Insurance Journal's Academy of Insurance

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Sales Training / Management

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What Not to Say to a Customer Part 1

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“You don’t need that coverage.”


“Your assets are protected and can’t be taken”


“You have no employees so you don’t need hired and non-owned auto liability”


You've probably heard other agents use these phrases and others like them. You might have even said them yourself. Join us as David Thompson helps us to understand why we should never use these phrases again.

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Risk Management Approach to Selling

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While agents aren't necessarily risk managers, they play a role in their clients' overall risk management strategy.


Join us as Precious Norman-Walton helps us to learn an approach to selling that is consultative and geared toward bringing the client into the process, rather than simply selling them a product.

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It's Not Enough to Just Check the Digital Box

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As agency management standards have evolved over the years, so, too, have the rules changed for customer-facing digital tools.

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Building Your Personal Brand

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Organizations aren’t the only ones that benefit from clearly defined, well-articulated brands anymore. 

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Finding Your Prospect's Pain.... When there doesn't seem to be any

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As insurance consultants, it is our job to uncover our prospect's pain in a way that gets the prospect to self-realize it, rather than just telling them what it is.

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Certificate of Insurance: You Can't Always Get What You Want

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All too often, certificate holders ask for information on the certificate of insurance that agents simply cannot provide.

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How Big Data Is Changing Workers' Compensation

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Insurance agents are increasingly confused and frustrated by the pricing they are seeing on their workers’ compensation new business quotes and renewals. 

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Three Best Closing Techniques

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“No” isn’t the worst thing you can hear from a prospect.  Do you know what is?  “Maybe”. 

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Underwriters are People Too!

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Agents need underwriters and underwriters need agents in order to write business, or more business, and generate revenue.  

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5 Keys to Extreme Personal Productivity

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Let's face it: Your productivity is under constant attack. 

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Items 1 to 10 of 31 total

per page

Set Descending Direction