Insurance Producer Development:

Meaning More to the Market

WHO WILL BENEFIT:

Producers, Risk Professionals

DELIVERY:

Instructor Led : 2 days plus 60 days of pipeline coaching
Virtual option available

The Business Case:

Prospects have different expectations of those that advise them, especially around insurance. Those with means are building, enhancing collecting and imagining bigger and brighter futures that often come with a need for risk management. BWST has created a program to assist producers to grow their business in tight insurance markets. For years BWST has supported brokers to grow their COI relationships. But now in one program brokers can receive the business planning, outreach and engagement skills to execute a branded sales process for their pipeline opportunities. The program is supported by meaningful pre-work case study and post program pipeline coaching.

Learning objectives:

Create a plan for how and where you will drive your business
Boost personal productivity to create more time for new business prospecting
Draft ideal client profiles to support outreach and the COIs that can connect you
Determine the right platform, key themes and message to book more meetings with prospects
Engage prospects in a discovery process that links prospect aspirations with a potential insurance program
Conduct effect proposal presentations for maximum understanding, engagement and commitment
Manage the transition from prospect to client

Key Content and Outcomes:

Creating a COI and Market Referral Cultivation Plan
The Perfect Day/Perfect Week Productivity Clinic
The three email strategy for productive outreach
Messaging for meetings - coffee talk, discovery and proposal
Designing conversations so discovery is valued added for the prospect
Mastering the art of follow-up
Teeing up the proposal meeting for maximum engagement
Asking for the order and managing the handoff to service

"BWST provided our entire sales organization [sales leaders, account managers, consulting and business development teams] with very detailed sales content in a digestible format. The success with our teams was a result their tenure and expertise in sales, and BWST's due diligence in learning about us prior to training. BWST was a huge asset to us and is a key partner in launching our sales enablement platform that's ensuring we can continue to grow."

Head of Sales Enablement, Pharma

"If you're in search of a game-changing resource that not only boosts your deal-making prowess but also deepens your grasp of relationships and value creation, enrolling in Bill Walton's training program is a must. Bill's dynamic coaching style and innovative approach to team development are incredibly valuable. His ability to inspire and guide teams makes him a tremendous asset to any company. I wholeheartedly endorse the Bill Walton Sales Training!"

Learning and Development Manager, AI Software Development

"Bill is an expert at helping to create vision and focus within a sales team. He took the time to listen and understand our needs. Bill helped to put the "puzzle pieces" together to create a wonderful structure focused on value selling and client acquisition."