Mark Magnacca

The Product is You

Helping Your Sales Team Create and Communicate Value

You never get a second chance to make a first impression. The way you answer the question, “What do you do for a living?” usually determines whether or not people even want to listen to you. 

Mark is an industry-leading sales coach and best-selling author who brings more than 20 years of experience working with a wide range of financial service professionals from across the industry.

He specializes in training clients to create crisp, concise and compelling reasons to set themselves apart from their competitors and accelerate the sales process.

Results Accelerator Series

  • The Product is You
  • The Elevator Speech
  • Fishing Where the Fish Are – Strategies for Database Marketing

The So What? Business Building Workshops

  • The ‘So What?’ Positioning Statement
  • The ‘So What?’ Personal Biography
  • The ‘So What?’ Formula Strategy

The Insight Academy(TM)
Advanced Sales Training for Financial Professionals

“‘The Product is You’ seminar gave me a new perspective on how to better position the value I bring to my client.”

– Jim Greenho, SVP, Morgan Stanley


“The Results Accelerator Series that Pacific Life licensed for all our wholesalers… has accomplished the key goals we set out to achieve…     1) helping wholesalers differentiate themselves;  2) providing advisors with a proven method to grow their business;  3) measurable new production.”

– Dewey P. Bushaw, SVP, Annuities & Mutual funds, Pacific Life


“‘Top Gun Advanced Presentation Skills Training’…is by far the best course that I have attended in my 18 years in the financial services business. Mark…is simply one of the best facilitators and coaches I have ever met… I recommend it to every rookie and veteran wholesaler in the industry.”

– Chrles D. Etzweller, Regional VP, Thrivent Financial for Lutherans

Mark’s Client List Includes…

  • Bank of America
  • BB&T
  • Commonwealth Financial
  • EMC
  • Fifth Third
  • Merrill Lynch
  • MetLife Financial Services
  • Morgan Stanley
  • New York Life Insurance
  • Principal Financial Group
  • Pacific Life
  • Pioneer Investments
  • Staples
  • Transamerica Capital
Travels From:  Massachusetts
City: Boston
$10,001 to $15,000


Keynote speaker Mark Magnacca  is a well-recognized industry expert that specializes in helping advisors create a personal brand and effectively articulate their value proposition.

Mark’s brings a unique combination of dynamic content and relevant industry experience and delivered in an interactive presentation style that brings ideas to life.

Mark knows how to create innovative, practice development and business-building strategies and has made them the foundation of his books, The Product is You And So What? How To Communicate What Really Matters to Your Audience.


Designed for financial advisors and consultants who want to gain a competitive advantage and grow their business by building their own personal brand

Mark’s knowledge-application workshops are different from a keynote presentation. They are designed to help participants specifically apply the ideas they learned.  The typical format is a 45–90 minute presentation followed by a 45–90 minute knowledge application session where participants work with a partner or in small groups to apply the ideas they have learned to their business.

In this dynamic presentation, your advisors will discover…

  • The steps to changing your behavior
  • The importance of the first impression you leave in the minds of your prospects and clients
  • To position yourself as an expert in your field with a biography and letters of recommendation
  • To effectively generate referrals using your new collateral material
  • A break out session with sample biographies for you to model and a written questionnaire is included to create your own biography.

Have you ever been asked “What do you do?” and responded in a way that you knew the other person really didn’t understand?

During this dynamic workshop, you will learn how to quickly and effectively communicate what you do in the form of an“elevator speech”.

Benefit: A written “elevator speech” that you can begin using with your clients and prospects immediately.


In this highly interactive program, you will learn how to effectively use your database to create “Business Intelligence” using the metaphor of a Fish Finder. Just as a Fish Finder enables a fisherman to see where the fish are and what strategy he should use to catch them, you will learn how to apply this idea to your business. This new way of discerning information from your database will allow you to see patterns and connections that were previously invisible.

Benefit to You: Identifying your ideal target client and the best strategy to attract them.

Have you ever been asked, “What do you do?” and responded in a way that you knew the other person really didn’t understand? In this workshop, you will learn how to quickly and effectively communicate what you do in the form of a “So What Positioning Statement” so that the other person really understands what you can do for them.
BENEFIT – You’ll learn how to make yourself memorable by having the right words at the right time when people ask, “What do you do?”

Using a personal biography, you’ll learn how to set the state for any important opportunity. A personal biography help you communicate your character, competence, and common ground to prospects and clients.
BENEFIT – You’ll learn how to create and use your own personal biography to more effectively prospect for new clients and generate referrals from existing ones.

Referrals have been recognized as the most powerful way for financial professionals to grow their business; however very few sales people have a formal and effective referral strategy.
BENEFIT – You’ll learn a proven referral formula to grow your business by leveraging your best relationships for Favorable Introductions to your ideal client

If your goal is to help your team deliver a consistent message and follow a proven sales process, The Insight Academy is an easy and cost-effective approach to help your team reach its sales goals and follow a consistent process. In today’s competitive business world, sales success depends on adapting to change. The Insight Academy(TM) is dedicated to helping wholesalers adapt to these changes through practical and focused skill building.

What is It?

  • Innovative sales training for Financial Professionals to improve their sales performance
  • Three distinct classes built on a proven sales process
  • Each class is a 1.5-day training session culminating in measurable specific results
  • Individual attention and coaching in small class sizes (10-12)
  • Rapid skill adoption through role playing, instructor led peer discussions, and iPad video reviews


Who Should Attend?

  • Experienced wholesalers who will benefit from new, proven ideas and tactics
  • New or underperforming wholesalers who will benefit from learning best practices, as well as sales skill development
  • Anyone frustrated by calling on prospects who always nod “yes” but never “drop a ticket”

What Is The Curriculum?

  • Fast Track – Shortening the Sales Cycle
  • The Referral Formula – Growing your Business with Favorable Introductions
  • Advanced Presentation Training – Telling a Consistent Story that Moves People to Action

Why Should Your Wholesaler Attend?

  • Improved, measurable sales results in as little as 30 days
  • Leveraged iPad technology to save time and money
  • Understanding and applying industry best practices that differentiate your wholesaler
  • Rediscovering their confidence to make a better first impression

Areas of expertise

  • Personal Branding
  • Communication
  • Referrals
  • Elevator Pitch
  • Sales Performance
  • The Product is You
  • Fish Where the Fish Are
  • Create Differentation
© 2024 Ro Morrison & Assoc.