C.R. Ekern & Company - Consultative Brokerage Development & Training

C.R. Ekern & Company

Private Client Consultative Brokerage® Development and Training Program

Our firm was formed eight years ago to help progressive regional and large independent brokerage firms create and retain large revenue accounts ($25,000 and up.) Since our inception, C.R. Ekern & Company has helped firms that control over $1 Billion in commissions and fees. These brokerages and their producers have experienced tremendous results from our Consultative Brokerage Development and Training Program.

These firms have obtained these tremendous results by following our two-year program of Private Client Consultative Brokerage Development. It is a unique mix of consulting services, producer on-site training, web-based reinforcement of the principles, and special education and networking events. The results are in, and our clients are our best advocates. A link to our testimonials page is provided at the bottom of this page.

We recently surveyed several of our leading regional brokerage Private Clients and asked the question; “How much additional revenue has your firm produced because of the Consultative Brokerage Development and Training Program?”

Brokerage Location	Commission Size	Number of Producers	Increased Revenues	Average Producer Increase
San Francisco	$7,000,000	13	$500,000	$38,000
Florida	$28,000,000	20	$3,000,000 +	$150,000
Los Angeles	$20,000,000	25	$1,000,000 +	$40,000
Iowa	$7,000,000	6	$500,000	$83,000
Boston	$12,000,000	12	$500,000	$42,000
Michigan	$13,000,000	15	$1,000,000+	$66,000

Consultative Brokerage Development is a unique four-part implementation and training series. Each portion of our development and training builds upon itself to provide our clients with solid value and growth.

1) Consultative Brokerage Consulting Services

C.R. Ekern & Company will provide Consultative Brokerage implementation material that focuses on the important aspects of client development and retention. This material will highlight some of the following issues of large account development:

Prospect Development
Stewardship Reports and Proposals
Large Account Renewal and Service Techniques
Internal Resource Strengths and Deployment
Cultural Barriers to Success

The Consultative Brokerage Best Practices Client Survey will serve as the benchmark for your firm’s specific development program. The onsite training and reinforcement will be customized to your firm based upon our extensive experience in working with firms like yours.

2) On-Site Training Services

Each year Rob Ekern of C.R. Ekern & Company will prepare and present a one-day workshop for internal staff members and producers on the Principles of Consultative Brokerage. The key staff members will be introduced to and learn such important issues as:

Large Account Prospecting Techniques
How to Develop Stewardship Reports
How to Demonstrate Total Cost of Risk in the Middle and Upper Middle Market
Account Service Strategies for Large Accounts
Resource-Based Client Presentations
How to Differentiate Your Firm

The Consultative Brokerage Workshops will provide your organization with the hands on knowledge and working experience necessary to truly make a difference inside your firm. Your producers will find these workshops both informative and entertaining. Additional visitations can be arranged depending upon your specific requirements.

3) Web-Based Reinforcement and Training

C.R. Ekern & Company has developed a unique series of web-based presentations designed to be used by our clients in the reinforcement of the Consultative Brokerage Development methodology. Each of these presentations focuses on a Consultative Brokerage topic and includes participant handouts and a sales manager’s companion for specific discussion.

The Consultative Brokerage Webcast Series is highly acclaimed by our clients and provides producers, internal staff, and key resource personnel information on the following subjects:

Consultative Brokerage Implementation
Client Survey Documents
Sales and Client Retention Techniques
Consultative Negotiations
Large Account Resource Delivery

Each year our Private Clients receive a combination of live and archived webcasts to be used in producer meetings. Our archived webcast library includes over thirty (30) presentations detailing the Consultative Brokerage Methodology and large account techniques. The live webcasts provide our participants the opportunity ask “real time” questions and provide immediate feedback.

4) Client Special Education and Networking

C.R. Ekern & Company has created two special events to provide our Private Clients with information and resources for the development and retention of large account revenues.

Private Clients of C.R. Ekern & Company have access to the following high level, "invitation only" events:

Consultative Brokerage University

A dedicated sales school for up and coming producers. The CBU is an intensive, interactive 2-½ day program designed to take producers deep into the TCOR and Consultative Brokerage Processes. The primary goal of the CBU is to provide your “future star” producers with hands-on knowledge that can be used directly with existing and future large account clients and prospects.

Private Client Sales Manager’s Conference

This two-day event is devoted entirely to the production and retention of upper-middle market accounts. This conference is designed for Sales Managers and Senior Brokerage Executives and features some of the best minds and concepts our industry has to offer. Some of the topics addressed at the Conference include:

Is Consultative Brokerage Development and Training Right for Your Firm?

Of course, only you know that answer. C.R. Ekern & Company is selective in our client acceptance. We have to be, in order to deliver results. We are not for everybody. Here are some of the common characteristics of our clients.

They have total annual revenues of at least $10,000,000
20 of our clients are in the Business Insurance Top 100
They are among the leading firms in their respective markets
They have invested in client resources
They have a production growth culture
They have elevated expectations for their producers
They are committed to evolve as client expectations increase

If your organization shares any of these traits, we are probably a fit. We would be pleased to explore the possibilities further.

Testimonials

How to become a Private Client of C.R. Ekern & Company

Questions or Comments about our Services? Please do not hesitate to contact us by phone toll-free at 888.670.1177.

Thank you.
C.R. Ekern & Company