Producer Development Series - Class 6: Understanding Insurance, Identifying Prospect Needs, and Presenting Solutions

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Hour 16 – What is Insurance?

Walls & Castles sales discussion
Use of Questionnaires and their value in Personal Lines

Hour 17 – What Matters to Your Prospect?

How to uncover what matters to them
Case Study – Problems and Solutions

Hour 18 – Product, Features, Benefits

What do we buy as humans?
What are you selling?
Presentation that focuses on the benefits