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Program Outline: A sample UPDP Curriculum

Session IV - Carrier Connections

Appointment Marketing – Breaking Through

• Refreshing and sensible marketing strategies that attract and retain desirable, pre-qualified opportunities.
• Differentiating with integrity – creating, conducting, evaluating, and responding to a needs assessment.
• Creating a value proposition by designing a comprehensive agency program for partnership rather than focusing on policies and prices.

Key Discussion Points

1. Establishing appointments as a consistent priority
2. The need for a new agency appointment process
3. Taking the team approach to agency prospecting and qualifying
4. Using the referral harvesting method
5. Conducting an agency cultural assessment
6. Legacy agents versus Healthy and Thriving agents
7. Characteristics of each
8. The risk management assessment process
9. The non-selling nature of the instrument
10. Applying the assessment to various market segments
11. Conducting a risk management assessment
12. Providing agents with the instrument
13. Intro to Sales & Marketing Tool Kit
14. Co-developing marketing initiatives with agents.
15. Providing agents with tools for service and production
16. Blending marketing activity with service initiatives

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