REGISTRATION CLOSES IN
REGISTRATION CLOSES IN
Drive More Conversations, Improve Your Close Ratio & Maximize Your Perceived Value
Live & In Person in Clearwater, FL
April 7th-10th, 2026
Stop Killing Deals by Being Too Smart
You've mastered the tax strategies. Now master the conversation.
Join Matt Pearson and Brian Fannin for an intensive training ready to improve their close rate and dramatically change client trust and engagement.
The Curse of Expertise
You know too much. And it's costing you deals.
Every time you dive deep into captive insurance structures, cost segregation timelines, or entity restructuring during a first conversation, you watch prospects' eyes glaze over. They nod politely. They say they'll "think about it. And they avoid your call, and never call back. This training shifts those tough realities.
It's not your knowledge that's the problem—it's when and how you're deploying it.
The best advisors in our network have discovered a counterintuitive truth: the less you explain upfront, the more deals you close.
Early Bird Pricing! Secure your spot NOW for just:
$1,495
Registration closes in:
Registration is closed!
Drive More Conversations, Improve Your Close Ratio & Maximize Your Perceived Value
Live & In Person in Clearwater, FL
April 7th-10th, 2026
ADVANCED CTBA SALES MASTERY
Stop Killing Deals by Being Too Smart
You've mastered the tax strategies. Now master the conversation.
Join Matt Pearson and Brian Fannin for an intensive training ready to improve their close rate and dramatically change client trust and engagement.
The Curse of Expertise
You know too much. And it's costing you deals.
Every time you dive deep into captive insurance structures, cost segregation timelines, or entity restructuring during a first conversation, you watch prospects' eyes glaze over. They nod politely. They say they'll "think about it. And they avoid your call, and never call back. This training shifts those tough realities.
It's not your knowledge that's the problem—it's when and how you're deploying it.
The best advisors in our network have discovered a counterintuitive truth: the less you explain upfront, the more deals you close.
Secure your spot NOW for just:
$1,495
Registration closes in:
Registration is closed!
Who This Is For...
Insurance Agents who want to increase the number of conversations they're having and dramatically increase their close ratio
Financial Advisors who want to learn how these strategies can help them bring even more value to their clients
Real Estate Agents who want to truly differentiate themselves for their residential and commercial investors
Who This Is For...
Insurance agents who want to increase the number of conversations they're having and dramatically increase their close ratio
Financial advisors who want to learn how these strategies can help them bring even more value to their clients
Real Estate agents who want to truly differentiate themselves to their residential and commercial investors
What You Will Learn...
The Consultative Selling Framework for Tax Advisors:
The Door Opener Mindset — Why your job is to create curiosity, not demonstrate expertise
The 3-Question Qualifying Sequence — Identify six-figure opportunities in under 5 minutes
The Warm Handoff Protocol — How to transition prospects to closing teams without losing trust or momentum
Shutting Up Strategically — When silence closes more deals than your best explanation
Objection Aikido — Redirect "I need to talk to my CPA" without getting defensive
The Curiosity Gap Method — Leave them wanting the discovery call, not feeling like they already got the answer
Pipeline Velocity Tactics — Move prospects from first contact to discovery call in days, not weeks
What You Will Learn...
The Consultative Selling Framework for Tax Advisors:
The Door Opener Mindset — Why your job is to create curiosity, not demonstrate expertise
The 3-Question Qualifying Sequence — Identify six-figure opportunities in under 5 minutes
The Warm Handoff Protocol — How to transition prospects to closing teams without losing trust or momentum
Shutting Up Strategically — When silence closes more deals than your best explanation
Objection Aikido — Redirect "I need to talk to my CPA" without getting defensive
The Curiosity Gap Method — Leave them wanting the discovery call, not feeling like they already got the answer
Pipeline Velocity Tactics — Move prospects from first contact to discovery call in days, not weeks
Speakers Include:
Matt Pearson, Founder
Matthew W. Pearson is an award‑winning business coach, entrepreneur, and nationally recognized tax strategist. As Founder and CEO of Excel Empire, he leads an organization dedicated to helping business owners and real estate investors grow profitably while reducing tax burdens through ethical, innovative, and highly effective strategies.
Over the past two decades, Matthew has built, scaled, and sold multiple companies—including one that grew to over $100 million in annual revenue within just three years.
Known for his innovative approach to business growth, tax
planning, and strategic transitions, Matthew has trained professionals at all four of the Big Four accounting firms and coached more than 40 business owners weekly at the height of his coaching career. With a background in nonprofit leadership, entrepreneurial development, and advanced tax strategy, he brings a rare blend of creative problem‑solving and real‑world expertise.
Matthew and his wife Wendy have been married nearly forty years, and their adult children play significant roles in the family’s business ventures. Matthew credits his success to his number one credential, which is the redemptive relationship he has with Jesus Christ. This helps drive his mission to help entrepreneurs succeed in business while living lives of purpose and significance.
Brian Fannin, COO
As President and COO of Excel Empire and RE-MMAP, Brian Fannin brings more than two decades of front-line sales and executive leadership to the training room. Brian is the co-author of "Transformational Sales & Service" (with Matt Pearson) and is a vocal advocate for a client-centric rather than a product-driven sales model. He believes that exceptional experiences are the essential framework for achieving higher conversion ratios and the high ROI for sales and services.
Brian’s track record includes directing the sales and marketing efforts for a $300 million construction firm and spearheading its expansion into new regional markets. Throughout his career in both for-profit and non-profit sectors, he has proven that prioritizing the client experience naturally fosters a highly sought-after company culture and superior satisfaction in the process and increased staff retention in growing organizations.
Brian views leadership as a mission of service, focusing on building better scalable systems that empower individuals and teams to excel. When not leading organizational initiatives, he cherishes time with his wife Amy, their three children, and five grandchildren.
OUR NO-RISK GUARANTEE
We guarantee you'll walk away with the knowledge and tools that you can use to add MORE sales... MORE profit... MORE value for your clients.
If you feel you haven't received even one "money breakthrough" that could make a huge positive impact on your business, we'll refund your payment in full. Every penny, no questions asked.
If you're not happy, then we're not happy, and we'll do whatever it takes to make it right.
Now, the likelihood of this happening is VERY low. We have such a strong guarantee because we KNOW what has happened at events we've done that were similar to this.
You can't help but be hit by one knowledge bomb after another...
All containing real ACTIONABLE advice you can apply so your business can experience the transformation you've been looking for.
FAQs
Q: HOW MUCH DOES IT COST?
A. The full price for the event is $1,495.
Q: WHEN IS THE EVENT?
A. April 7-10, 2026. We will begin the afternoon of the 7th and end early afternoon on the 10th. Registration closes March 23, 2026.
Q: WHERE IS THE EVENT?
A. Holiday Inn & Suites Clearwater Beach (Longboat A Room)
521 S Gulfview Blvd, Clearwater Beach, FL 33767, USA. You can make your hotel reservations here.
Q: WHAT IS INCLUDED IN THE FEE?
A. The cost of attendance includes breakfasts, lunches, snacks, Tuesday dinner, course materials, and more.
Hotel rooms are NOT included in the attendance fee. We have secured a block of rooms which you can book by clicking here or calling 1-800-770-6461. Tell them you are with the Excel Empire group coming in April to secure your room at the reduced rate with our group.
Q: WHAT IS THE DRESS CODE?
The dress code is business casual.
Q: WHAT SHOULD I BRING?
A. We will provide notes for the sessions. You will need to bring a laptop or tablet for taking the exam on Friday.
Q: WHAT IS THE EVENT SCHEDULE?
A. We will begin Tuesday afternoon at 4pm and then have dinner that evening. Wednesday and Thursday will run from 8:15am to 4pm and Friday will run from 8am to 9:15am.
Q: HOW FAR IS THE AIRPORT FROM THE VENUE?
A. It is about a 35 minute drive from the Tampa International Airport to the hotel.
Q: IS THIS A SELLING EVENT OR A LEARNING EVENT?
A. There is no selling at this event. It is 100% a learning event. Our presenters are some of the best in the world, and they all have very full plates. While you may choose to engage with them after learning what they can do, there will be no selling from the stage.
Q: WILL THE EVENT BE LIVE-STREAMED?
No, much of the information being presented is proprietary and we don't want it widely distributed.
Q: ARE THERE NETWORKING OPPORTUNITIES?
A. We will be hosting the day-time meals, along with dinner on Tuesday night. You will have plenty of time to mingle and get to know one another on breaks and after teaching is done for the day.
Q: IS IT POSSIBLE TO GET RECORDINGS OF THE EVENT?
A. Again, NO, for the same reason as above. You may think you don't have time to attend live, but this could be the most important thing you ever do for your business.
Q: CAN I BRING A SPOUSE OR PARTNER?
Yes of course, you will just need to purchase a ticket for both people.
Q: HOW MANY PEOPLE WILL BE AT THE EVENT?
We're capping attendance at 12, and we expect to sell out.
Q: WHAT EATERIES ARE NEARBY?
A. Jimmy's Fish House and Iguana Bar (attached to the hotel), Taco Bus, Salty's Island Bar & Grill, Frenchy's South Beach Cafe, Ocean Seven, Crabby's Bar & Grill.
1555 Palm Beach Lakes Blvd, Suite 400
West Palm Beach, FL 33401
Phone: