With the economy in such a state of disarray and the insurance industry still reeling from the longest, softest market in years, it doesn't hurt to remind ourselves of what we all know to be true. The easiest and most efficient sale is the sale we have already made...or, in other words, a sale to or a referral from the clients we already have.

 

But how do we turn this generality into a reality? By offering our existing client base a steady stream of value-added services throughout the year, scaled to their size and potential. Of course, the first step is determining which services they value. This can be done by everything from a simple phone conversation to a full blown strategic needs assessment.

 

However we do it, the very acts of asking, and listening, are oftentimes viewed as a unique and valued service in and of themselve’s. If we aren't including service questions in our client discussions, we are missing the boat. And when the service touches that we execute protect the people, property and finances of our clients, we create referral and cross sell opportunities that can be a lifeboat in this sea of economic turmoil.

  

  

Recognizing that many agencies have both the need and the desire to offer their Producers a world class sales training experience but are not able to participate directly in a carrier-sponsored program, IEA and Polestar have again teamed up to offer an open enrollment Polestar Producer Development Program this Fall. This highly-acclaimed program will be delivered in California starting on or about October 14.

 

For more details, contact Richard Coskren at rcoskren@gopolestar.comrichard@gopolestar.com .

 

Erie Insurance Announces Producer Development  Program for Eastern Territory Producers

 

In keeping with its motto, Above all in Service, Erie Insurance will offer Producers in its Eastern Territory the opportunity to participate in a customized Polestar Producer Performance Development program. On September 1, 2009, eighteen (18) or more Producers from Erie-appointed agencies will gather in Erie, PA to begin a fourteen-week learning experience that will culminate with graduation in December.   

 

 

In June, Harry Fine, CPCU, AIM, ARP, AIS, Polestar coach and former head of West Bend Mutual Agency Education, conducted three (3) separate webinar sessions to dialogue with nineteen our service team graduates of the first two West Bend Great Expectations   programs, one in Illinois and one in Wisconsin.. The purpose of each webinar was to determine the extent of participant behavior change since the program began and their reaction to the program. Feedback indicated a substantial positive impact on their view of their role in the agency and their priority management, referral harvesting and cross selling skills.  The participants clearly expressed a very favorable reaction to this learning experience. 

 

Zenith Insurance, West Bend Mutual and MAIA Producer Schools 

 

From May 19 through June 10, thirty-eight (38) Producers participating in Producer Development Programs sponsored by the Michigan Association of Insurance Agents (MAIA) (their 5th), West Bend Mutual (their 4th), and Zenith Insurance (their 2nd) received their graduation plaques from Polestar and their sponsoring organizations. All three organizations have indicated their intent to again sponsor schools in  2010.   

 

Polestar Announces Fall, Online Producer Development Program 

 

With two Spring online Producer Schools continuing into the summer months, Polestar is pleased to announce the scheduling of a Fall, 09' Online Producer Development Program. This webinar-based, instructor-facilitated and coached program is designed to meet the needs of agencies already familiar with and practicing the Polestar approach to sales but who have a need to train new staff members not practicing these behaviors. Delivered in ten, one-hour segments, once every two weeks from September through February, with optional one-on-one  coaching and covering essentially the same content as the classroom program, the program delivery dates and times are as follows: 9/22, 10/8, 10/20, 11/3, 11/17, 12/8, 12/22, 1/4, 1/18 and 2/8. However, dates will be subject to change at the request of participating students.