Class Description
Still time to register!! If you register now, you will be sent the recording to Part 1 which was held on February 1st and Part 2 which was held on February 8th.
This 3-part series will be held on February 1, 8 and 22, 2012.
Selling insurance has dramatically changed over the past several years. The days of merely saying, “we have great markets,” “we have a special program” or “we have great service,” as an effective method for attaining new clients are long gone. It’s rare that your competition does not have access to the same insurance carriers as you, and they often make the same promise of service. This turns insurance into a commodity, and lowest price wins that game.
Professional agents must change with the times. Agents cannot differentiate themselves and compel decision makers to change with their insurance products using the same old methods. To succeed in the future insurance world, agents must transform themselves from “transactional” processes to “consultative” selling – or face significant risks to their career and livelihood.
The consultative agent changes the rules of the game, takes over the game and separates themselves from the pack of transactional agents. Decision makers discover a new way of engaging with insurance professionals and dismiss the “we have great markets” agents. When done right, the consultative agent eliminates their competition.
In this three-session series, participants learn:
Session 1 (February 1)
- The threats facing insurance agents
- Why the insurance buyer’s brain craves a consultative approach
Session 2 (February 8)
- How to message to prospects so you enter your first meeting with leverage
- The power of assessments
Session 3 (February 15)
- How to develop, enhance, and leverage capabilities that improve employer outcomes
- How to position yourself for fee-based relationships