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Session Outlines:

Session I: Characteristics of a Partnership Agent

In this kick-off session, participants will review the key characteristics and behavior exhibited by true partnership agents. Together, we will learn to diagnose each relationship and evaluate the potential for growth and partnership opportunity. We will learn the necessity for “cultural compatibility” and the importance of proactively investing time and attention only to those relationships that are worthy. For home work, each team will identify their partnership agents and conduct a thorough agency needs assessment with each one. This is the first step in our relationship mapping process.

Key Discussion Points:

• Partnership agents compared to legacy agents.
• Segmentation of services, time, and attention.
• Remaining visible, viable, and proactively vital with key agents.
• Working around conventional “wisdom” and creating a true agency alliance.
• Conducting and comprehensive agency needs assessment.
• The agency management cycle – building better relationships.

Session II: Into the Agency Management Plan

In our second session we will work with the teams to organize the agency management process into a consistent and sustainable systematic approach. Participants will have learned that even within the best agencies, we cannot be all things to all people. We review the results of the agency needs assessments that were conducted during the inter-session break and itemize the focus objectives and key players within each agency. We then convert this knowledge into action by custom-building an agency relationship map and comprehensive relationship management plan. The home work assignment? Implement, implement, implement.

Key Discussion Points:

• Value-driven agency management initiatives that have impact.
• Meaningful service strategies – not just good administration.
• Agency Performance management – embracing accountability.
• Decent Boldness – mandating a healthy quid-pro-quo agreement.
• Presenting and implementing the agency management plan.
• Getting newly appointed agents started right to stay right.

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