Course Content

During the entire three-week program, senior commercial producers and faculty from the highly acclaimed Dynamics of Selling training course act as mentors, working in groups and one-on-one to develop individual producer skills.

NOTE:  Agency/sales managers are invited to participate in the opening program Sunday night, and attend special classes all day Monday through Tuesday untill 12:00 p.m. (Curriculum for agency managers is highlighted in blue.)

Week One

• Dynamics of Selling - Students & Agency Managers
  

  -	Traits of Super Producers
  -	Why People Buy -- Avoiding Price-
  	Driven Sales

• Dynamics of Selling - Students

-	Dynamics Overview
-	The Power of Niche Markets
-	The Game Book
-	Post-School Training

• Dynamics of Selling - Step One - Students

-	The Diagnostic Appointment
-	Personality Styles

• Managing the Sales Process - Agency Managers
  

  -	Establishing Realistic Goals
  -	Expectations
  -	Mentoring, Monitoring & Tracking

• Essentials of Risk Management
• Dynamics of Selling - Step Two: Protection Review
• Universal Concepts of Property Insurance
• Property Valuation & Case Study
• Personal Property/Miscellaneous Concepts
• Property Contracts: An Interactive Exercise
• Equipment Breakdown
• Time Element
• Inland Marine
  
  

Week Two

• Essentials of Liability Insurance
• Liability Contracts: An Interactive Exercise
• Professional Liability/Employment Practices Liability
• Commercial Umbrella
• Crime Coverage
• Dynamics of Selling - Step 3: Presentation of Solutions
• Dynamics of Selling - Advanced Communications

-	Active Listening
-	Dealing With Objections
-	Interactive Objection Drills

• Dynamics of Selling - Advanced Role-Play Practice
• Dynamics of Selling - Game Book Development
• Ethics for Insurance Professionals
• Panel Discussion

Week Three

• Workers Compensation
• Workers Compensation - Street Training

-	Classification Drills
-	Application Completion

• Business Automobile Policy
• Garage Policy
• Rating Factors: An Interactive Exercise
• Dynamics of Selling Review
• Game Book Panel & Niche Market Coverages
• Establishing Realistic Goals