Detailed agenda

Lady in class writing notes

Week 1

Week one agenda

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
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
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
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
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
Student with headset taking online courses

Distance Learning

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
Student next to an arrow on the mark

Week 2

Week two agenda

The Why
Business Income
Sales Process Review
Target Markets
Sales Process: Identification
Sales Process: Qualification
Work Comp
Sales Process: Exploration
Machinery & Equipment
Sales Process: Implementation
Excess & Surplus Lines
Sales Process: Continuation
Presentations/Role Play