Commercial Insurance Masterclass (Live Stream)
With Live Commentary by Keith Wagner
Webinar Hosts:
Rob McAfee
Agency owner & Partner of Insurance Sales Lab
Rob McAfee | Agency owner & Partner of Insurance Sales Lab
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PERSONAL LINES MASTERCLASS
Lesson 1
The Hook
You’ll learn the 3 core principles to follow when starting a sales call to ensure the prospect stays on the phone.
Lesson 2
Opening Objections
You’ll learn how to overcome initial objections, and also discover how to avoid those objections in the first place.
Lesson 3
Building Rapport When Selling Insurance
You’ll learn how to build relationships with your prospects so that people TRUST YOU, and DO BUSINESS with you.
Lesson 4
Building Value vs Selling On Price (Auto)
You’ll learn how to get people to pay more for their Auto so they could be insured with your agency, instead of staying with their current carrier.
Lesson 5
Building Value vs Selling on Price (Homeowners)
You’ll learn how to get people to pay more for their Homeowners so they could be insured with your agency, instead of staying with their current carrier.
Lesson 6
Combining (The Hook) + (Building Value vs Selling on Price)
You’ll learn how to effectively pivot from the Hook, to going over the prospects Auto, and Homeowners policy.
Lesson 7
Multi-Lining Auto & Homeowners
You’ll learn how to bundle Auto & Homeowners in a seamless way. The client, the producer, and the agency all win when a client bundles their home and auto insurance.
Lesson 8
Multi-Lining Renters
You’ll learn how to bundle Renters insurance with Auto, and sell them as a bundle.
Lesson 9
Multi-Lining Umbrella
You’ll learn how to effectively pivot from the Hook, to going over the prospects Auto, and Homeowners policy.
Lesson 10
Cost Presentation
You’ll learn how to present the price in the MOST COMPELLING way possible. An agent should be able to explain the price in a way that gets the client excited to pay.
Lesson 11
Asking for the Sale
You’ll learn how to close the sale in the FIRST CALL by using the most effective closing script in the insurance industry.
Lesson 12
Combining (Cost Presentation) + (Asking For The Sale)
You’ll learn how to transition from presenting the price to collecting the prospects payment information so that you can close the sale in the FIRST CALL.
Lesson 13
Closing Objections
You’ll learn how to overcome closing objections by being assertive, and not aggressive.
Lesson 14
Sale Wrap-Up & Setting Onboarding Appointment
You’ll learn how to set an in-person (or virtual) appointment with your new client so that you can complete the Onboarding Appointment.
Lesson 15
Hosting an Onboarding Appointment
You’ll learn how to complete an in-depth policy review, go over your referral process, get an online review, and set the tone to retaining your new client for life! When done well, Onboarding Appointments reduce service work and offer another opportunity to write more business.
Lesson 16
Generating Referrals From New Clients
You’ll learn how to get your new and existing clients to send you referrals.
Lesson 17
Lead Follow-Up Blueprint
You’ll learn how to get more people to return your calls so that you have more quoting opportunities.
Lesson 18
4 Stages of Learning
You’ll learn what you need to do to achieve MASTERY in the sales & referral process that you learned in THE ONE CALL CLOSE MASTERCLASS.
Lesson 19
How to Leave Effective Sales Notes
You’ll learn how to leave sales notes like a true professional. Being organized helps you know exactly where you left off in a conversation.
Lesson 20
How to Structure Your Day
You’ll learn how to structure your day in a way that helps your team not just be BUSY, but be PRODUCTIVE.
LIFE INSURANCE MASTERCLASS
Lesson 1
Needs Based Selling
You’ll learn the process of selling Life insurance based on your client’s needs, tailored to their current lifestyle and future goals.
Lesson 2
5-Minute Life Lesson
You’ll learn the simple way to educate your clients on the different types of life insurance, in a very simple and easy-to-understand manner.
Lesson 3
Term Insurance
You’ll receive product training, as well as strategies on how to sell Term insurance.
Lesson 4
Final Expense
You’ll learn how to sell Life insurance to people who may not be ideal candidates for Term insurance, and only want to cover their final expenses.
Lesson 5
Whole Life Insurance
You’ll learn how Whole Life insurance works, and how to sell it.
Lesson 6
Traditional Universal Life
You’ll learn how Traditional Life insurance works, and how to sell it.
Lesson 7
Variable Universal Life
You’ll learn how Variable Life insurance works, and how to sell it.
Lesson 8
Index Universal Life
You’ll learn how an IUL works, and how to sell it.
Lesson 9
Juror #1
You’ll learn how to use Juror #1 as a sales guide for your life insurance presentations.
Lesson 10
Business Owners Pitch
You’ll learn how to sell large IUL life insurance cases to business owners, and their employees.
Lesson 11
Illustrations
You’ll learn how to use illustrations to paint a compelling picture on how a permanent life insurance policy works, giving your clients a clear view of the long-term benefits.
Lesson 12
Sales Process
You’ll learn the sales process that top procuring agents use to sell life insurance.
Lesson 13
Objections and Story Selling
You’ll learn how to share compelling stories when overcoming objections.
Lesson 14
Conversions
You’ll learn how to convert a Term policy into a Permanent life policy.
Lesson 15
Riders
You’ll learn what the key Riders are, how they work, and who to offer them to your client.
COMMERCIAL INSURANCE MASTERCLASS
Lesson 1
Product Knowledge
You’ll learn the key coverages and endorsements for the 9 most common commercial products that agents sell.
Lesson 2
Marketing
You’ll learn how to generate both free and paid commercial leads.
Lesson 3
Prospecting
You’ll learn when to prospect to business owners, what to say, and how to get them to work with you.
Lesson 4
Sales Process
You’ll learn the three-step sales process in selling Commercial insurance.
Lesson 5
Commercial Quoting
You’ll learn best practices on how to prepare quotes, so that you get the most favorable rates.
Lesson 6
Commercial Underwriting
You’ll learn how to work with underwriters to get better rates on your commercial proposals.
Lesson 7
Niche Specific Training
You’ll learn how to specialize in different niches and know what business owners care most about.
Lesson 8
Service & Retention
You’ll learn how to have a high retention rate, and have a strategy in place to almost never lose clients.
Lesson 9
Agency Operations
You’ll learn how to structure your commercial team so that you run a high producing, and profitable commercial agency.
Lesson 10
Carrier Appointments
You’ll learn which carriers to work with if your primary carrier is not able to place that new business.
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