Meet the Speakers: The Leadership Institute Instructors
The Association of Free Community Papers' (AFCP) The Leadership Institute (TLI) will present two seminars at the Community Papers of Florida (CPF) annual conference in Orlando.

The sessions, "Prospect Your Way to Increased Sales" and "Answering Objections Through the Art of Questioning and Listening," are scheduled at 1:00 p.m. Saturday, and repeated at 2:45 p.m. Saturday. This will give attendees an opportunity to attend both sessions and earn points to take the AFCP certification examination at the joint CPF & AFCP conference next year at St. Pete Beach.

To take the exam, each individual has to have earned a minimum of 15 credit hours of the TLI seminars, which are held as training sessions at free paper industry conferences around the country, together with two years of on-the-job work experience.

Saturday's classes will be taught by Rob Zarrilli and Chris Dayton.


Zarrilli was named Dean of Faculty at The Leadership Institute at the start of this program.

Following his graduation from college in 1979, Zarrilli started his publishing career with two major text book publishers. After a short entrepreneurial stint when he started his own business, he relocated to Florida in 1992 and joined The Flyer in Tampa as a commercial telemarketing manager. In 1996 he was promoted to vice president of sales in Pinellas County. Later he was named the vice president of training and recruiting, and later the vice president of sales for Central and East Florida for

He previously held a position in Tampa as the national sales director for DirectHIT, a mail advertising company, before joining Mailbox Publishing early in 2007 as its president. He later accepted a position as the vice president of sales for the Harte-Hanks in Florida.

As a motivator and trainer, Zarrilli is excited about having established the top training program for sales and leadership in the free paper industry.

For his work with TLI, he was the recipient of the 2009 AFCP Distinguished Service Award.

A graduate of St. John's University, Zarrilli has many sales achievements and honors to his credit.

Zarrilli is an avid sports fan. He and his wife, Gerry Lynn, have three children. Heather is a social worker at Stanford Hospital in Palo Alto, Calif.; Sara is a registered nurse in Craigsville, Va.; and Rob, Jr., is a graduate of Hofstra University in Long Island, N.Y., where he made all conference honors as an all American place kicker for two years. He continues to pursue a pro kicking career.


Dayton started his advertising career in 1996 as a display sales representative for The Flyer in Tampa, Fla. (He was hired by The Leadership Institute Dean, Rob Zarrilli.) He has since worked his way up the ladder to the position of regional vice president of display sales in Pinellas, Pasco and Hernando Counties.

Other experience in the publishing field includes being the co-publisher of a glossy magazine, The Value Guide, in Pasco and Pinellas Counties in Florida.

Dayton has been active in the Community Papers of Florida (CPF), the Independent Free Papers of America (IFPA) and the Association of Free Community Papers (AFCP).

An avid sports fan, Dayton plays soccer every week. He has spent several years coaching in a soccer youth league. He enjoys reading business and motivational titles as well as fiction.

Chris and his wife, Cory, were married in May of 2004 and have two children.


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