Dynamics Master Sales - Agency

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$1,250.00
Available
Seats Available
More Information
Instruction Hours 40
Topics Dynamics Master Sales
Programs Dynamics
Start Date Oct 22, 2018
End Date Oct 26, 2018
Learning Options Traditional Classroom

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Topics Covered:

• Understand Major Industry Changes & How to Leverage Them for Personal Success
• Study the Five Traits That Make Only 20% of Producers Sales Stars
• Learn the Skills of Selling in Any Market Cycle
• Develop a Method to Avoid the Price-Driven Sale
• Create a Value Proposition Tied to Your Buyer’s Actual Needs
• Learn How 4-Cards Can Make it Easy To Avoid Being Used – The Skill of Qualifying
• Understand How to Open & Uncover Buyer Pains You Can Fix
• Discuss Your Program in a Language Any Buyer Will Understand
• Develop a Marketing Plan That Will Get You in the Door
• Establish a Niche Market That Will Be Specific to Your Personal Success
• Learn to Automate Your Sales Process with Either Agency or Individual Software
• Understand the Metrics of Insurance Sales
• Develop and Practice “Door Opening” Positioning Statements That Work
• Get Inside and Practice the Skills of Overcoming Objections
• The Power of Social Media and Your Sales Process
• Review a Process Proven to Provide Referrals
• Safe Sales Role Play of Actual Sales Calls
• Establish Personal Sales Goals for the Next 12 Months Tied to Income Expectations
• Study Presentation Methods to Become “The Point-of-Comparison”

Five Days of Power-packed Training
• Includes all training, course materials, refreshments during the day, and lunches
• CE Credit—This program is not filed for CE credit. Top Sales and Marketing programs are not granted CE by State Insurance Departments.
Transportation & Accommodations are the responsibility of the student. Where possible, we will provide local hotel information at various pricing levels.

Mechanicsburg, PA
October 22-26, 2018
7:30 AM Registration
Insurance Agents & Brokers
5050 Ritter Road
Mechanicsburg, PA 17055
717-795-9500
Parking is complimentary.

Topics Covered: Covered:

• Understand Major Industry Changes & How to Leverage Them for Personal Success
• Study the Five Traits That Make Only 20% of Producers Sales Stars
• Learn the Skills of Selling in Any Market Cycle
• Develop a Method to Avoid the Price-Driven Sale
• Create a Value Proposition Tied to Your Buyer’s Actual Needs
• Learn How 4-Cards Can Make it Easy To Avoid Being Used – The Skill of Qualifying
• Understand How to Open & Uncover Buyer Pains You Can Fix
• Discuss Your Program in a Language Any Buyer Will Understand
• Develop a Marketing Plan That Will Get You in the Door
• Establish a Niche Market That Will Be Specific to Your Personal Success
• Learn to Automate Your Sales Process with Either Agency or Individual Software
• Understand the Metrics of Insurance Sales
• Develop and Practice “Door Opening” Positioning Statements That Work
• Get Inside and Practice the Skills of Overcoming Objections
• The Power of Social Media and Your Sales Process
• Review a Process Proven to Provide Referrals
• Safe Sales Role Play of Actual Sales Calls
• Establish Personal Sales Goals for the Next 12 Months Tied to Income Expectations
• Study Presentation Methods to Become “The Point-of-Comparison”

Five Days of Power-packed Training:
• Includes all training, course materials, refreshments during the day, and lunches
• CE Credit—This program is not filed for CE credit. Top Sales and Marketing programs are not granted CE by State Insurance Departments.
Transportation & Accommodations are the responsibility of the student. Where possible, we will provide local hotel information at various pricing levels.

Faculty

Faculty Name

Jeffrey Wodicka*

Bio Detail

Jeff Wodicka is a Certified Insurance Counselor and a licensed agent and broker in the state of New York. During his forty years in the insurance industry, Jeff has served in functions ranging from company marketing underwriter, to agency office manager, agency key producer, agency sales manager, agency chairman and CEO. This background and understanding is highly unusual among traditional academic consultants. Jeff's continued operation as Chairman/CEO of Casswood Insurance Agency, a highly successful independent agency with offices in both New York and California, makes him one of the few nationally recognized instructors, lecturers, and consultants with current "hands on" agency experience. His primary function is to manage the sales process and to serve as sales manager for the production team within the agency. He also continues to sell and manage a substantial personal book of business. A nationally recognized authority in many aspects of business management, he takes pride in his ability to take the mystique away from seemingly complicated material allowing him to deliver a powerful message to participants. While knowledgeable in many areas, his acknowledged areas of expertise include: all aspects of producer development, including compensation, contracting, goal setting, hiring, motivation, individual sales & sales management training, agency perpetuation planning, agency valuation, and agency marketing. Jeff is proud to have served as a member of the Board of Governors for the Society of Certified Insurance Counselors, as well as a National Faculty member for over twenty years, and he has served as Agency Management Consultant to IIAANY. Jeff has instructed for carriers and associations in nearly every state in the nation. In addition to his agency responsibilities, Jeff also acts as National Program Director for The National Alliance for Insurance Education & Research, based in Austin, Texas. In this capacity, Jeff oversees the ongoing development of the faculty and curricula for The Dynamics Sales Training programs: Dynamics of Selling, Dynamics of Sales Management, and Dynamics of Agency/Company Relationships. Jeff has authored much of the curricula for all of these programs.

Faculty Name

Joe Coccimiglio

Bio Detail

Joe Coccimiglio is the President of Lincoln Insurance and Bonding Group. Joe established Lincoln in September of 2012 and has grown it to over a $2 million agency in an 18 month span. Lincoln is located in Sandy, Utah and writes both Property and Casualty as well as Life and Health. Lincoln enjoys close ratios as an agency above 80% and retention ratios around 95%. A year after starting Lincoln Insurance Group, Joe saw a need to create two more businesses to better serve clients and help his fellow agents in the Industry; Acorn Insurance Agency and Link Financing were both established in 2013. Acorn is a wholesaler and specializes in auto dealer products. Joe has focused on auto dealers for many years and saw the need for a more comprehensive product with a broader appetite, Acorn filled both of those needs and has been wildly successful. Rather than competing with other agencies, Joe has worked together with them to provide a great product package for their clients. Link Financing was created because Joe wasn't able to find a good financing company that had the best interests' of both the client and agent in mind. Joe created an institution that makes financing a policy easy and practical without all of the headache that usually accompanies financing policies. Joe worked as a Producer since 2007 at Cottonwood Insurance while he finished his Undergrad at the University of Utah with a degree in International Studies. While in school he worked at The White House and US Embassy in Lima, Peru. During this time Joe worked with White House and State Department officials to resolve issues such as Presidential travel and visas, as well as US and Peruvian relations on PR and economic issues. He resides in Salt Lake City, Utah with his beautiful wife, Tori, and three children. Joe's motto to live by is: work smart, and you'll have time for fun.