Insurance Journal's Academy of Insurance

Insurance Journal

You have no items in your shopping cart.

Two ways to register

1. Buy the single session!

2. Become a member

just $39/month

For $39/month you get all of these:
  • FREE access to 40+ live classes over the next year!
  • Unlimited access to 200+ on-demand courses in our library.
  • PLUS exclusive coverage skills tests, Q+A sessions w/instructors, discounts on our conferences and more!

Become a Member

Members

Sign in to access this session and all materials.

Risk Management Approach to Selling

Risk Management Approach to Selling

Double click on above image to view full picture

Zoom Out
Zoom In

Quick Overview

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.

Regular Price: $129.00

Special Price: $99.00

Can't make it Thursday? Register now and we'll send you the recording.

Add Items to Cart Add to Cart
Date Mar 30, 2021
Time 10:30am Pacific / 1:30pm Eastern
Duration 1 hour
Location Online Webinar
Formats Live
Instructor Precious Norman-Walton

Discover how to be seen as a trusted advisor by your clients through approaching the sales process from a Risk Management perspective. By engaging your prospects in a discovery conversation, learn to guide them towards articulating, identifying, and quantifying their own exposures and perils. This consultative approach facilitates an environment in which you gain a deeper rapport, demonstrate your expertise, and allow the client to feel recognized and understood. A mutually agreed-upon need increases your likelihood of securing a stronger commitment to purchase.

At the end of this session, participants will:

  • Understand how to move away from application completion to discovery conversations that reveal coverage needs.
  • Build greater rapport with prospects by allowing them to identify and recognize the need for coverage through guided conversations.
  • Offer solutions, not products, to address the risks identified during the analysis.

Regular Price: $129.00

Special Price: $99.00

Add Items to Cart Add to Cart