SalesPro - MarshBerry

MarshBerry Sales Management presents:
SalesPro
2012 Producer Training
Sales Training to Build
High-Performing Producers
April 23-24, 2012
Sheraton / Dallas, TX
Successful Prospecting
Techniques
October 15-16, 2012
Westin Kierland / Scottsdale, AZ
Commercial Coverage
Essentials
October 17-18, 2012
Westin Kierland / Scottsdale, AZ
SalesPro
PRODUCER TRAINING SESSIONS
SalesPro Producer Training Sessions are
a series of best practice sales and service
training seminars facilitated by MarshBerry’s
Sales Management Consultant Team. The
program is designed to increase your agency’s
value and drive producers’ books by helping
individual producers enhance new business
production and account retention.
Producers who participate in this series of intensive
seminars will be exposed to proven prospecting, closing
and service techniques that will drive book-of-business
growth. These ground-breaking techniques are drawn
from thousands of leading producers across the nation
and are structured to provide concrete tools for building
a profitable book-of-business.
Techniques taught in SalesPro seminars are focused
on value-added selling strategies that MarshBerry has
accumulated through years of research and study in
the insurance industry. Producers will also develop
peer-to-peer exchange relationships with other
attendees, affording participants the ability to share
ideas, successes and best practices year round.
www.MarshBerry.com/TrainingSessions
Differentiate.
Strategize. Win.
Sales Training to Build High-Performing Producers
•
Time Management - Effectively manage capacity with specific time
management techniques based on book-of-business revenue streams
•
Sales Strategies of High-Growth Agencies - Build and implement
proven sales strategies and methodologies used by high-growth agencies
•
Selling to the Clients’ Perceived Value - Know what subjects to
chase based on differentiation and value proposition “strike zones”
•
Win/Win Selling - Build successful joint business relationships with
decision makers and spheres of influence
•
Consistently Closing Sales - Develop continual and consistent
high-hitting business opportunities
WHO SHOULD ATTEND: This training session is designed to build a
foundation for new commercial/group benefits producers who want to
achieve a higher level of performance. This is also a great course for
producers with a stagnant book-of-business.
Successful Prospecting Techniques
•
Setting new business appointments - Effectively identify and
target new business relationships through a forecasted selling system
•
Sales layering – Constantly position the client and sales producer
for a win/win
•
Introductions vs. referrals – Move quickly through the sales
process to become a trusted advisor
•
The 5 steps to leveraged prospecting – Engage relationships to
effectively and confidently build new business opportunities
•
Concrete deliverables to support the sales process – Tools for
building and maintaining a consistent sales process
•
A structured time management plan - Create time for
consistent weekly prospecting
•
Developing a strategic plan - Work as effectively
as possible over any 90-day period
WHO SHOULD ATTEND: This training session is designed
to build a foundation for new commercial/group benefits
producers who want to achieve a higher level of
performance. This is also a great course for producers
with a stagnant book-of-business.
Commercial Coverage Essentials
Give your new producer practical and comprehensive coverage instruction
to accelerate their success. This innovative program blends technology
with an interactive learning environment to drive technical competence
and confidence involving case studies, role-plays, discussion groups
and action learning assignments. This program will introduce key
Property, General Liability and Workers Compensation coverage and risk
management concepts.
WHO SHOULD ATTEND: New Producers and Producers with less than
three (3) years experience.
Who Should Attend
These sessions are best
suited for new producers
and producers with stagnant
books-of-business who want
to achieve a higher level of
performance.
Testimonial
“I have been an agency
owner, producer and sales
manager for 30 years and
I am a real believer of
constant education for our
Producers. Many times in
the past after attending a
sales seminar, my take
away is usually that the
instructor has never been
out there in the trenches
getting belly to belly with
prospects and asking
them to buy, and that the
presentation was theoretical,
vague, and with no details
of real life situations.
Our production group has an
old saying that always pops
up after we attend one of
these seminars -- “when are
we going to finally get lucky
enough to actually attend
a “real” insurance selling
seminar--when are we going
to hear the “real” stuff.
Well this is that seminar.
I attended last year along
with 5 of our Producers,
both experienced and
newbie, and the knowledge
and insight covered is right
on target. It is “real” life
stuff that prospectors can
use every day. In fact, we
have committed to making
this seminar mandatory
each year for each of our
Producers and Principals.”
- Bob Miller, CIC
Barmore Insurance Agency
Houston, TX
SalesPro
SPRING SESSIONS
Sales Training to Build High-Performing
Producers
Mon., April 23 - Tue., April 24, 2012
Sheraton / Dallas, TX
Registration deadline is Friday, April 13, 2012
Cost: $1,150
Peer Network Partners: $950 (use code “partner”)
Scan the code to visit
the SalesPro website:
2012 Producer Training
FALL SESSIONS
Successful Prospecting Techniques
Mon., October 15 - Tue., October 16, 2012
Westin Kierland / Scottsdale, AZ
Registration deadline is Friday, October 5, 2012
Cost: $1,150
Peer Network Partners: $950 (use code “partner”)
Commercial Coverage Essentials
Wed., October 17 - Thu., October 18, 2012
Westin Kierland / Scottsdale, AZ
Registration deadline is Friday, October 5, 2012
Cost: $499
Peer Network Partners: $450 (use code “partner”)
Sign up for both Successful Prospecting Techniques
and Commercial Coverage Essentials for a $100
savings. Combined registration cost: $1,549
(MarshBerry Network Partners: $1,300)
REGISTRATION INFORMATION
To register for the Producer Training Sessons, please follow
the online instructions at:
www.MarshBerry.com/TrainingSessions
Cancellations must be made in writing to
SalesPro@MarshBerry.com. Registration fees are not
refundable after 10 days prior to the session date and are not
applicable toward future Producer Training Sessions or other
MarshBerry events.
Other groups may be eligible for discounted registration. For
information on this and other questions regarding the program
or registration, please email SalesPro@MarshBerry.com.
Business casual dress is requested for all functions.
HOTEL ACCOMMODATIONS
MarshBerry will make hotel reservations on your behalf.
Please complete the online registration for room options.
Guest room rates per night:
• Sheraton, Dallas (April Sessions) - $149
• Westin Kierland, Scottsdale (October Sessions) - $219
Above rates are per night for single/double occupancy
and do not include tax and incidental charges. You are
responsible for paying all charges to the hotel.
All hotel changes in arrival, departure and cancellations
must be submitted in writing 2 weeks prior to the session
date to SalesPro@MarshBerry.com.
4420 Sherwin Road / Willoughby, OH 44094 / 800-426-2774 / www.MarshBerry.com