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Selection is a measuring and testing process. It includes a systematic approach to identifying and rejecting unqualified candidates and appointing the very best of the rest, assuming they want to come under contract (you see, selection works both ways).

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The objective of sales training (or, "career development" as it is also called) is to help agents develop the knowledge, skills, attitudes and habits they need to meet their production goals. To put it simply, knowledge is what agents need to know; skills are what they need to do; attitudes are their outlook about the career and themselves; and habits are the behavior patterns they must develop to meet their performance standards.

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Supervision provides the continuing, hands-on support agents need to keep their skills sharp and their production up-to-par. The right kind of supervision can make sure that agents stay on track and continue to do the things necessary to succeed. But that's not all. Effective supervision also makes sure that producers who should be in the business stay in the business.

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Coaches understand that if their expectations are high, productivity is likely to be high. If their expectations are low, productivity is likely to be low. By extension, they know people with high self-esteem out-perform people with low self-esteem. As a result, a coaching style that is long on criticism and short on reward is the best way to shred an agent's self-confidence and hinder performance.

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Effective managers know where they're going and spend most of their time clarifying and communicating clear goals for the agency. Your own planning, goal-setting, and self-management experiences — as an agent, student, spouse or parent — will carry you forward, enabling you to manage these functions. In each of those other roles, you've had to organize your activities and resources to meet your goals.

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Communication is the process of sending information and understanding from one place to another. The communication process involves these basic elements:

• Sender


• Message


• Channel


• Receiver


• Feedback

You can improve communication skills by becoming aware of these elements and how they contribute to successful communication in any organization.

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Financial services practitioners are expected to play by the rules, to be knowledgeable, principled and honest, and to conduct themselves as trustworthy professionals. This means:

• Obeying the spirit as well as the letter of insurance regulations in the states where they are licensed.
• Getting smart and staying smart. Knowledge is the key to proper planning and products. An ethical person will recognize his or her limitations and seek to increase competency.
• Following NASD suitability and fair dealings rules.
• Meeting Company legal and contractual obligations.

Once you complete your purchase, you will receive a confirmation e-mail and a follow-up message, including your username and password to access the program.

Once you complete your purchase, you will receive a confirmation e-mail and a follow-up message, including your username and password to access the program.

• The needs, objectives, and concerns of small-business owners and professionals, and how to address them with your products and services.
• The taxation of business insurance, and key planning concepts.
• How to identify, qualify and approach business insurance prospects, and develop cases.
• How to use your products and services as flexible sales tools in developing and closing sales.
• How to cross-sell in the business and professional markets, get referrals and reintroduce clients to the sales process, again and again.

You'll learn how to get prospects' attention with unique sales ideas, how to analyze needs, how to design solutions using your products and services, and how to close sales and build profitable, long-term client relationships.

• Action Assignments will help you build skills and begin making sales in the business and professional markets.< /li>

• The Multiple-Choice Examination will test your understanding of the planning concepts you will soon be using with business owners and professional clients.

Business owners and professionals make up lucrative markets for your products and services. You don't have to be a technical "expert" to enter these markets. But you will need to get your bearings, learn how to use a few new tools and techniques, and keep up with new planning ideas and technical developments.

It's a great feeling when you know how. And you will!

Once you complete your purchase, you will receive a confirmation e-mail and a follow-up message, including your username and password to access the program.

Once you complete your purchase, you will receive a confirmation e-mail and a follow-up message, including your username and password to access the program.

Once you complete your purchase, you will receive a confirmation e-mail and a follow-up message, including your username and password to access the program.

Once you complete your purchase, you will receive a confirmation e-mail and a follow-up message with further instructions on brochure delivery.