Insurance Journal's Academy of Insurance

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Insurance Training Course Catalog

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Digital Marketing: The Old Techniques Don't Work As They Used To

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Digital marketing is a moving target of online options for agencies. Do you write a blog? Do you try and get prospect emails? Join us as Tom Wetzel, our dean of technologies, brings us this timely session.

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The Art of Ethical Negotiations

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Negotiation is a conversation between people who are each trying to get their way and in part trying to meet each other's needs as well. It's a process of give and take and listening and learning. The ethical piece of negotiations is sometimes set to the side in favor of getting the outcome that one really wants. Join us as Michael Koscielny brings us his take on negotiations.

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Selling Yourself without Selling Yourself Out

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The best of salespeople are those who truly believe in the product that they plan to sell. So why do so many of us have a hard time selling ourselves? When it comes to career planning and career advancement, there is no salesperson like yourself and there is no one who seems to have more reluctance to sell you than yourself. Join us as Marsha Egan helps us with a plan to grow in our careers.

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Leveraging Data to Differentiate Yourself from the Competition

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In an industry that is so data reliant as insurance is, it is troubling that some simply don't know how to use the available data to tell their clients' stories. Join us as Frank Pennachio helps us to apply benchmark data and appropriate data analysis to help gain and keep clients longer.

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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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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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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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Items 1 to 10 of 33 total

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