It's Time for Fresh Approach
Out with the Old
The standard P&C sales approach is to compare policies and advise clients based on those comparisons. Focusing on coverages is self-centered. Focusing on exposures is customer-centric.
Many agents have never really learned coverages.
Many agents don’t really understand coverages.
Many agents don’t really understand how exposures are more important than coverages, they don’t really know how to identify exposures and they don’t really know how to communicate coverages with clients.
The result: clients may not be not adequately covered and E&O exposures may increase.
In with the Best
We are the only training program to bridge the gulf between insurance language and consumer language. We build on existing knowledge. We focus on real world coverages and applications -- not just an industry standard form.
Our Program is Different
We use a modular, bite-sized approach. We teach in small groups so everyone must participate – no sleeping or hiding in the crowd. Participants learn to communicate coverages and prove they understand coverages through role play. Our methods ensure participants learn the content for the long-term. They actually learn practical skills and knowledge that can be used as soon as they leave class.
We also recognize that simply learning coverage does not provide the tools required to explain coverage to insureds. Our program helps participants learn how to explain coverage to insureds so they understand why they need to buy particular coverages and limits. This is why our program results in higher sales.
Why it Works
Our program design is based on the way adults actually learn. We studied how adults learn and we built the program around those facts. Every other coverage program is taught in a school environment, typically in in large rooms where many attendees daydream while being fed massive amounts of information in only a few hours.
Our program focuses on teaching small groups of willing participants how to fish. Our participants learn how to feed their need for knowledge while developing problem solving skills. This means less class time, a better learning environment, and deep seated learning that participants will not forget soon after the class.
We base our education program on the Four Building Blocks of Success:
1) Client First. Insurance Second.
Other programs focus on coverages first. Our program emphasizes the client first. Putting the client first enhances the client experience.
2) Sell Protection. Not Insurance.
The goal is to protect the clients’ assets. Imagine selling fertilizer. A person does not want to buy fertilizer. They want a green lawn and pretty flowers. Fertilizer is the means to the end, like insurance is the means for protecting your clients’ assets.
3) Bridge the Gap.
Focus communication on the client. Help personal lines clients understand their exposures in their language, on an emotional level. For commercial lines clients, cost is critical. Make it work in your favor.
4) Build Relationships.
Emphasizing exposure protection while bridging the communication gap lays the groundwork for long-term, engaged client relations.
Fewer uncovered claims and increased sales. When agents know their coverages and have the ability to articulate those coverages, clients buy the correct coverages more often. By learning coverages and how to discuss them, they sell more too.
Our training and testing methods have proven extremely effective. Your staff does not have to leave the agency for the classes, and the schedule is customized to fit your needs.