INSURANCE SALES TRAINING
DYNAMICS OF SELLING for Insurance VIRTUAL CLASSROOM
Don’t be outdone by your competition!
The Dynamics of Selling live, instructor-led virtual classroom teaches insurance producers proven sales techniques that help them thrive at every stage of their careers! Taught by insurance sales masters, the new Dynamics of Selling online course transforms your sales process, improves your earning potential, and helps you remain competitive.
LEARN TO CLOSE
SALES ONLINE!
The Dynamics of Selling for Insurance online course is the only industry training available that teaches producers a proven, insurance-specific sales process. Many of our participants enroll for Dynamics of Selling for Insurance to learn how to build their confidence and make closing ratios soar. The new online format ensures you get the same great classroom experience without leaving your home or office!
This unique 3-day online course is taught by active industry sales mentors ready to help you break old habits and avoid common mistakes. Your sales masters will teach you how to tighten your communication and negotiation skills, overcome objections easily, and save time by qualifying prospects accurately.
If you aren’t thriving, YOU'RE just surviving.
Learn proven sales techniques from insurance sales masters and thrive in any market cycle! The new Dynamics of Selling online course offers immersive sales training reinforced with role-plays and real-world scenarios designed to optimize your sales process so you can remain competitive.
Over the course of 3 highly interactive days, you will learn:
- The five traits that turn producers into sales stars
- The art of qualifying prospects
- How to build a client-driven sales culture
- How to sell any insurance product
- How to earn trust by selling value, not price
MEET THE INSURANCE SALES MASTERS
Tom brings forty years of industry experience to SIAA and The National Alliance with expertise as agent and broker, program developer and manager, public speaker and seminar leader. He is one of the leading National Faculty for the Dynamics Series Sales Training. He has trained agents from over a dozen regional and mutual insurance carriers and twenty-five of the nation’s top 100 insurance brokers.
Under Tom’s leadership, the MidAmerica and Southeast regions of SIAA have grown to over 2,300 agencies producing over $2.66 Billion in annual sales. In 2019 Tom’s P&C gross personal revenues were $10.7 Million and under his leadership the region produced over $282.7 Million in gross revenue.
Prior to SIAA, Tom was Executive Vice President of a Chicago-based program administrator. He was involved in the development of over 100 nationally endorsed association insurance programs and captives that generated over $200 million in annual premiums. He also served as COO in Los Angeles for one of the largest insurance marketing organizations in North America.
Tom spent the first decade of his career as a property and casualty insurance producer for two prominent insurance agencies in North Carolina. While there, he became a niche marketer and creator of specialty insurance programs, producing over $1 million in commission income annually.
As an entrepreneur Tom is involved in several interests outside the insurance industry including sales training and joint venture/private equity investments.
Joe Coccimiglio is the President of Lincoln Insurance and Bonding Group, located in Sandy, Utah. His agency writes Property and Casualty as well as Life and Health. Joe established Lincoln in September 2012 and grew it to over a $2 million agency in 18 months. The agency holds close ratios above 80% and retention ratios around 95%.
A year later, Joe created Acorn Insurance Agency and Link Financing to better serve clients and help his fellow agents in the industry.
Acorn is a wholesaler specializing in more comprehensive auto dealer products. Through Acorn, Joe works together with competitors in order to provide a great product package for their clients. Link Financing was created with the interests of both the client and agent in mind. Link Financing makes financing a policy easy and practical.
Joe began his career in insurance as a Producer at Cottonwood Insurance while he finished his Undergraduate Degree in International Studies at the University of Utah. He lives in Salt Lake City, Utah with his beautiful wife, Tori, and three children. Joe’s motto to live by is work smart, and you’ll have time for fun.
Richard L. Dunnam is the founder and principal partner at Risk Services of PR LLC, a firm specializing in educational consulting in property and casualty insurance since 1992, providing educational services to the insurance industry both in Puerto Rico and the United States.
In 1996, Richard became an instructor and member of The National Alliance for Insurance Education faculty, teaching for the CISR, CIC, Dynamics of Service and Dynamics of Selling programs, both in English and in Spanish. Richard teaches more than 50 classes and insurance training programs annually throughout Puerto Rico, the United States, the American Virgin Islands and Mexico. These programs are run by The National Alliance for Insurance Education, Professional Insurance Agents of PR & the Caribbean, and Risk & Insurance Educational Services.
His greatest satisfaction is to have the blessing of having the opportunity to sow the seeds of curiosity and knowledge, at the same time as it feeds from the experience that everybody brings.
“Knowledge does not occupy space.”
Richard actively uses his years of experience and knowledge to operate and manage his insurance portfolio, as well as to provide loss control services, inspections and evaluations for real estate, and training support in sales/services. Over the past 35 years, he has served in several capacities in the insurance industry including working as a member of the official cabinet of the Office of the Insurance Commissioner of PR, where he started his insurance career in 1985; personal and commercial lines underwriter for Eastern America Insurance Co.; insurance broker for Aon Risk & Insurance PR, and as an independent insurance producer. In addition, Richard has served as an expert witness in insurance court cases. Today, and still as a result of the catastrophe caused by Hurricane Maria, Hurricane Irma and January 2020 earthquakes in Puerto Rico, Richard is providing services directly to the insured through Claims Management Group LLC.
Richard obtained his Certified Insurance Counselor designation in 1997, his bachelor’s degree in Managerial Administration in 1989, and he holds associate degrees in General Insurance, and Administration of Maritime/Terrestrial Insurance (AINS / AMIM). He is also an Accredited Advisor in Insurance (AAI), as well as Chartered Property and Casualty Underwriter (CPCU) of the American Institute of Chartered Property & Casualty Underwriters (AICPCU), Marshall & Swift Trained Appraiser, Certified Cost Estimator (CCE), as well as California Earthquake Authority Adjuster Certification (CEAAC).
Griff Griffith is a Principal at GMGS and, as a CPA, utilizes a distinctive approach to designing commercial insurance programs and providing risk management service. He leverages his years as a financial consultant to successfully protect his clients in a variety of industries including Construction, Manufacturing, Technology and Professional Services. Griff teaches the Workers’ Compensation School, a bilingual (English and Spanish) training that uncovers the “why” behind corporate safety and how to achieve exceptional premium savings.
Griff earned the CIC (2003) CRM (2006) designations and currently serves on the CIC Board of Governors. As a CRM, he creates programs to protect the assets, employees, and owners of the company. His service model centers on broker accountability and making positive contributions to each client’s bottom line.
Joan Sansing is President of Sansing Consulting, Inc. In addition to being a top producer within the industry, Joan has been the National Sales Manager with Wells Fargo Insurance Services, Senior Vice President at Tanenbaum Harber of Florida and Senior Vice President at CBIZ.
Following duty as a Signal Corps officer in the U.S. Army, Joan began her career with Liberty Mutual as a Commercial Lines Producer in the late 1970s, where she attained recognition in the Top Producers and Liberty Leaders Clubs. She joined the independent agency system in 1983 as a commercial lines producer, and over the next ten years became an agency owner, principal, and sales manager. She has served as the agency management consultant to the Independent Insurance Agents of America, the Education Chairman for the Independent Insurance Agents of Maryland, and as Associate Director for The National Alliance Research Academy in Austin, Texas. She earned her CIC designation in 1990. In 1989, she received the President’s Award for Outstanding Achievement in Education.
Joan graduated Summa Cum Laude from the University of Maryland with a degree in Finance. She also graduated from Wharton’s Advanced Degree Program on Insurance Studies.
Jeff Wodicka is a Certified Insurance Counselor and a licensed agent and broker in New York. During his forty years insurance career, Jeff has served as company marketing underwriter, agency office manager, agency key producer, agency sales manager, and is the Chairman and CEO of Casswood Insurance Agency.
Jeff is one of few nationally recognized instructors and consultants with “hands on” agency experience. A nationally recognized authority in many aspects of business management, his acknowledged areas of expertise include producer development, sales & sales management training, agency perpetuation planning, agency valuation, and agency marketing.
Jeff is proud to have served as a member of the CIC Board of Governors, as well as a National Faculty member for over twenty years, and he has served as Agency Management Consultant to IIAANY. Jeff is the National Program Director for The National Alliance for Insurance Education & Research, based in Austin, Texas. In this capacity, he oversees the ongoing development of faculty and curricula for The Dynamics Sales Training programs.
This is a limited and unprecedented opportunity to develop dynamic selling FOR INSURANCE skills, marketing knowledge, and a proven sales process—a winning mix that leads to career-building success.
The Dynamics Series is renowned with agencies, companies, and carriers for its career-elevating sales techniques, sales management strategies, and motivational power.
The Dynamics of Selling for Insurance course has revolutionized the sales careers of thousands of insurance producers, dramatically increasing closing ratios and personal income. While many generic sales programs are available, Dynamics remains the only “insurance-specific” sales process developed and taught by successful sales leaders in the industry.
Study the traits of successful insurance producers, develop communication and negotiation skills that become second nature. You will learn how major industry changes can be leveraged, develop solid prospects, overcome objections, and close the sale.
You will learn:
- How to sell in any market cycle
- About the client decision process and how to provide value
- How to build a client-driven sales culture and fix problems
- How to negotiate and practice advanced client communications
- How to apply what you learn to enhance your career
Dynamics Series Courses
The Dynamics Series is renowned with agencies, companies, and carriers for its career-elevating sales techniques, sales management strategies, and motivational power.
Do you want to work smart and close more accounts? The Dynamics of Selling for Insurance process has revolutionized the sales careers of a generation of insurance producers—dramatically increasing closing ratios and personal income. While many generic sales programs are available, Dynamics remains the only “insurance specific” sales process developed and taught by successful sales leaders in the industry.
Study the traits of successful Producers, develop communication and negotiation skills that become second nature. You will learn how major industry changes can be leveraged and grasp how to develop solid prospects, overcome objections, and close the sale.
Topics Include:
- Learn the skills of selling in any market cycle
- Understand the client decision process and provide value to your client
- Build a client-driven sales culture, overcome objections, and fix problems
- Know how to negotiate and practice advanced client communications
- Take what you have learned to the streets
State CE credit is approved in most states. To determine specific credits for your state go to the CE Guide.
Course Schedule
This course addresses the client skills that Account Managers and CSRs say they need the most improvement in—according to surveys in The Pulse of Customer Service: A Profile of Insurance Industry Customer Service Personnel
The Dynamics of Service course is designed to boost your ability to interact with both colleagues, clients, and the larger community. Learn all about the subtleties and dynamics of being an Account Manager and Customer Service Representative. Master how to read different personality styles and types. Grasp active listening skills and use them to identify client needs. Unsure of how to interact with difficult customers? With the Dynamics of Service, learn to diffuse and deflect a tense or awkward exchange. Additionally, gain the skills to transcend client complaints and objections, turning them into opportunities for improved relations, client buy-in, higher customer retention, and increased sales.
Topics Covered in this 7-hour course:
- Improve your people skills dramatically
- Tune up your professional and interpersonal competence
- Acquire a wealth of tools and techniques for dealing with customers effectively
Register
No course are scheduled at this time. Check back for updates.
Dynamics of Company / Agency Relationships was developed exclusively for insurance companies. It is highly beneficial for underwriters, marketing representatives, supervisors, claims adjusters, loss control, and management.
This interactive course helps company associates better understand the world of the agent in order to become more effective business partners. In 2 ½ days, we’ll bring a proactive, insurance-specific approach to relationship building, to create an atmosphere of cooperation between companies and the agencies they do business with.
Course Content
The curricula is enhanced by role-playing and the facilitation of instructors who are actively, successfully, involved in the industry.
Topics Covered:
- Begin new business relationships and enhance existing ones.
- Develop communication and negotiation skills.
- Communicate with different personality styles.
- Improve relationships within company ranks.
- Adapt to the changing marketplace.
- Determine what is most important from your agent’s perspective.
- Recognize different agency cultures and adapt the sales culture accordingly.
- Develop a system of pre-qualifying agency submitted accounts
Dynamics of Company/Agency Relationships is also available as an in-house program for staffs of 20 to 60.
Full attendance at a Dynamics program qualifies for one year of update credit for dues-paid CICs and CRMs, and up to two years of update credit for dues-paid CISRs and CSRMs.
Do you want to work smart and close more accounts? The Dynamics of Selling process has revolutionized the sales careers of a generation of insurance producers—dramatically increasing closing ratios and personal income. While many generic sales programs are available, Dynamics remains the only “insurance specific” sales process developed and taught by successful sales leaders in the industry.
Study the traits of successful Producers, develop communication and negotiation skills that become second nature. You will learn how major industry changes can be leveraged and grasp how to develop solid prospects, overcome objections, and close the sale.
Topics Include:
- Learn the skills of selling in any market cycle
- Understand the client decision process and provide value to your client
- Build a client-driven sales culture, overcome objections, and fix problems
- Know how to negotiate and practice advanced client communications
- Take what you have learned to the streets
State CE credit is approved in most states. To determine specific credits for your state go to the CE Guide.
Experience the best P&C sales program in the industry and learn the traits of a star producer.
With a limited class size, The Dynamics Master Sales Class is a career-changing, 5-day program designed to surround participants with a proven process through practice opportunities and individualized coaching not available in a 2-day format. Further Master Class training will reinforce a marketing regimen guaranteed to answer the most frequently asked question: How do I get in the door?
Why Spend Five Days in Sales Training? To Work Smart, Close More Accounts, and Have the Career of a Lifetime!
This is a limited and unprecedented opportunity to develop dynamic selling skills, marketing knowledge, and a proven sales process—a winning mix that leads to career-building success.
New Producers:
Do you want to go from a close ratio of two sales out of 10 proposals to a lucrative six or seven out of 10? The New Dynamics Master Sales Class is an amazing event developed and taught by life-changing mentors. Why wait years to figure out on your own the skills we can teach in five days!
Veteran Producers:
Forgotten the basics, need to recharge your skills, and up your game? Consider the very best athletes continue to train because they are driven to remain—the very best!
A Few Dynamics Master Class Highlights
- Understand Major Industry Changes and How to Leverage Them
- Study the Five Traits That Make Producers Sales Stars
- Learn the Skills of Selling in Any Market Cycle
- Develop a Method to Avoid the Price-Driven Sale
- Create a Value Proposition Tied to Your Buyer’s Actual Needs
- Learn The Skill of Qualifying
- Understand How to Open and Uncover Buyer Pains You Can Fix
- Discuss Your Program in a Language Any Buyer Will Understand
- Develop a Marketing Plan That Will Get You in the Door
- Establish a Niche Market That Will Be Specific to Your Personal Success
- Get Inside and Practice the Skills of Overcoming Objections
- The Power of Social Media and Your Sales Process
Faculty:
Jeffrey Wodicka, CIC: Chairman & CEO Casswood Insurance Agency with offices in both New York and California. Jeff is a nationally known expert in all areas of producer management and development. With a tenure of over 45 years, Jeff remains a top producing agent and sales manager working with a wide range of clients in areas ranging from manufacturing and construction to hospitality and the unique world of entertainment.
Joan Sansing, CIC, ARM, AAI: Part of the senior management for a respected risk management company, Joan, in addition to being a top producer in our industry, has been in senior sales management in several large insurance companies. She is an inspired trainer and mentor.
Five Days of Power-packed Training for $1,250
- Includes all training, course materials, and refreshments during the day.
- CE Credit – This program has been approved for continuing education (CE) credit by state insurance departments. The credits approved vary by state. You can view available CE credits by state on the Dynamics of Master Sales CE Guide.
- Transportation & Accommodations are the responsibility of the student. Where possible, we will provide local hotel information at various pricing levels
When it comes to insurance sales force performance, sales management is critical. The Dynamics of Sales Management program will focus your sales management skills, directing and elevating them. This cutting-edge course will increase your relationship skills and give you insurance-focused processes not available elsewhere. You will gain the organizational insights, analytical tools, and management ‘big picture’ thinking that will lead to an insurance sales team that will have sustained success.
Sales management is one of the toughest jobs out there. It involves taking on a great many tasks other than selling: attracting and retaining the right talent, training and developing new hires, and developing territory sales plans. Get a fresh perspective on yourself as mentor, coach, friend, leader, and sales manager and learn to develop a sharp, productive, highly skilled sales force with the Dynamics of Sales Management.
Topics Include:
- Traits of today’s successful sales manager—How to make decisions that have a direct, positive impact on your bottom line
- Agency culture—The specifics of creating and managing a team that’s motivated and that closes sales
- Selection and hiring—Recruitment, retention, hiring, and firing techniques that maximize your team’s production
- Resolving contract and equity issues—How to create win-win situations out of employment and commission agreements
- Goal setting and monitoring—Proven ways to help your sales team break old habits and learn positive new ones
- Compensation strategies—Elements of a compensation plan, and how a successful plan is developed
- Managing the sales process—Strategies for evaluating your staff, driving an effective sales process, and ensuring great sales calls
State CE credit is approved in most states. To determine specific credits for your state go to the CE Guide.
