Education & Training Programs

TENTATIVE AGENDA

Week One

	Monday	Tuesday	Wednesday	Thursday	Friday
Time/Topic	Essential Selling Skills	Essential Selling Skills	Essential Selling Skills	Essential Selling Skills	Essential Selling Skills
7:30-8:00	Continental Breakfast	Continental Breakfast	Continental Breakfast	Continental Breakfast	Continental Breakfast
8:00-8:30	Program Introduction and Objectives - Why Sales?	Review of Prior Day's Field Practice	Review of Prior Day's Field Practice	Review of Prior Day's Field Practice	Review of Prior Day's Field Practice
8:30-9:30	What Makes a Positive Buying Experience?	Creating Value - Selling "You"	Question-Based Qualifying	Step 2: Evaluation	Step 3: Information
9:30-9:45	Break	Break	Break	Break	Break
9:45-10:30	Characteristics of the Ultimate Producer • Achievement • Goal Setting • Emotional IQ • Social Skills	Step 1: Preparation • Designing a Customer Acquisition Plan • Marketing v. Selling • Doing Research • Getting Ready to Play	The Value of Asking Questions • Types of Questions • Relationship-based Prospect Lists • Decision Makers	The Agenda for the Evaluation Meeting • Strategic and Tactical Questions • Simple v. Complex Sales	Fact-Find Documents • How to get what you need • From whom? • Forms and resources
10:30-11:30	Building a Solid Foundation • Ego States • Communication Styles • Behaviour Styles • Learning Methods	What Insurance Consumers Want • Establishing Rapport and Trust • Creating Differentiators	Active and Passive Listening • Anticipating Responses • Understanding objections • The Martini Glass	Creating Great Questions • Cost • Coverage • Confidence • Walking Away	Step 4: Recommendation • Proposals and Presentations • Five Ways to Close the Sale
11:30-12:30	Lunch - The 10 Commandments of Telemarketing	Lunch - Aligning with the Gatekeeper	Lunch - Using Social Media	Lunch - Evaluating the Opportunity	Homework Assignment Class Ends at Noon
12:30-1:30	Field Practice - Preparing and Delivering Your "Elevator Speech"	Field Practice - Knocking on Doors	Field Practice - Following Up	Field Practice - Cold Calling

Week Two

	Monday	Tuesday	Wednesday	Thursday	Friday
Time/Topic	Commercial Liability	Business Auto	Workers Compensation	Commercial Property	Inland Marine / Wrap-Up
7:30-8:00	Continental Breakfast	Continental Breakfast	Continental Breakfast	Continental Breakfast	Continental Breakfast
8:00-8:30	Welcome Back Homework Debrief	Review of Prior Day's Field Practice	Review of Prior Day's Field Practice	Review of Prior Day's Field Practice	Review of Prior Day's Field Practice
8:30-9:30	Legal Foundation for Liability	The Business Auto Policy	Origin of WC Basic Concepts	Overview of Commercial Property	Development and Characteristics of IM
9:30-9:45	Break	Break	Break	Break	Break
9:45-10:45	General Liability Exposures The CGL Policy Coverage A Insuring Agreement Exclusions	Section I—Covered Autos and Symbols Section II—Liability Section III—Physical Damage	Common Features of WC Laws Methods of Providing WC Benefits The WC and EL Policy Endorsements	The CPP Building and Personal Property Coverage Additional Coverages Coverage Extensions Limits and Deductibles	Policy Format Covered Property Causes of Loss Exclusions Common Policies
10:45-11:00	Break	Break	Break	Break	Break
11:00-12:00	Coverage B&C Who is Insured Limits of Liability	BAC Options and Endorsement Commercial Auto Rating	Calculating WC Premiums What the Underwriter Needs to Know	Valuation Optional Coverages Specific v. Blanket Causes of Loss Forms	Course Wrap-Up and 60 Day Plan
12:00-1:00	Lunch—Liability Case Study and Question Preparation	Lunch—Business Auto Case Study and Question Prep	Lunch—Workers Comp Case Study and Question Prep	Lunch—Property Case Study and Question Prep	Class Ends at Noon
1:00-2:00	Definitions What the Underwriter Needs to Know	Garage & Trucking What the Underwriter Needs to Know	Excess Liability Policies Umbrella Policies What the Underwriter Needs to Know	Business Income Primer Forms of Coverage What the Underwriter Needs to Know
2:00-3:00	Field Practice—Selling Liability	Field Practice—Selling Auto	Field Practice—Selling Workers Compensation	Field Practice—Selling Property