OVERCOMING OBJECTIONS: HAVE A PLAN!
Video on Demand: Date Aired: August 21, 2018 - Prospects are going to have objections. We all know this, but we often struggle to find ways to overcome them. Successful producers have a plan to not only overcome these common objections, but even prevent them in the first place. This session helps identify how to successfully overcome objections and schedule more appointments with your target accounts.
PRICING IS DEAD! LONG LIVE PRICING! TO SUCCESS YOU NEED TO UNDERSTAND INSURANCE
Video on Demand - Date Aired: July 18, 2018 - Insurance agents are losing their influence on policy pricing. Underwriters are rolling out new tools such as artificial intelligence, machine learning, big data, and cloud computing. As a result, agents must ask themselves, "What is MY role if I am no longer able to influence pricing for my clients and prospects?
Instructor Frank Pennachio is an expert in the technical elements of workers' comp, emphasizing the need for agents to understand all aspects of protecting an employers' workforce in order to provide true value. In addition, Frank is knowledgeable in agency sales and marketing strategies designed specifically to reduce reliance on contingency commissions and increase agency revenues.
APPLYING ACTIVE LISTENING: OVERCOME YOUR LISTENING BLOCKS
Video on Demand - Date Aired: May 22, 2018 – Is communication more effective with an obstacle in the way, or without? There is an important distinction between “hearing” your prospects, and “listening” to them. This session identifies the 8 common listening blocks and helps to identify best practices to overcome them by applying active listening.
EFFECTIVE TIME MANAGEMENT
Video on Demand - Date Aired: Feb. 20, 2018 - Time management is key to successful producers. This session highlights the best practices designed to make you more efficient, and more organized – as well as helping you self-diagnose your own time management challenges.
21 SECRETS OF MILLION DOLLAR SELLERS
Video on Demand - Date Aired: Feb 6, 2018 - Fortune 50 Consultant & 2018 Blue Ribbon Conference Speaker Steve Harvill reveals in this webinar the secrets of the world's best salespeople who rake in at least $100 million a year.
Video On Demand - Million-dollar producers typically focus on three to five niche industries to target. This allows them to better understand the industry, their pains, and how they can provide solutions for their prospects. During this session, we talk through the criteria to consider when building out niche industries and how to determine what industries to target.
CLIENT MANAGEMENT ESSENTIALS
Description of the 6 Client Management courses
BUSINESS COMMUNICATION FUNDAMENTALS
Description of the 5 Business Communication courses
ADVANCED COMMUNICATION AND NEGOTIATION SKILLS
Description of the 4 Advanced Communication courses
THE SIX LEVELS OF PROSPECTING OVERVIEW
Video On Demand Webinar - One of the most challenging hurdles in the sales process is opening the door to key decision makers. During this session, we will highlight the six different ways we’ve seen producers successfully open doors to target accounts, while ranking them in order of effectiveness.
THE SCIENCE OF BOOK GROWTH
Video on Demand Webinar: There is a true science to book growth. During this session, we will discuss the three realities to the science of book growth and build an action plan to help each producer implement these strategies.
BUILDING YOUR ORGANIC GROWTH ENGINE: ATTRIBUTES OF TOP PERFORMING AGENCIES & PRODUCERS
Video on Demand Webinar: The continuing consolidation isn’t being driven solely by acquirers dropping piles of cash on agency principals’ doorsteps. The reality is that you won’t be able to get the same return on equity by selling your business as you can by keeping it. The caveat is that you need Growth, Profitability, and Scalability to achieve those results. This session will provide real data and metrics behind what growing and highly profitable agencies are doing, and the attributes of the successful producers that execute those strategies.
THE SUCCESSFUL & REPEATABLE SALES PROCESS
Video On Demand - Closing an account should be a repeatable process, not a one-time event. During this session, we will discuss the successful sales process built from million-dollar producers and how to avoid an unsuccessful sales approach.