C.R. Ekern & Company - Consultative Brokerage University

C.R. Ekern & Company
Consultative Brokerage University
Program Overview

In 2004, C.R. Ekern & Company introduced our new Consultative Brokerage University, created exclusively for our Private Clients. We have created this specialized sales school to help our Private Clients create their next Million Dollar Producer. The Consultative Brokerage University (CBU) is not just another sales methodology - it's the only program in existence that teaches producers how to focus on attracting and retaining large account revenues.

The CBU is designed to help producers with 2-5 years of experience supercharge their production. It will also demonstrate to more seasoned producers ways to double their book size over a 3 year period. As the CBU builds upon a producer's proven successes and strengths, it is not designed for neophyte or sub-par producers.

C.R. Ekern & Company will show your firm's future stars how to move away from the traditional prospecting model (commodity-based, ex-date focused) to a Consultative Brokerage model that emphasizes resources, Total Cost of Risk (TCOR), Stewardship Reports and the Brokerage Selection Process. With a dwindling supply of national carriers competing for business opportunities, the Consultative Brokerage approach to large account revenues has never been so critically important.

Click below to see:

Results of our CBU Attendee Surveys

Testimonials from CBU Graduates

Consultative Brokerage University
Goals and Program Format

The Consultative Brokerage University is an intensive, interactive program designed to take producers deep into the TCOR and Consultative Brokerage Process. This will be accomplished through a series of presentations, guest presenters and the producers themselves. Through the use of their actual clients and prospects, the attendees will gain a complete understanding of the following:

The Total Cost of Risk (TCOR) process & quantification
How to analyze and discover suspect/prospect issues
How to effectively approach a suspect/prospect
How to understand and communicate your firm’s Value Proposition
How to gather strategic information for the basis of a TCOR Presentation
How to utilize TCOR data in a Client Presentation and Stewardship Report
How to use the Major Account Division (MAD) Process

The primary goal of the CBU is to provide producers with hands-on knowledge that can be used directly with existing and future large account clients and prospects. An integral part of the CBU will be the translation of these working concepts and knowledge to actual deals. Therefore, prior to attendance, we will require all attendees to arrive with the following material:

An understanding of their respective firms capabilities in the loss prevention and claims management areas.
A list of their top 5 clients with large revenues.
A list of their top 10 suspects with large revenues.
Identification of their top prospect with the following information:

Web pages printed that describe the business
If a public company, the 10K registration (available online)
The industry description pages from the Best Guide (or similar publication)
Any other pertinent information (brochures, pamphlets, etc.)

Over the course of the CBU, producers will have the opportunity to put the Consultative Brokerage principles into effect with real prospects and clients. Upon return to their respective firms, they will each have a skill set that will allow them to prosper at peak level production in the large account arena.

Best regards to all Consultative Brokers
C.R. Ekern & Company