Course Information

Program: Dynamics
Event: Dynamics of Selling
Delivery Method: Webinar
Instruction Hours: 20*
Metro Area:
Available Seats: 12
Start Date: Nov 10, 2020
End Date: Nov 12, 2020
Price: $495

*CE Hours vary by State


Instructor Led Online Course
Nov 10, 2020

Instructor Led Online, WB 78731

What Time Does This Start For Me?

Pacific Mountain Central Eastern



Topic Date Time Speaker
Join Webinar Nov 10, 2020 07:30-08:00
The New Insurance World – Consumer Purchase Process – Traits of Top Producers Nov 10, 2020 08:00-12:00 Dynamics Team
Join Webinar Nov 10, 2020 12:30-13:00
A Selling Culture – The 3 Step Process Nov 10, 2020 13:00-16:00 Dynamics Team
Join Webinar Nov 11, 2020 07:30-08:00
Step 1 – Building Relationships, Positioning Controlling & Qualifying the Sale Nov 11, 2020 08:00-12:00 Dynamics Team
Join Webinar Nov 11, 2020 12:30-13:00
Step 2 & Step 3 from Fact Find to Presentation Nov 11, 2020 13:00-16:00 Dynamics Team
Join Webinar Nov 12, 2020 07:30-08:00
Advanced Skill Training- Probing & Objections Nov 12, 2020 08:00-12:00 Dynamics Team
Join Webinar Nov 12, 2020 12:30-13:00
Marketing Strategy & Getting in the Door Nov 12, 2020 13:00-15:00 Dynamics Team

What Time Does This Start For Me?

Pacific Mountain Central Eastern

Dynamics Team | Bio

Jeffrey Wayne Wodicka | Bio

Jeff Wodicka is a Certified Insurance Counselor and a licensed agent and broker in the state of New York. During his forty years in the insurance industry, Jeff has served in functions ranging from company marketing underwriter, to agency office manager, agency key producer, agency sales manager, agency chairman and CEO. This background and understanding is highly unusual among traditional academic consultants. Jeff's continued operation as Chairman/CEO of Casswood Insurance Agency, a highly successful independent agency with offices in both New York and California, makes him one of the few nationally recognized instructors, lecturers, and consultants with current "hands on" agency experience. His primary function is to manage the sales process and to serve as sales manager for the production team within the agency. He also continues to sell and manage a substantial personal book of business. A nationally recognized authority in many aspects of business management, he takes pride in his ability to take the mystique away from seemingly complicated material allowing him to deliver a powerful message to participants. While knowledgeable in many areas, his acknowledged areas of expertise include: all aspects of producer development, including compensation, contracting, goal setting, hiring, motivation, individual sales & sales management training, agency perpetuation planning, agency valuation, and agency marketing. Jeff is proud to have served as a member of the Board of Governors for the Society of Certified Insurance Counselors, as well as a National Faculty member for over twenty years, and he has served as Agency Management Consultant to IIAANY. Jeff has instructed for carriers and associations in nearly every state in the nation. In addition to his agency responsibilities, Jeff also acts as National Program Director for The National Alliance for Insurance Education & Research, based in Austin, Texas. In this capacity, Jeff oversees the ongoing development of the faculty and curricula for The Dynamics Sales Training programs: Dynamics of Selling, Dynamics of Sales Management, and Dynamics of Agency/Company Relationships. Jeff has authored much of the curricula for all of these programs.

Richard L. Dunnam | Bio

Richard L. Dunnam is the founder and principal partner at Risk Services of PR LLC, a firm specializing in educational consulting in property and casualty insurance since 1992, providing educational services to the insurance industry both in Puerto Rico and the United States. Richard actively uses his years of experience and knowledge to operate and manage his insurance portfolio, as well as to provide loss control services, inspections and evaluations for real estate, and training support in sales/services. Over the past 35 years, he has served in several capacities in the insurance industry including working as a member of the official cabinet of the Office of the Insurance Commissioner of PR, where he started his insurance career in 1985; personal and commercial lines underwriter for Eastern America Insurance Co.; insurance broker for Aon Risk & Insurance PR, and as an independent insurance producer. In addition, Richard has served as an expert witness in insurance court cases. Today, and still as a result of the catastrophe caused by Hurricane Maria, Hurricane Irma and January 2020 earthquakes in Puerto Rico, Richard is providing services directly to the insured through Claims Management Group LLC. In 1996, Richard became an instructor and member of The National Alliance for Insurance Education faculty, teaching for the CISR, CIC, Dynamics of Service and Dynamics of Selling programs, both in English and in Spanish. He is also an educational provider approved by several states including Puerto Rico, the Virgin Islands and Mexico. Richard obtained his Certified Insurance Counselor designation in 1997, his bachelor's degree in Managerial Administration in 1989, and he holds associate degrees in General Insurance, and Administration of Maritime/Terrestrial Insurance (AINS / AMIM). He is also an Accredited Advisor in Insurance (AAI), as well as Chartered Property and Casualty Underwriter (CPCU) of the American Institute of Chartered Property & Casualty Underwriters (AICPCU), Marshall & Swift Trained Appraiser, Certified Cost Estimator (CCE), as well as California Earthquake Authority Adjuster Certification (CEAAC). Richard teaches more than 50 classes and insurance training programs annually throughout Puerto Rico, the United States, the American Virgin Islands and Mexico. These programs are run by The National Alliance for Insurance Education, Professional Insurance Agents of PR & the Caribbean, and Risk & Insurance Educational Services. His greatest satisfaction is to have the blessing of having the opportunity to sow the seeds of curiosity and knowledge, at the same time as it feeds from the experience that everybody brings. "Knowledge does not occupy space."