Start Date: 12/2/2024 1:00 PM EST
End Date: 12/2/2024 2:00 PM EST
Organization Name:
PRMA
Contact:
Join PRMA for a new, 4-part virtual workshop series centered around value selling. This series is designed primarily for industry professionals who are new to insurance or high net worth. It also serves as an excellent refresher for seasoned professionals seeking reminders or looking to learn a new trick or two in today’s market. While each webinar serves as a foundational element for the next, they can be taken individually depending on your desired needs.
Winter 2024 Series
Workshop #3: Your Discovery Framework (60 Minutes) It is in the discovery calls with our clients where true value is uncovered. During this interactive session we will:
- Develop a scripted approach for initiating a discovery meeting with clients, focusing on the process, and the impact of current market conditions.
- Collaborate with other industry peers to generate a cheat sheet of effective questions to help you uncover the unique needs, and objectives of your clients.
- Design questions to help emphasize the value of insurance coverage during the solution phase, irrespective of the solution being with an admitted or non-admitted provider.
- Uncover how this critical step will help you proactively address common price objections both in the present day and future renewals.
About Our Speaker
Our speaker is Diane Delaney. Diane has been in the insurance industry for 19 years and spent most of her career building and executing the industry leading High-Net-Worth Sales School, which was designed to educate brokers on how to be better advisors to clients. As Executive Director of PRMA, Diane brings her sales training acumen to the PRMA membership in this new series.
Hear what past attendees have to say about Selling Value:
“One of the best trainings I have attended. 10/10.”
“The series provided expert advice in a highly logical way. Diane is a WONDERFUL teacher. She's engaging, fun, and keeps you thinking.”
“The entire series was EXCELLENT! I learned something new in each workshop.”
“I got some great ideas and talking points with clients. I can show the value of the needed product, but struggle showing my value to the client. This series helped.”
“Selling Value provided insightful information which can be used in my daily role.”
