Dynamics of Selling Livestream

Creating an Insurance Sales Culture

Increase Insurance Sales

An insurance producer’s first 18 months are all about survival. How can owners and sales managers minimize loss of income, increase a new hire’s ROI, and meet sales goals?

Conducted by insurance sales masters, the Dynamics of Selling: Creating an Insurance Sales Culture Livestream helps you create a winning sales culture and team.


  • The 4-Card Concept of Qualifying Time.
  • Niche Marketing vs. Shotgun Marketing.
  • Overcoming Objections.
  • Selling processes to protect 80% of the business.


Paul Z. Martin, CPCU, is the Director of Academic Content and Team Lead for the National Alliance for Insurance Education &Research. Paul works with Alliance faculty, agents, and other industry professionals to deliver high quality insurance content and education. During his career, Paul worked as a multi-lines adjuster handling everything from workers compensation claims, to car accidents, to oil well blow outs.  He was an underwriter, working on heavy commercial accounts across the Southeastern U.S.  He was a special agent connecting with hundreds of agencies.  He was a company manager at a start-up insurer, and was an independent agency partner in Jackson, Mississippi 

Over the past 20+ years, Paul’s strengths as an educator have come from his experience teaching a wide range of industry professionals at every level of experience, from beginners to successful agency principals.  He understands that different people have different personalities and learning styles and he adjusts to meet their needs.  He also understands that if you’re not listening, you’re not learning, so he keeps his presentations lively and personal to keep participants engaged. While his focus is primarily on commercial insurance, he has in-depth expertise in personal lines, agency management, producer development and sales, as well as how to make ethics and consumer protection education worth the student’s time.   

Paul’s background and experience equips him to do what he loves most, helping people be their best through education and encouragement. 

Joan Sansing- Dynamics Faculty


Joan Sansing is President of Sansing Consulting, Inc.  In addition to being a top producer within the industry, Joan has been the National Sales Manager with Wells Fargo Insurance Services, Senior Vice President at Tanenbaum Harber of Florida and Senior Vice President at CBIZ. 

Following duty as a Signal Corps officer in the U.S. Army, Joan began her career with Liberty Mutual as a Commercial Lines Producer in the late 1970s, where she attained recognition in the Top Producers and Liberty Leaders Clubs.  She joined the independent agency system in 1983 as a commercial lines producer, and over the next ten years became an agency owner, principal, and sales manager.  In 1989, she received the President’s Award for Outstanding Achievement in Education.  She has served as the agency management consultant to the Independent Insurance Agents of America, the Education Chairman for the Independent Insurance Agents of Maryland, and as Associate Director for The National Alliance Research Academy in Austin, Texas.  She earned her CIC designation in 1990.

Joan graduated Summa Cum Laude from the University of Maryland with a degree in Finance.  She also graduated from Wharton’s Advanced Degree Program on Insurance Studies.


Jeff Wodicka is a Certified Insurance Counselor and a licensed agent and broker in New York. During his forty-year insurance career, Jeff has served as company marketing underwriter, agency office manager, agency key producer, agency sales manager, and is the Chairman and CEO of Casswood Insurance Agency.

Jeff is one of few nationally recognized instructors and consultants with “hands on” agency experience. A nationally recognized authority in many aspects of business management, his acknowledged areas of expertise include producer development, sales & sales management training, agency perpetuation planning, agency valuation, and agency marketing.

Jeff is proud to have served as a member of the CIC Board of Governors, as well as a National Faculty member for over twenty years, and he has served as Agency Management Consultant to IIAANY. Jeff is a National Program Director for The National Alliance for Insurance Education & Research, based in Austin, Texas.  In this capacity, he oversees the ongoing development of faculty and curricula for The Dynamics Sales Training programs.

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