Selling Value

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.

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.”

June 2024 Series

Workshop #1: Understanding Individuals (45 Minutes)

Building trust in relationships is a result of aligning perspectives through effective communication, beginning with an understanding of oneself. During this session we will:

  • Explore the factors influencing your behavior and communication approach with others.
  • Develop the ability to identify and comprehend the behavior styles that exist in our interactions.
  • Techniques to adapt to diverse individuals encountered in our personal and professional life.
  • Gain Insights on how to effectively communicate the current industry market conditions tailored to the different personality types.


Workshop #2: The Prep (30 Minutes)

It's easy to get caught up in the day-to-day tasks of our jobs and overlook the importance of “preparation” which will save us time in the long run. In this session we will cover a diverse range of preparation topics including:

  • How to tackle questions such as “why you?” or “why would I go with your company?”
  • Tools others are using to stay on top of products and industry trends.
  • Phrases you can use when trying to schedule meetings with new professional relationships.
  • How your personal goals impact your professional goals throughout the year.


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.


Workshop #4: Value-Driven Solutions and Managing Objections (45 Minutes)

If you design your solution discussion centered on cost first, your conversations tend to zero in on pricing rather than emphasizing the overall value. During this workshop we will:

  • Gain effective strategies for organizing your approach, whether conducted via phone, in-person, or email.
  • Develop skills in framing conversations around the solution's value rather than placing excessive emphasis on pricing.
  • Discuss the more frequent objections you hear in today’s environment and gain additional insights on how to overcome them.


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.