Sales Training / Management
Digital Marketing and AI
AI, generational changes, and time are all telling us that what worked in marketing 10 years ago may not resonate with today's buyers. Join us as Academy expert on all things digital, Tom Wetzel as he helps us to understand what's working, what's not, and what we can do about it when it comes to digital marketing.
Rules of Engagement in Selling
Sometimes it seems like the prospects that you peg your hopes on aren't as good as you initially thought. Join us as sales expert, Walt Gerano brings us this session and explains the rules of engagement for dealing with prospects and how you can know that you have an engaged prospect or not.
Growth Strategies
Find out if your sales team has what it takes to excel. That's the question at the heart of this session. Whether you're convinced that your team is running on all cylinders or you think your team needs a tune-up, this session is for you. Join us as Walt Gerano from Anthony Cole Training Group helps us with some strategies to grow your agency.
Crazy Confident: 60 Confidence Tips in 60 Minutes
One personality aspect that people need is confidence. You need a degree of confidence to handle the situations that life brings you, whether you're dealing with claimants, insureds, agents, or underwriters, having confidence aids in your dealing with people. Join us as Abi Potter Clough brings us a fast-paced hour where she promises 60 tips to improve your confidence in one hour.
Digital Marketing: The Old Techniques Don't Work As They Used To
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.
The Art of Ethical Negotiations
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.
Selling Yourself without Selling Yourself Out
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.
Leveraging Data to Differentiate Yourself from the Competition
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.
What Not to Say to a Customer Part 1
"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.
Risk Management Approach to Selling
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.