The C. R. Ekern & Company Large Account Development Workshop for Agents is designed for Sales Leaders who represent firms of less than $5 million in commercial revenues. The
material presented and discussed is based upon the highly acclaimed
Consultative Brokerage™ Techniques and Total Cost of Risk Development.
These techniques have been previously reserved for our larger Regional
Brokerage firm clients.
This
workshop is designed to help small and middle sized agencies who wish
to successfully compete, attract and retain larger clients.
The
ability to consistently attract and retain larger more complicated
accounts is critical for the survival and growth of all agencies. These are your firm’s most highly profitable clients and they demand a higher level of expertise.
The Large Account Development Workshop for Agents will be led by Rob Ekern, author of
Consultative Brokerage: A Value Strategy
published by National Underwriter, and CEO of C.R. Ekern & Company,
the industry leader in large account development training.
Since 1997, C.R. Ekern & Company has worked with thousands of agents and brokers across North America. Through
the application of Total Cost of Risk, Consultative Brokerage and the
understanding of Business Risk; our clients have improved their “hit
ratio” by over 50%!
In
addition to a full understanding of Total Cost of Risk techniques
attendees will gain a deep understanding on how to apply Consultative
Brokerage techniques to larger accounts. Here are just some of the issues that will be addressed:
·
How to approach and gain access to CFO’s
·
Understanding how to Address Business Risk
·
The Broker of Record Process
·
How to Present Major Accounts to the Marketplace
·
Ways to Obtain Resource Capabilities
·
Stewardship Reports and Conceptual Sales Techniques
·
How to Develop Fee Agreements
C. R. Ekern & Company works with many of North America’s largest regional brokerages and financial services organizations. The Large Account Workshop for Agents continues to build on this tradition of excellence. Space is limited to 20 Participants.
For registration and hotel information, please follow the links above.
