Professional Insurance Sales Associate (PISA) Program
Producer Development Program
For the New Producer in Your Office or
the CSR Looking to Improve Sales Skills
Presented by:
Katie School of Insurance and Financial Services - IL State University
IL State University Professional Sales Institute
Professional Independent Insurance Agents of Illinois
Program starts May 12, 2008!
Who will benefit?
What does it cost? *Please note: food & housing not included
Program Format:
• Part 1: One Week on Campus - May 12-16, 2008
• Part 2: Eight Weeks Back at Agency
• Part 3: One Week Back on Campus - July 14-18, 2008
Key Program Features:
• Only 9 days of the 10 weeks are spent out of the office
• State-of-the-art facilities including sales training lab and executive education classroom
• Program focus on selling versus product information
• Applied learning versus lecture. Telephone scripting, individual evaluation of actual sales techniques, and sales competition.
• Prizes for winners of sales competition
• CE credits
• Earn PISA designation upon successful completion of program
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Student Testimonials
“Thanks to your networking inspiration I have successfully managed my time to be involved in 5 organizations just weeks after getting out of the program. Sales, motivation, time management, customer relationship management, and the sales process have extremely improved. The efficiency and time management sections have increased sales and opportunities. The cross selling seminar also helped to increase sales to current customers and to give current customer even better service. The program also opened up new opportunities and realizing what areas still need improvement. The program isn't just a summer long...it's a lifetime. I would highly reccommend the program to all new salespeople and to current salespeople already working in the field to increase their knowledge of sales and insurance.”
Jonathan Lohman, Lohman Companies, Moline, IL
“One of the main lessons for me was - Good salesmen have no need to force their products on customers, good salesmen let the customer see that they want what your selling. Selling is easy - if you start by forming a relationship with the client, showing interest, asking questions then offering solutions for what concerns them most.”
Dawn Kocher CISR, PISA, Blank's Insurance Agency, Olney, IL
“The ISU program helped me manage my time, reach my goals, get organized, stop waiting for accounts to fall in my lap, and effective prospecting.
In the first week of class I realized that I was wasting too much time. Getting organized was a necessity because having prospects or clients call you when you least expect will happen, and they expect you to be on your toes 24/7. I learned that you should never get discouraged when a prospect turns down your proposal. You have already won half the battle by getting in the door. It is a huge victory. Asking the appropriate questions is also very important. Finding out why the prospect wants to talk to you about their coverages will open up the opportunity to ask your secondary questions. If a prospect wants to talk the whole meeting, then let them. Take lots of notes and don't interrupt.
The second week fo class provided the opportunity to share stories of sales tactics with other agents. Role playing, which focused on a face-to-face meeting with a prospective buyer, was the key to increasing my sales confidence. Overall, the speakers were great and the discussion was highly interactive.
When I got back to the office, I effectively organized my prospecting agenda, made many cold calls, and set up meetings.
I would strongly recommend the ISU experience to any new producer to keep him/her on the right path to success.”
Reed Schaefer, PSIA, Producer, Concklin Insurance Agency, Inc., Lombard, IL
“First, I'd like to thank you for all the time and effort that you and the other members of the education committee have put into the Producer Training Program. It's a very well thought out program that is extremely beneficial to all new producers. I learned a lot. I was personally challenged because some of the things we had to do were definitely out of my comfort zone. Our regional CEO believes that we must continually push ourselves outside our comfort zones in order to continue to grow professionally. Your program was definitely that for me.
The following are things that I really liked about the program: 1) Not practice specific but instead sales technique is focused; 2) Selling value versus price/product philosophy; 3) Caliber of professors teaching the program - excellent; 4) Speakers - very motivating and inspirational; Round table discussions - very involving and great small setting”
Elizabeth Bautista, Client Services Manager, USI Midwest, Chicago, IL
“Thanks for giving me the opportunity to partake in such a great learning experience. I was still working for an insurance company when I took the first week of the class in May, so I was starting from scratch with no experience in the field. The class definitely provided an excellent foundation on which I could build. Prior to the class I had a lot of questions as to what I would do day 1 and how I was going to grow a book of business. After the class was over I felt like I had a lot more direction and I didn’t feel so overwhelmed. It gave me a lot of confidence knowing there were other young producers out there that struggle with the same things I do.
Some of the major things I took from the class are:
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Approach your customer as a friend and consultant rather than a salesman trying to take their money.
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Develop your own set of goals and invest thime on the important things like marketing plans, daily/weekly/monthly planning, networking, etc.
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Learn how to ask good questions in order to learn the bustomers needs rather than tell them what you think they need.
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Getting a chance to build relationships with other young agents in the state that I will continue to keep in touch with
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It was also great being able to network with individuals from PIIAI, insurance companies, and local agencies."
James Mickley, Hanford Insurance Agency, Geneseo, IL
“The tools assembled by the staff at Katie School of Insurance and the leaders of the PIIAI equip agents/producers in all lines of insurance/financial services to effectively address buyer’s needs in ways that create a overall rich buying experience. The process outlined in the program has certainly allowed me to create an extremely professional consultation built on strategies for uncovering the buyer’s TRUE needs and eliminate the cliché of pressuring product and price upon the buyer.”
Kort R. McCulley, Wine Sergi & Co, LLC, St. Charles, IL
Agency Owner Testimonials
“The cost benefit analysis of the PISA program was easy. 100 hour’s of practical sales training was well worth our investment. Principal mentoring can only achieve a portion of what new producers need. So if you want a superstar producer, outside training such as PISA can only accelerate a new producer’s career.
Our producer gained confidence due to the proactive sales training & constructive feedback from a forum of their peers and professional instructors.
We must invest in new producers if our agencies are going to reach our organic goals.”
Craig W. Concklin, CIC, President, Concklin Insurance Agency, Inc., Lombard, IL
“The staff at the Katie School of Insurance and the leaders of the PIIAI have created a new producer program that is distinctly in line with the values and mission of our agency as well as for the entire insurance industry; transferring the insurance buying process from a commodity purchase to a highly consultative needs-based purchase.”
Daniel A. Sergi, CPCU, President, Wine Sergi & Co, LLC. St. Charles, IL
“One of our staff just completed the first week and had nothing but positive things to say about the experience. We will definitely take advantage of this resource with new producer hires.”
Jeffrey L. Ludwig, President, USI Midwest, Chicago, IL
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