Do your ambitions create too many tasks, causing you to fall behind and not deliver on time?
Does your ship have both a compass and an harbor? – Learn why having sails is better than rowing in panic.
How do you master a day and make time and space to think?
Crucial vs important – how not to create ticking bombs in your schedule?
“Who and what” is stealing your time and how to fight a stranger’s hand in your “wallet”.
Guilt and sleepless nights – why is stress an inseparable part of an empty schedule?
Cold, sore throat, pneumonia – how to keep stress from wreaking your engine.
Why does our “to do” list get longer and longer?
Identify problems in time management. Time inventory – keeping record of time that you have. Analysis of current time management skills. Eliminate time wasters by using practical tools and focusing on the future.
How does time management affect the work environment?
Leverage proper time management as a tool for impacting others’ self-motivation and emotions at work.
Time management styles
Identify one’s preferences in time management and develop a style that is optimal for one’s personality. Value time. Set priorities – important vs. urgent tasks. Effective development through the personal potential assessment to harness your strengths. Determine the impact of personal vision and mission on personal time management.
What is time leverage and how to apply it in practice?
Different stages of task planning in the short and long term perspective. The role of “milestones” and how to set and measure them. Development of a planning sheet
How to focus on a goal – secrets of effective people
Effective task realization. How to strengthen one’s decision making abilities. Internal drivers – having impact on one’s own life and time. Proper implementation of the weekly plan according to established priorities.
Stress, it’s stages, structure and ways to fight it
Crisis prevention methods and ways to mitigate their effects. Crisis management. Self-diagnosis and methods of silencing nervous tension. Time and results pressure. Susceptibility to stress and thinking pattern vulnerability. Using environmental pressure to build one’s own effectiveness.
Ideal preparation – how to win the first fight without moving.
How technical aspects can have a tremendous affect the final results tremendously.
Training vs. presentation – similarities, which in actuality are quite different.
Team integration stages – how to consciously moderate what is happening on a training session.
Different kinds of masks worn by training participant of training and how to change false resistance into cooperation?
How do people learn? – how to pick means of communication so everyone understands you.
Verbal communication vs. body language – proportions and modulation of interest.
Trainer as a director – how to build suspense and drama in the training’s script.
Video-camera – the road from stress and mistrust in oneself to confidence in one’s abilities.
Common difficult situations – what to do to in typical difficult situations?
Proper preparation – Define the training’s objectives, goals of its participants and planning the learning process of participants. The types of learning style. Adjusting content and trainings methods to training’s basal conditions.
Presentation – building a clear structure of a presentation based on expected outcomes, content and audience. Self-presentation. Key elements of delivering an effective presentation. The use of audiovisual aids. Essential elements of body language and their role in effective delivery. Delivery of presentations prepared in advance by the participants.
Training in progress – beginning of the training. Group’s development stages. Difficult situations during the training session and how to deal with them. Ending of the training.
Interpersonal communication while conducting the training session Building good rapport with the training’s participants. Types of communication styles. Word choice. Constructive and disruptive messages. Influencing the behaviors of participants.
Methods of conducting the training – Effective usage of games, written exercises, simulations and case studies during the training. Effective influence on group energy –and their activating elements. Building desired emotional stages during the training.
What do people look for at work? – salary, engagement and challenge, or a constant access to free coffee?
Who is the perfect candidate and why the image in the mirror often leads to misconceptions?
Who’s searching for whom? – a brief review of initial partnership initiatives.
How to sell the insurance industry so that candidate’s phone won’t be out of range?
Entrepreneurship vs. secure status quo – how to separate the ideal candidates from the remaining 95%.
Overcoming candidates’ objections – why is it worth it to convince oneself first?
The most common reasons for refusal – when does the vision of a new boss become a greater deterrent than modest earnings?
Negative selection – when you have doubts, you have no doubts.
What kind of agent do you need? Determining a suitable candidate profile that will fit cohesively with manager’s and team members’ profiles.
Determining the target group – Connect the ideal profile with a particular social and professional class in the national market. Determine its strengths and weaknesses in connection to the insurance agent’s job.
Creating recruitment map s – Where and who should be offered an insurance agent position.
Sources of active recruitment – Creating an inventory of recruitment activities in order to secure the widest possible access to potential candidates.
Candidates’ objections – Diagnosing candidates’ objections and ways to constructively overcome them.
Candidate assessment methods. Professional competencies model introduction. How to objectively assess candidates and how to avoid typical assessment mistakes.
Career in insurance – Ways to negotiate in the context of marketing insurance careers. The impact of the manager’s role, attitudes and values during recruitment.
100 list – multiplying a candidate’s small family.
Visiting a client for the first time – skydiving without the parachute.
Phone book and subscription list – mandatory tortures in alphabetical order.
Best intentions – valuable trait or a prophecy for inevitable failure?
Memories from the back row of the classroom – why the class clown can’t create top performers?
Authority and how to maintain it.
There was an agent once, but he’s gone now – proof that black holes exist
Manager’s profile: Competencies of a manager vs. competencies of an agent. Management styles, types and their practical outcomes.
Developing agent competencies. Building career paths. Stages of learning and mile stones to acquire practical skills.
Introduction to an agent’s professional development – Model the process of an agent’s introduction into his profession. Use a consistent approach towards introducing a new agent to the business. Stages of growth and development within a diverse team.
Agent’s work organization . Effective time management at work. How to direct the action of the agent to achieve the best business outcomes and professional satisfaction? The impact of managerial tools on the quantity and quality of the selling processes. Basic conditions for effective team building and synergy.
Market segmentation and evaluation of its potential – Solving prospecting exercises. Working on activities. Success measurements. Review of various sales scenarios. Optimizing the components of a phone call.
Entrepreneur – The organization of an agent’s work Tools to impact the sales process. Effectiveness requirements of an agent and a team. Effective control and coaching.
Monitoring agent’s activity and effectiveness Productivity and cross-selling. Setting sales and development goals. Planning tools to increase efficiency. Determining control standards. Constructive feedback. Motivational conversations and the art of positive feedback.
Positive team behavior – Healthy competition vs. cooperation. Synergy on the basis of diversity of approaches, points of view and awareness of common goals. Identifying the values and rules within a team. Being aware of your role in the team and responsibility for defining and supporting its values and rules.
You and your client – communicating effectively
What does your client really buy and why your product doesn’t have to be the best?
Consideration of a client’s individual needs and motives.
How to manage the emotions of the customer and make them happy.
Can a client hear more than a melody of benefits?
How to get clients to honestly answer tough questions?
Client’s objections – how to win them over?
Psychological aspects of selling.
Transactional analysis as a method for building effective customer relationships. Review six fundamental human needs and their implications on the client’s decision making process. Methods of avoiding defense mechanisms which stand in the way of mutual agreement.
The process of selling vs. the process of buying
The difference between the two and creating the need for buying. Define the leading strategy of buying. Structure and the types of questions in selling which lead to buying insurance. Creating desired emotional states in a client during the purchase process.
Effective presentation of the solution
Structuring an effective presentation based on images and words. Speak to the benefits of the customer’s choice to support their decision.
Client’s objectives – a threat or an opportunity?
Types of buying objections. Methods of consensus building. Leading a client to an informed decision.
My financial status quo – a road to frustration and debt?
Family theatre – a story of one script and its interchanging cast.
Why does money cost so much? And how to buy them without feeding your enemies?
From one credit to another – chasing an already used limit.
How to make your money work for you – why is ruthlessness beneficial on some occasions?
My relationship with a calculator – short romance or life-long commitment?
My financial situation
Why does the financial history of my family determine my current life? Why won’t setbacks from my past let go and let me achieve optimal financial success? How can I leave the past behind and start working on my financial future today? Eliminating financial sabotage.
Why do I keep doing it?
How do I solve my current situation? Determining the real reason for my financial obligations and how I should see them. What are the differences between “bad” and “good” credit? How to pay less for the exact same commitments and why cash flow will be the first step in the right direction?
My budget vs. my life
Why does the money run out before the end of the month? Which emotions generate a monthly budget shortage a? How to exchange depression for happiness. The three financial buckets and a safety net.
Passive income
How to make money my means of production. How to become a part of the top 20% of population, which holds 80% of the capital. How to teach yourself to save money. How to earn from funds. How to build capital, despite stock market volatility. Is real estate a good future investment?
My financial plan
What decisions have to be made so that in three years I will have more money? How will I follow through with my resolutions? Who can help me and who can interfere? What will I do when I achieve my goals and make my dreams come true?
Role and mission of today’s Financial Advisor
Responsibility for their own lives and their loved ones, today and tomorrow – how does a Financial Advisor become a living proof of his mission?
Protect what you have first – then multiply it. Standards and models of Financial Advisors professional and personal life that influence the quality of the two.
Mentality of lack vs. Abundance mentality – a choice or a family curse?
Factors of resistance and success – when is motivation not a problem?
S-P-I-R method as a tool for creating the buying need in your client. Building insurance awareness and strengthening the engagement with the buying process using a sequence of questions that support changing client’s perspective on on their own situation?
Potential objections
From where do objectives come? How to conduct a meeting so the objections won’t come up at the very end? Types of objections when buying a product. Methods to build and agreement based on effective discussion and bring the customer to make the buying decision. Scenarios on how to respond to and address each objective. Ways of dealing with stress in the event the sale is not closed.
If not you, then your competition
Long-term consequences for the stability of a Financial Advisor’s income, coming from a lack of multiple products being secured between the client and the company. Strategies for building a long-term relationship with a client, which leads to profitable income growth and solid recommendations.
Summary – a practical usage of acquired knowledge
Create a script for a conversation with a client whose insurance is approaching its policy anniversary. Finish the training with a group phone call session aimed at scheduling service meetings with clients.
