This 8-part series will be held on August 7, 21, September 5, 18, October 2, 16, 30, and November 13.

Finally, one of the insurance industry’s premier classroom Producer Sales Training programs is available online. Polestar Producer Performance Development Program, sponsored and promoted by insurance carriers, associations, independent agencies and brokerage firms since 1992, is now offered online to producers without easy access to the live, classroom program or with limited financial resources. For those producers who feel they are too busy to take the time necessary to develop their sales skills in a classroom setting, Polestar’s nationally-acclaimed, career-shaping, results-driven program is now part of the Insurance Journal’s Academy of Insurance curriculum.

Once registered, the student is e-mailed a pre-work packet and is mailed a copy of “Hard Market Selling.” Completing and returning the pre-work packet allows the student to gain the most from this program as it affords the student the opportunity to provide their online classroom coach with their goals, expectations, areas of desired development along with a brief history. The short text, “Hard Market Selling” provides a high-level look at many of the concepts, tools and techniques covered in the online class.

Delivered bi-weekly in eight, 90-minute webinar sessions supplemented by producer-initiated one-on-one coaching, the online version of the Polestar Producer Performance Development Program offers:

• Significant and sustainable increases in new business production
• Improved retention results
• A steady stream of quality referrals and cross-sell opportunities from existing clients
• A priority management system that guides producers in getting the right things done
• Increased agency (and ultimately carrier) profitability

The online program details the same content as the classroom program, gives producers the same access to the extensive Polestar library with its myriad of tools and templates, and includes lifetime access to Polestar’s world-class corps of coaches.

Designed for any producer with two to six years production experience, this program serves to lay a solid, value-focused foundation for newer producers and to re-energizing more experienced producers who may have become stale in their approach to new business development.

All bi-weekly classes are scheduled from 1:30 PM to 3:00 PM Eastern (10:30AM to 12:00PM Pacific) on the following 2012 dates:

• August 7, 21
• September 5, 18
• October 2, 16, 30
• November 13

All eight sessions will be recorded and e-mailed to registered students. Students unable to meet for every class can view the recorded classes at their convenience.

Session Topics
Session 1 Stepping Up for Success and Goal Setting
Session 2 Priority Management and Personal Organization
Session 3 Referral Harvesting and Cross Selling
Session 4 Niche Markets, Top 20 and Pipeline Management
Session 5 Channel Marketing and Personal Marketing Planning
Session 6 Differentiation and Value Added Service
Session 7 Needs Assessment and VAS Planning
Session 8 Bringing It All Together, including Building Your Business Plan