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Detailed agenda
Week 1
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Week one agenda
Day 1
08:00 - 8:30
Introductions
09:30 - 10:30
Purpose/Why/Value Proposition
10:30 - 11:00
Sales Process: Introduction
11:00 - 12:30
Sales Process: Identification
12:30 - 01:30
Lunch
01:30 - 04:30
Property Exposures
Day 2
08:00 - 8:30
Review exercise
08:30 - 12:00
GL Exposures
12:00 - 01:00
Lunch with an underwriter
01:00 - 02:00
Umbrella
02:00 - 03:00
DISC Review
03:00 - 04:30
Sales Process: Qualifications
Day 3
08:00 - 8:30
Review exercise
08:30 - 10:30
Sales Process: Exploration Loss Control
10:30 - 11:00
Carrier Relationships
12:00 - 01:00
Lunch
01:00 - 04:30
Auto Exposures
Day 4
08:00 - 8:30
Review exercise
08:30 - 09:30
WC Exposures/Need to know
09:30 - 10:30
Sales Process: Implementation
10:30 - 11:30
Winning Submissions
12:00 - 01:00
Lunch
01:00 - 04:30
Group Submissions
Day 5
08:00 - 8:30
Review/Group Presentation Prep
08:30 - 10:00
Group Presentations
10:00 - 11:00
Sales Process: Continuation
11:00 - 11:30
Sales Process: Recap
11:30 - 12:00
Next steps – What happens now
Distance Learning
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Distance learning topics
Incentive plan and scorecard
Reinforcement of Success Engine
Identification
Prospecting Strategies of the 21st Century (SA)
Premium Audit and GL classifications
LinkedIn – overview and how to use it for prospecting
EPLI
Head Trash
Crime
Cracking the Code Commoditization (SA)
Qualification
Inland Marine
Exploration
Additional Insureds
Rules of engagement
Differentiation/Niche
Implementation
Questioning Techniques/Active Listening
Continuation
Week 2
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Week two agenda
Day 1
The Why
Business Income
Sales Process Review
Target Markets
Sales Process: Identification
Day 2
Sales Process: Qualification
Work Comp
Sales Process: Exploration
Machinery & Equipment
Sales Process: Implementation
Excess & Surplus Lines
Day 3
Sales Process: Continuation
Presentations/Role Play