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The State of Nevada has only approved this course for 3 credits of Property & Casualty and 3 credits of Ethics.
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OVERVIEW AND TOPICS
The New Insurance World – Consumer Purchase Process – Traits of Top Producers
In this insurance-based sales program, participants will discuss the traits of super producers and how knowledge creates the power that super producers need to be successful. They will learn how to tap into this power along with the five key traits that super producers share. They will discuss the consumer purchase process and better understand the decision process that buyers must go through.
A Selling Culture – The 3 Step Process
Successful agencies have more than good salespeople. They have cultures that are built around the selling activity. Sales cultures are created purposefully, they don’t just happen. In this insurance-based sales session, participants will discuss the importance of the sales culture, the process of selling, and the Dynamics 3-step process.
Step 1 – Building Relationships, Positioning Controlling & Qualifying the Sale
It’s important to remember that selling is a relationship process. In this insurance-based sales session, participants will take an in-depth look at Step 1 – The Diagnostic Appointment. They will learn how important it is to create a relationship with the potential client. They will discuss in detail how to build rapport and how to use a positioning statement to build rapport.
Step 2 & Step 3 from Fact Find to Presentation
At the end of the diagnostic appointment, an insurance salesperson should have enough information to qualify an opportunity to close. In this session, participants will focus on how to properly qualify the prospect with regard to the decision maker and how to avoid price-driven selling. They will learn when to move forward, when to walk away for now, or when to walk away forever. When moving forward, they will learn how to get the proper facts using a risk management focus and how to create and present the solutions that best fit the needs of the prospect.
Advanced Skill Training- Probing & Objections
All insurance sales involve potential objections that require probing questions to uncover the real reason for the potential client’s objections. In this session, participants will take an in-depth look at questioning patterns based on different criteria, in addition to differentiating the producer and/or agency from the incumbent. They will also discuss and learn advanced communication skills.
Marketing Strategy & Getting in the Door
In this insurance-based sales session, participants will focus on different methods of obtaining leads. They will examine various marketing strategies and methods and discuss how to use these strategies and methods to “get in the door.”
