Stay out of the commodity box.

Your buyers think insurance is a commodity and all agents are the same. This training will help you overcome this flawed thinking and effectively position you as a source of value to your prospects. Sign up today and learn how to stay out of the commodity box.

$397   Individual
$357   Small agency (per person, 3 minimum)
$327   Large agency (per person, 10 minimum)
Interested in customizing this training and having a 2-day on-site at your agency?
Call 888-496-1117 x3

Spring Session: April 5th - May 31st

Fall Session: October 4th - November 22nd

Proven strategies that get you in the door with leverage.

The 9 session web-based training program is conducted live and is packed with insights, tools and examples which will bring the content to life. Your “homework” will help you apply what you learn so you can develop a customized getting in the strategy that works for you. Each session is recorded and you’ll have access to the recording throughout the training.

Check out what each session will cover-and the date/time commitments:

1Program Introduction and About Your Prospects

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.

2Your Perfect Client Type, List Building and Conducting Effective Research

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.

3Developing a Powerful Value Proposition

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.

4Crafting Effective Email, Voicemail and Telephone Scripts

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.

5Overcoming Common Getting in the Door Objections

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.

6Leveraging High Value Content and Trigger Event Messages

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.

7Utilizing a High Intensity Touch Strategy

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.

8Building a Center of Influence Strategy

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.

9Building a Community with WorkShops, Webinars and Round Tables

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.

Training in the comfort of your office.

We’re bringing the training to you. Utilizing live web-based training you’ll be able to interact and enjoy the convenience of learning at your desk.

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Gain insights.

Take advantage of years of research and development from an organization dedicated to helping insurance professionals like you differentiate and win more business.

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