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  • The Threat of Being a Generalist Agent in a Specialists World

    The Threat of Being a Generalist Agent in a Specialists World

    Author: Frank Pennachio & Susan Toussaint
    Date: 2016/03/01

    Dramatic and the ever increasing accelerated pace of changes in the insurance landscape are creating serious challenges for the generalist insurance agent. In just the past year we have seen new players and insurance distribution channels emerge that go right after the generalist. It is more critical than ever for agents to create a specialty approach to their business. Participants will learn how to develop or enhance their niche markets, and move away from being a generalist.

    Who Should Watch: Producers & Sales Managers

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  • Winning in 2016: Aligning Your Goals and Objectives to Win in Today’s Marketplace

    Winning in 2016: Aligning Your Goals and Objectives to Win in Today’s Marketplace

    Author: Frank Pennachio & Susan Toussaint
    Date: 2015/08/17

    The least enjoyable, but most important aspect of sales success is in the planning. Agency leadership wants predictability and producers want the process to be meaningful. The old adage, “failure to plan, is a plan to fail” still rings true. In this webinar, we’ll help you simplify the sales planning process and make it more rewarding emotionally and financially. You’ll gain tools and tips to help you and your team win in 2016.

    Who Should Watch: Agency Principals, Sales Managers and Producers

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  • Go Big or Go Home: Capture Extraordinary Opportunities in the Large Account Market

    Go Big or Go Home: Capture Extraordinary Opportunities in the Large Account Market

    Author: Frank Pennachio & Susan Toussaint
    Date: 2015/02/01

    Don’t assume this marketplace isn’t for you. Outperforming your competition has little to do with features and benefits, and everything to do with strategy and capabilities. Large accounts: 500k in WorkComp Premium or 500+ Employees in the Employee Benefits space need real capabilities and leadership, and want to do business locally. In this motivational and informative webinar we’ll show you what you need to know to gain the attention of insurance buyers in this segment and the capabilities you must master in order to write accounts in this wide open space. Don't forget to download our newest whitepaper, "Go Big or Go Home... Exploit Sales Opportunities in the Large Account Arena." To download, just click the orange Download Whitepaper button below.

    Who Should Watch: Agency Principals, Sales Managers and Producers

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  • Predictive Modeling & the Impact on the Experience Modification Factor

    Predictive Modeling & the Impact on the Experience Modification Factor

    Author: Frank Pennachio & Susan Toussaint
    Date: 2015/06/15

    Insurance underwriting is changing, and making for some interesting and challenging conversations with prospects and clients. In this important webinar we’ll demystify predictive modeling, and provide strategies to help you explain to your clients the impact it has on pricing.

    Who Should Watch: Property & Casualty Agents

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  • Why Most Insurance Sales Training Fails

    Why Most Insurance Sales Training Fails

    Author: Frank Pennachio & Susan Toussaint
    Date: 2015/02/16

    If you’re looking to invest time and money into sales training this year you’ll want to attend this 50 minute webinar. Most sales training doesn’t work, we’ll tell you why and what to look for so you can make the best use of your training dollars.

    Who Should Watch: Agency Principals and Sales Managers

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