New business production does not just happen, it must be planned. Agency owners, sales managers and producers will benefit from this Webinar as it examines many of the often-ignored factors that contribute to sales success. Beyond the actual sales conversation, students will learn how to properly plan for the sales process and discover if they are currently on the right track. We examine how the producer can and should: organize his activities, use centers of influence, plan the sales call, follow up any call and effectively practice call reporting

Participants of this webinar will learn to:

• Look for and understand the characteristics of good prospects - profiling
• Use influencers, endorsements and referrals to qualify suspects and generate good leads
• Be disciplined in sales activity to keep the sales funnel filled with leads and follow up activities
• Use call reports to help the producer focus on what is important
• Practice role playing with producers to evaluate call and presentation effectiveness