C.R. Ekern & Company
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Consultative Brokerage
Techniques
The Webcast Training Series
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Outline of Topics
The first six webcasts in the Consultative Brokerage Training Series provides brokers with the foundation for increased revenue production. These presentations demonstrate the essential skills required to build a highly profitable book of middle market business. Upon completion of this series, you and the members of your firm will have a complete understanding of the Consultative Brokerage process.
The last four webcasts build upon the Consultative Brokerage process by teaching skills to help you move to the next level. This series features information on Stewardship Reports, The Brokerage Selection Process, Fee Based Selling and Consultative Brokerage Objections.
The outline of topics for C.R. Ekern & Company's Webcast Training Series is provided below. Each of the webcasts lasts approximately 45 minutes and includes a Sales Manager's Companion for internal discussion and follow-up. You can view a short description of each webcast by clicking on the webcast topic or by scrolling to the bottom of this page.
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About the Webcasts - Techniques Series
Introduction to Consultative Brokerage
Consultative Brokers continually explore innovative methods to differentiate themselves outside of the insurance commodity. The Consultative Brokerage Techniques have translated into significantly higher revenues for agents and brokers across North America. This introductory webcast provides an overview of the techniques and principles of the Consultative Brokerage Webcast Series.
The Principles of Consultative Brokerage
Client and prospect expectations have elevated significantly as competition has increased in recent years. The ability to differentiate and create perceived value is more important than ever before.
In this webcast, you will learn the Five Principles of Consultative Brokerage. These Principles are Consultative Prospects, Relationships, Resources, Institutionalization, and Broker Control.
This webcast outlines the importance of each principle and provides guidelines for development within the consultative environment.
Strategic Prospecting for Consultative Brokers
Selecting and attracting the "right" prospects is the centerpiece of Consultative Brokerage. This session will provide producers with strategies to successfully accomplish this. In addition, this lecture contains a Special Worksheet which can be utilized by producers and their firms in managing the Consultative Brokerage Prospecting Process.
Total Cost of Risk – How to Establish and Demonstrate Value
Consultative Brokers are experts at demonstrating client value. They create a consultative perspective by helping clients and prospects address Total Cost Of Risk (TCOR.) In this presentation, you will learn the methods used to create and demonstrate your impact on TCOR, thereby creating lasting value and long-term clients (webcast includes a special sample worksheet.)
The Consultative Brokerage production process can be effectively implemented with the following five separate production strategies:
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Seminar Selling
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Active Prospecting
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Request for Proposals (RFP's)
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Cross Selling, and
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Networking.
This webcast will provide our webcast subscribers with a unique format for the pursuit of Consultative Brokerage Growth.
Consultative Brokerage Presentations
The ability to make effective presentations is critical to the Consultative Broker's success. This webcast focuses on the buyers' expectations and outlines the guidelines and techniques that will allow Consultative Brokers to meet or exceed those expectations.
About the Webcasts - Skills Series
Stewardship Reports – The Key to Client Retention
Stewardship Reports are a critical component of client retention and revenue creation. They offer successful brokers a consultative platform from which to exceed client expectations. This presentation provides subscribing firms with the essential principles, goals, and techniques of a well-presented Stewardship Report. The purpose of the presentation is to help your organization make Stewardship Reports a regular part of large client service.
The Brokerage Selection Process – An Effective New Business Competition
The ability to develop and retain revenue through the brokerage selection process is extremely important to successful producers. The old method of "market selection" has historically yielded very poor results. This is especially true at a time of constricted markets and elevated client/prospect expectations. This webcast will demonstrate to professional producers and their firms how to compete and win at a very high level.
Fee Based Selling For Consultative Brokers
The ability to sell fee is critical to the development of a Consultative Brokerage practice. The commission compensation arrangement is a complete disincentive in that somebody always loses (either you or the client.)
This webcast focuses on how Consultative Brokers are learning how to differentiate themselves and demonstrate value by developing fee based clients. It also provides a formula for fee development.
Consultative Brokerage Objections
This webcast will review some of the most common buyers' objections. Participants will learn how to understand these objections and discover their hidden meanings by using the Consultative Brokerage Process.
Overview Page | Outline of Topics
| Testimonials
| Pricing and Terms of
Agreement
Enroll Today
| Technical Info | Request Additional Information
Questions or Comments about our Webcast Services? Please do not hesitate to contact us by phone toll-free at 888.670.1177 or email us at webcast@crekern.com.
Thank you.
C.R. Ekern & Company
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