Dynamics of Company/Agency Relationships

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$495.00
Available
Seats Available
More Information
Instruction Hours 16
Topics Dynamics of Company/Agency Relationships
Programs Dynamics
Start Date Sep 28, 2020
End Date Sep 29, 2020
Learning Options Traditional Classroom

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Topics Covered:

  • Begin new business relationships and enhance existing ones.
  • Develop communication and negotiation skills.
  • Communicate with different personality styles.
  • Improve relationships within company ranks.
  • Adapt to the changing marketplace.
  • Determine what is most important from your agent's perspective.
  • Recognize different agency cultures and adapt the sales culture accordingly.
  • Develop a system of pre-qualifying agency submitted accounts

Dynamics of Company/Agency Relationships is also available as an in-house program for staffs of 20 to 60.

Full attendance at a Dynamics program qualifies for one year of update credit for dues-paid CICs and CRMs, and up to two years of update credit for dues-paid CISRs and CSRMs.

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Chicago, IL
September 28-29, 2020
8:00 AM Registration
TBDCHI
UNKNOWN ADDRESS
Chicago, IL 60523
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Dynamics of Company/ Agency Relationships was developed exclusively for insurance companies. It is highly beneficial for underwriters, marketing representatives, supervisors, claims adjusters, loss control, and management.

This interactive course helps company associates better understand the world of the agent in order to become more effective business partners. In 2 ½ days, we’ll bring a proactive, insurance-specific approach to relationship building, to create an atmosphere of cooperation between companies and the agencies they do business with.

Course Content

The curricula is enhanced by role-playing and the facilitation of instructors who are actively, successfully, involved in the industry.

Topics Covered: Covered:

  • Begin new business relationships and enhance existing ones.
  • Develop communication and negotiation skills.
  • Communicate with different personality styles.
  • Improve relationships within company ranks.
  • Adapt to the changing marketplace.
  • Determine what is most important from your agent's perspective.
  • Recognize different agency cultures and adapt the sales culture accordingly.
  • Develop a system of pre-qualifying agency submitted accounts

Dynamics of Company/Agency Relationships is also available as an in-house program for staffs of 20 to 60.

Full attendance at a Dynamics program qualifies for one year of update credit for dues-paid CICs and CRMs, and up to two years of update credit for dues-paid CISRs and CSRMs.

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Faculty

Faculty Name

Diane Masterson

Bio Detail

Diane has 40 years of experience in the insurance industry. While in college, she started selling and servicing personal insurance through a direct writer. She then switched her focus to the independent carrier side. From there, the vast majority of her career has been spent in positions of underwriting, district sales management, supervision as well as corporate training in insurance contracts, sales, and management practices. Diane is the co-developer of the PaceSetter program at State Auto Insurance and has personally coached more than 1,000 new producers for more than 22 years. She began teaching as a faculty member for the National Alliance for Insurance Education & Research in 2013 where she lectures all over the country. Some of her classes include: sales management, carrier/agency relations, Ruble MEGA's, and will be expanding into CIC. Diane is currently an advisor to the business school within Columbus State Community College and has previously served as President of the Columbus CPCU chapter.

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.