The Spirit of Independence. What Makes the Difference?

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2 The Spirit of Independence An independent school for independent agents, the THE NATIONAL ALLIANCE SCHOOL FOR PRODUCER DEVELOPMENT, or Producer School, is three weeks of intensive sales and product instruction, proven to make new producers profitable and able to pay for themselves more rapidly than the industry average. Discover the FREEDOM: Freedom to analyze multiple carriers forms Freedom from high training costs Freedom to learn from the nation s top practicing agents who are veteran sales trainers What Makes the Difference? 2008 Schedule Jan Feb. 8 Anaheim, CA June 1-20 Plymouth, MA Oct Ft. Worth, TX Our Producer Schools are taught by practicing insurance agents established technical experts not by consultants. Students are taught a wider variety of products not carrier-specific including the most current ISO commercial coverage forms (2004 CGL, 2006 BOP, 2006 BAP). Role-playing emphasizes practical applications for demonstrating value and avoiding the price-driven sale. Tests are given throughout the School, to maintain the student s focus and maximize the agency s investment. A series of 12 Graduate Reinforcement Webcasts are made available post-school, to make the most of Producer School training. Agencies across the country have discovered that Producer School graduates significantly exceed the national sales averages and save owners up to two years of training time and $150,000 in the process.

3 The Game Book Giving New Producers an Action Plan to Succeed A big benefit with long-term value, the Game Book is a customized marketing plan developed by each student that becomes the time management, how-to-manual to make new producers instantly more productive. CISR OnLine Bonus Two CISR OnLine courses (Insuring Commercial Property and Insuring Commercial Casualty Exposures) are included with every registration in Producer School. Graduate Reinforcement Webcasts Following each School, a series of 12 webcasts are made available (for less than $40 per month) to enhance Producer School curriculum, adapt and apply the Dynamics of Selling material, and maintain ongoing connections with classmates. Sales Management Training No Fees, Only Benefits! It is strongly recommended that the person who will have management responsibilities for the student attend the opening program and special sales management sessions at no extra charge to learn to reinforce the student s sales skills and target specific agency goals. Managers and agency principals who actively participate are an essential part of the participant s long-term success! Admission and Registration Tuition of $3,800 covers materials, instruction, post-course work, 1 1 /2 days of training for sales managers, and two CISR OnLine courses. Travel costs, accommodations, and dinners are not included in the tuition fee (weekday continental breakfast and lunch are provided). Many national and regional carriers offer scholarships to their select agents. Apply for a Matt Wells Scholarship online at For more information, call an Admissions Counselor at

4 Week One Students & Agency Managers Traits of Super Producers Why People Buy Avoiding Price-Driven Sales Students The Power of the Probe Marketing & Sales The Process Overview Niche Marketing Managing the Sales Process Agency Managers Dynamics Overview The Power of Niche Markets The Game Book Post-School Training Step One Students The Diagnostic Appointment Personality Styles Managing the Sales Process Agency Managers Establishing Realistic Goals Expectations Mentoring, Monitoring & Tracking Essentials of Risk Management Step Two: Protection Review Universal Concepts of Property Insurance Property Valuation & Case Study Personal Property/ Miscellaneous Concepts Property Contracts: An Interactive Exercise Equipment Breakdown Time Element Inland Marine Week Two Essentials of Liability Insurance Liability Contracts: An Interactive Exercise Professional Liability/ Employment Practices Liability Commercial Umbrella Crime Coverage Step Three: Presentation of Solutions Advanced Communications Active Listening Dealing With Objections Interactive Objection Drills Advanced Role-Play Practice Game Book Development Ethics for Insurance Professionals Panel Discussion Week Three Workers Compensation Workers Compensation Street Training Classification Drills Application Completion Business Automobile Policy Garage Policy Rating Factors: An Interactive Exercise Dynamics of Selling Review Game Book Panel & Niche Market Coverages Establishing Realistic Goals

5 What They re Saying About Producer School... I wanted to tell you how pleased I am with what I learned at the Producer School and the approach you are taking to training our firm s most important asset. The young producer you trained shares my feelings and is extremely impressed with both the faculty and the method. Coming to the sales management sessions to support my producer, and also gain a firsthand understanding of how our firm can better support her upon return, was time well spent. I look forward to working with you on future projects. J. Daniel Cook, CPCU, CIC, ARM, AMIM, AAI Executive Vice President Manry Rawls Franklin, VA There are a myriad of benefits the Producer School has to offer: Financial, Personal, and Practical are just a few of them. The financial aspect of the Producer School is evident by the success of the alumni. It is little wonder why some of the top, young producers of our industry have graduated and put to use the tools learned from the class. I would recommend this experience for anyone who is serious about their personal growth and insurance career. Todd Cassady Account Executive USI Midwest Cincinnati, OH The training I received at The National Alliance Producer School taught me how to use technical knowledge in a sales situation. Probably the best walk-away resource I ve used has been the Game Book we created. I ve been able to use that Game Book at every step of the sales process. Whenever I take a moment to analyze how a client call or presentation went, I can always go back to my materials from Producer School sales training and find something that helps me improve my process. Cindy Starnes Associate Commercial Lines Oswald Trippe and Company, Inc. Fort Myers, FL

6 The Game Book is a powerful reference tool and source of confidence for the young producer. It provides the comfort and confidence of a system for each niche our producers are targeting. The result: better super-qualification, more complete submissions and better closing ratios. Christopher K. Hofmann, CIC Vice President, Business Development Granite Insurance Agency Cherry Hill, NJ I appreciated the planning and details that went into the Producer School and how smoothly it ran. As an ultimate newbie, I learned an enormous amount, which will provide an excellent knowledge base for every part of my training from this point forward. The faculty was absolutely outstanding! 2008 Dates and Locations Jan Feb. 8 Anaheim, CA June 1-20 Plymouth, MA Oct Ft. Worth, TX TheNationalAlliance.com 2006 The National Alliance for Insurance Education & Research Mark Kreydt Account Executive Tompkins Insurance Agency Batavia, NY

7 We provide everything but the guts. William T. Hold