Producer Development Program

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  • 13 days of classroom training
  • 30 CE credits and required ethics training for new agents
  • More than 1,200 pages of technical and sales reference material

Part 1

Commercial Lines Insurance for Producers

30 CE credits

  • Introduction to risk management
  • Technical training on all major Texas property/casualty insurance coverages
  • Case studies on the use of coverages and discussion of sales benefits
  • Training on underwriting basics and applications
  • Detailed reference information on sales points and use of endorsements

Part 2

Marketing & Selling Property/Casualty Insurance

  • Goal setting and prospecting skills
  • Prospect qualification and development
  • Time and territory management
  • Customer communications before, during and after the sale
  • Identifying customer criteria for buying
  • E&O loss control during the sales process
  • Developing good account information for underwriting
  • Organizing proposal information and adapting it during the sale
  • Working effectively with agency and company personnel in writing accounts
  • Responding to customer objections and the competition
  • Building a quality book of business
  • Obtaining and working solid referrals
  • Role playing to polish your approach

Part 3

Building a Quality Book

  • Reports from the field on sales successes and learning experiences
  • Designing a strategy for ongoing success
  • Evaluating the competition’s coverage and service
  • Working with surplus lines companies and brokers
  • Continuing professional development
  • Ethics training for licensed agents

Contact IIAT Education & Training

Sheridan Roe
IIAT Education & Training

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Who's it For?

  • Anyone transitioning from personal to commercial insurance
  • New hires who need a solid foundation in commercial insurance
  • Individuals with experience who are looking for a better understanding of commercial insurance
  • Anyone looking for a foundation in the commercial insurance sales process