's Your Profile
Presented By: The Prospex Team
Date: March 7, 2012
Type: Courier Classroom
Do you know the difference between leadership and management? Most individuals do not. Are you a better manager or a better leader? What skill sets, attitudes, and behaviors go with each other?
Outcomes:
Learn about the four pillars of leadership
Understand the five functions of management
Figure our how the pillars of leadership and functions of management merge
Credits: 3.0 General CE Credits - pending
10 Truths About Leadership...It's Not Just About Winning
Presented By: Pete Luongo, Executive Director of the University of Dayton's Center for Leadership Transformation
Date: April 4, 2012
Type: Courier Classroom
In a world where greed and winning at all costs has permeated organization from youth sports to Fortune Top 50 companies and everything in between, everyone is faced with the same challenge: How do we not fall into that trap of compromising our core values both individually and collectively, personally and professionally, as we chase the end game? Can we create an environment where winning (success however you measure it) and emplyoees feeling valued, respected, and part of something special or mutually inclusive? The answer is yes!
Join Pete Luongo, retired President/CEO of the Berry Company, a 1.5 billion dollar yellow page adveristing agency, and current Executive Director of the University of Dayton's Center for Leadership Transformation, as he shares his behavior driven model "The Leadership Pledge" developed while he was at Berry and the 10 truths, life's lessons that help each of us understand that our lives will be valued by our willingness to make a difference in other people's lives.
Credits: 3.0 General CE - pending
Presented By: The Prospex Team
Date: May 2, 2012
Type: Courier Classroom
Learn and understand the inherent objects that cause people to want to talk to you, meet with you, and buy from you.
Outcomes:
Learn the five inherent objections
Find out how to clarify and define the meaning of objections of prospects
Understand the sales process
Credits: n/a
Building Outcomes Based Benefit Plans
Presented By: Mike Suttman, President at McGohan Brabender
Date: May 9, 2012
Type: Benefit Briefing Breakfast
Business leaders are no longer approaching wellness from a warm, “corporate-conscience”, activities based approach. Rather, todays workplace wellness programs are becoming a sustained business strategy that is an integral part of health plan benefit design and pricing structure. Those that are willing to make the leap from “feel good activities” to engagement/outcomes will reap the rewards of lower health premiums and a healthier workforce. However, it’s not as easy as simply setting metrics and expecting desired results. You need careful planning and a roadmap for results. This class will help you establish a plan that produces the measurable results CFO’s are looking for from any type of significant investment of corporate resources!
Credits: n/a
Presented By: The Prospex Team
Date: June 6, 2012
Type: Courier Classroom
Most business professional will say that negotiation is a critical skill set. However, you should never negotiate until you resolve an objection. Learn how to clearly understand the four-step negotiation process and when to use it.
Outcomes:
Learn the seven step objection process
Understand the most common objections in your business
Find out how to execute the four-step negotiation process
Credits: n/a
Health Care Reform and Its Effect on Individuals and Employers: Where Are We Now?
Presented By: William Freedman, Partner at Dinsmore
Date: June 13, 2012
Type: Benefit Briefing Breakfast
Explore the latest developments affecting employers and individuals in acquiring and keeping 'affordable' health plan coverage including:
Review how new regulations and guidance affect employers' ability to sponsor health care coverage at an affordable cost
Learn how the new health care exchanges affect individual access to health care coverage - and its likely cost
Learn practical ways to evaluate and implement health benefits coverage for different types of employers and their workforces
Credits: 1.5 General CE - pending
Closing is Not a Skill - It's an Attitude
Presented By: The Prospex Team
Date: August 1, 2011
Type: Courier Classroom
Realizing what, when, and how to do it will cause you to close more deals.
Outcomes:
Learn what steps lead to the close
Find out the difference between trial closing and closing
Understand how to earn the right to close a deal
Credits: n/a
Widgets, Gadgets, and Thingamajigs
Presented By: Dave Homan, Partner and VP of Communications at McGohan Brabender
Date: August 29, 2012
Type: Benefit Briefing Breakfast
The days of simply using photocopies of carrier open enrollment materials are over. Today, open enrollment is about grabbing attention, education, and most important — engagement. In this BLT session, we will discuss the emerging trends surrounding annual enrollment, how health care reform will turn annual enrollment into a year-round educational process, and the critical elements of a successful enrollment communication plan. Additionally, you will learn about the various free tools that are available on the world wide web that will help you communicate, navigate and educate annual enrollment. You don’t have to have a several thousand dollar annual enrollment budget to produce a high quality, high impact product.
This class will be led by McGohan Brabender’s award-winning Marketing/Communication Department. They have received several national awards for print and electronic communication over the past three years. In 2010, their website was named the second-best benefit broker website in the country for content and tools.
Credits: 1.5 General CE - pending
Establishing an Environment of Trust
Presented By: Pete Kunk, Partner at Built to Lead
Date: September 5, 2012
Type: Courier Classroom
A team that is building trust over time and through adversity is a team that is building the key ingredient to performance. Trust is not the only key to performance, but it is at the heart of performance. When we trust ourselves and our team, we do not hold back. We perform at or near our peak. We commit. We go for it. We believe in each other. As leaders we tend to take this element for granted, but nothing could be further from the truth. According to a recent Gallup Survey, 90% of the surveyed workers perform their best work away from the job. They save their best efforst for their communities, families, or charities. They underperform at work, I believe, simply because they do not believe. Trust is at the heat of performance. How well do you and your team trust each other? Who can you count on? Whose character do you trust? What does sustainable performance have to do with TRUST?
Outcomes:
Learn the four essentails of building an environment of trust
Understand how to cultivate sustainable performance
Credits: 3.0 General CE - pending
Leading to Drive Human Performance
Presented By: The Prospex Team
Date: October 3, 2012
Type: Courier Classroom
The key to driving performance is to understand what motivation means to the individual. Many times, organizations put company goals in front of the individual's needs and motivations, causing performance issues. Clearly understand the motivational factors that drive performance.
Outcomes:
Gain insight into formal and informal recognition tactics
Understand the use of the carrot vs. the stick
Learn about role clarity and performance result descriptions
Credits: 3.0 General CE - pending
Selling Your Ideas As a Leader
Presented By: The Prospex Team
Date: November 7, 2012
Type: Courier Classroom
Most leaders have ideas about execution and making things better. The problem is how to get people to buy the idea. Learn a three step process to sell your ideas more clearly.
Outcomes:
Gain insight to who your audience is
Learn the magic formula
Understand your use of evidence
Credits: 3.0 General CE - pending