Winning the Business

Seats Available
More Information
Instruction Hours 16
Topics Winning the Business
Programs Certified Personal Risk Manager (CPRM)
Start Date Oct 15, 2019
End Date Oct 17, 2019
Hotel Desc Reserve Hotel
Learning Options Traditional Classroom

Download Agenda

Topics Covered: Covered

  • Preparing To Win The Business
  • The Client Buying Decision Process
  • The Process of Selling The Diagnostic Appointment
  • Advanced Client Communication
  • A Practical Approach – Presentation and Referrals
Columbus, OH
October 15-17, 2019
7:00 AM Registration
Marriott Columbus Airport
1375 North Cassady Avenue
Columbus, OH 43219
Single 139 Cutoff 09/23/2019
Double 13 Cutoff 09/23/2019
Self-parking is complimentary.

This workshop style, hands-on working session helps you to understand both the broker side and the company side of serving these clients. Successful role play is a part of the course and great way to polish your skills and knowledge.

Topics Covered: Covered

  • Preparing To Win The Business
  • The Client Buying Decision Process
  • The Process of Selling: The Diagnostic Appointment
  • Advanced Client Communication
  • A Practical Approach – Presentation and Referrals

Faculty Name

Beverly Raiford

Bio Detail

Beverly Messer has 43 years of experience in the risk and insurance industry, most recently serving as Senior Vice President of Academic Development at The National Alliance for Insurance Education & Research, Austin, Texas. During her nearly 12 years there, she had responsibilities for developing, managing, and maintaining the insurance designation program CIC and the advanced programs - James K. Ruble Seminars. She led the development of the newest designation of The National Alliance - the Certified Personal Risk Manager (CPRM) Program. Beverly began her insurance career in 1975 in Northwest Indiana and during her 32 years in the agency business, her responsibilities included all aspects of sales and agency operations. In 2007, she sold her interest in the agency and joined The National Alliance. In 1991 and again in 2002, Beverly was recognized as the Insurance Agent of the Year by the Independent Insurance Agents of Indiana (IIAI). Beverly served two terms as national president of the Safeco Agent Advisory Council and chaired the CIC Indiana Liaison Committee for 10 years. She held leadership positions on the Mid America Technical Conference, Hammond Education Foundation, and local and state Insurance Women organization. Beverly earned the CIC designation in 1991, the CISR designation in 2007, and the CRM designation in 2008.

Faculty Name

Thomas Barrett

Bio Detail

Tom brings forty years' experience to SIAA and The National Alliance with expertise in a variety of areas. He has worked as agent and broker, program developer and manager, public speaker and seminar leader. He is also one of the leading National Faculty for the Dynamics series of Sales Training. His Sales Training client lists include over a dozen regional and mutual insurance carriers and twenty-five of the nation's top 100 insurance brokers. Prior to SIAA Tom was Executive Vice President of a Chicago-based program administrator. In the firm's 25-year history, they developed more than 100 nationally endorsed association insurance programs and captives generating over $200 million in annual premiums. Tom also served as COO of one of the largest insurance marketing organizations of North America based in Los Angeles. During his tenure he traveled the US and Canada working with insurance agencies and brokers. The first dozen years of his career were spent as a property and casualty insurance producer for two prominent insurance agencies in North Carolina. While a producer, Tom became a niche marketer and creator of specialty insurance programs, which led to him producing over $1 million commission income annually. Under Tom's leadership the MidAmerica and Southeast regions of SIAA have gone from their origin in 1997 to over 2,300 agencies producing over $2.5 Billion in annual sales. In 2017 Tom's P&C gross personal revenues were $8.5 Million and under his leadership the region produced over $253 Million in gross revenue. As an entrepreneur Tom is also involved in a number of interests outside the insurance industry including sales training, commercial & residential real estate, energy, and pharmaceuticals. Other interests include a number of venture capital & private equity investments.