C.R. Ekern & Company - CBU Testimonials

Consultative Brokerage University
Testimonials

C.R. Ekern & Company's Consultative Brokerage University is helping to transform the large account efforts of talented producers across North America. Here is a sample of the testimonials from graduates of the CBU program:

"The CBU has helped me elevate my discussion with prospects to a higher level than my competitors."

Brian Metcalfe
Bolton & Company
Pasadena, CA

"The CBU helped put the TCOR approach into quantifiable terms that I can apply to future prospects."

John Knop
The Rutherfoord Companies
Atlanta, GA

"The CBU has completely changed my outlook on the way I conduct my business practices."

Cheryl Crenshaw
Fidelity Benefits & Insurance Services
An Affiliate of JDW Insurance
Waco, TX

"Thanks for the great presentation at the Consultative Brokerage University. Your efforts will have a great deal of impact on my success as well as the success of our firm."

Michael Handshew
Engle-Hambright & Davies, Inc.
Lancaster, PA

"The CBU will help me achieve my goals, I believe, in record time."

Michael Baker
JDW Insurance
El Paso, TX

"This class has made me a better broker. I look forward to using these techniques in the future and ultimately growing my book with better accounts."

Grant Baldwin
Bratrud Middleton Insurance
Tacoma, WA

"The two and a half day investment is well worth it! I can already see both myself and our agency personnel move to this type of sales approach. Ekern's philosophy and concept of bringing it all together in a structured, value-evidencing approach makes it all seem possible."

Ryan Smale
The Horton Group
Orland Park, IL

"A few months after the CBU I delivered a capabilities presentation for a local specialty contractor. The P&C represents about $40,000 in revenue. Despite a long-term relationship with the incumbent broker, we were awarded the entire account via BOR.

As it turns out, we were able to uncover numerous service issues and deficiencies over the past couple of years that contributed to lofty indirect costs, as well as a couple of hefty uncovered claims.

I was introduced to this account by our benefits producer and maintained from the start that I would not bid. The client resisted and then offered to assign markets. They finally accepted an invitation to our new office to see our capabilities presentation. Within two hours of our presentation, the client made the decision to move the entire account and admitted to me that the capabilities presentation was the turning point.

I strongly believe in this method of business development, and this success story substantiates it. Thank you for your continued advocacy."

Stacy Lemoine
Dodge Warren & Peters / USI
Los Angeles, CA

"The CBU was extremely beneficial and time well spent. C.R. Ekern & Company presented the material by breaking down real deals and giving us the resources to turn large prospects into clients. I have successfully utilized the TCOR methods in my conceptual presentations to a very large prospect (well in excess of $100,000 of revenues.) I'm now able to quantify my proposed impact on the prospect's bottom line, which very few of my competitors can do. I highly recommend the CBU to any broker looking to grow their book of business the "right" way."

Matt Foley
Pillar Group Risk Management
Indianapolis, IN

"I came to the CBU in the middle of a fierce battle with a competitor on a large prospect. I presented the situation to Rob Ekern and the class during one of our working sessions. We were able to create the foundation for my conceptual presentation that included our superior resource capabilities and our proposed loss control and account service plan. I picked up the account, which has delivered $50,000 in new revenues already. It should end up being a $100,000 account when we pick up the rest in a few months."

Jim McSherry
Brewer & Lord
Norwell, MA

"Shortly after the CBU I used the TCOR techniques in a conceptual presentation to a large prospect. I was able to take over a portion of the account on a BOR right away. I'm planning to pick up the rest soon. I'm now working on larger accounts and have adopted a totally different approach. And I review the CBU reference manual frequently to stay focused and improve my presentations and production efforts."

John Ingalls
Sunflower Insurance
Salina, KS

"The CBU was the best "real world" course I have attended in close to ten years. It is the roadmap to achieving success; working smarter and more effectively."

Cheryl Warner
The Rutherfoord Companies
Roanoke, VA

"The CBU taught me how to work on more sophisticated accounts. I feel more confident now and am working on larger deals. I will be doing a conceptual presentation for two large prospects very shortly. Everyone else is claiming that they have resources and is using the TCOR term in their production efforts. However, very few people have the skills to actually show the client their quantifiable impact on their bottom line. I highly recommend the CBU and the Consultative Brokerage approach."

Bob Bauer
Security Insurance & Financial Services (SIFS)
New Berlin, WI

"The skills I picked up at the CBU have helped me to further differentiate myself from the other brokers who can't truly quantify their value proposition. The CBU was well worth my time and energy."

Bart McGowan
The Rutherfoord Companies
Roanoke, VA

CBU Program Overview Page