Winter Session: February 6th
Spring Session: April 5th
Fall Session: October 4th
You’ll gain insights into why your prospects are wired to say “no” and why it’s so difficult to get in the door and stay out of the commodity box.
Winter Session: February 13th
Spring Session: April 12th
Fall Session: October 11th
Not everyone who needs insurance is a good fit for you and your agency. In fact, too often producers work on low probability opportunities, wasting time and energy and ultimately getting rolled by prospects that were never a good fit for the agency in the first place.
In this session, participants will learn how to identify the characteristics of your perfect client, and gain clarity around who you want to be and who you want to be it to, which will help you laser focus your messages and increase your response rate.
In addition, participants we’ll share how to build, segment and manage your prospect list, strategies that will you be more organized and efficient for prospecting. Finally, we’ll talk about various ways to research your prospects and how to leverage that research to lead more meaningful conversations.
Winter Session: February 20th
Spring Session: April 19th
Fall Session: October 18th
Your value proposition has nothing to do with the companies you represent or how long your agency has been in business or what you have to offer. Too often value propositions focus inwardly, instead of conveying how you and your agency understand the key objectives and challenges that your prospects face on a daily basis.
In this session, participants will learn how to create a value proposition that resonates and how to leverage it in a messaging strategy.
Winter Session: February 27th
Spring Session: April 26th
Fall Session: October 25th
All too often messages speak to what the producer wants to accomplish instead of what their prospect needs to hear to be curious about taking a meeting. In addition, messages are often sent without regard to who will receive them. Knowing your prospect’s persona and what is important to them is critical.
In this session, participants will learn the specific steps necessary to build effective messaging that will pique curiosity as well as, learn what how to capture the attention of C-suite buyers. Creating the right message is both an art and a science; we’ll help you master both.
Winter Session: March 6th
Spring Session: May 3rd
Fall Session: November 1st
Objections happen! The good things they can be anticipated, and categorized.
In this session participants will learn to recognize the different types of objections they will most often receive and how to overcome them and get the conversation back on track in order to advance prospecting efforts.
Winter Session: March 13th
Spring Session: May 10th
Fall Session: November 8th
Content is still king! Your messaging is reinforced when it is accompanied by either 3rd party or self-published content.
In this session, participants will learn what kind of content to source or develop and how to leverage it to support their messaging themes.
Winter Session: March 20th
Spring Session: May 17th
Fall Session: November 15th
Developing campaigns can be challenging. How long should they be, what information should I share, and what do I say? These challenges often prevent producers from being effecting, or worse, cause them to give up.
In this session, participants will be exposed to a short, but effective campaign strategy that can be deployed a monthly basis. This easy to adopt and implement strategy will have participants generating 1st appointments quickly and consistently.
Winter Session: March 27th
Spring Session: May 24th
Fall Session: November 22nd
Most producers rely on prospecting to generate leads, but your clients and colleagues can be a great source of leads too. But simply asking them to send referrals isn’t always fruitful. Plus, you want to avoid a poorly positioned introduction, which can put you in the commodity box.
In the final session, participants will learn how to develop a center of influence strategy and the 5 steps necessary to maximize these important relationships.
Winter Session: April 3rd
Spring Session: May 31st
Fall Session: November 22nd (Please note we are doubling up with Session 8 & 9 on this date to finish before Thanksgiving)
Becoming known and relevant requires more than just emails and phone calls. Relevance is achieved when your prospects perceive you as a leader.
In this session, participants will learn how to move beyond campaigns and incorporate workshops, webinars and roundtable events into their prospect engagement strategy.