Uncomfortable Conversations about Selling Rate
Speaker: Mike Shannon
April 27th at 2 PM ET
Except for Workers Compensation, the P&C industry is experiencing the first hard market since 2004. If you are 40 or younger, you have never worked in a market in which rates go up every quarter. Even if you have more than 20 years’ experience, it has been almost two decades since you've had to sell higher rates.
You may be:
- Uncomfortable selling higher rates
- Unsure of how to handle retail agent pushback
- Unclear on how to help agents explain to insureds
- Unaccustomed to selling Value over Price
Discomfort in selling rate also stems from subconscious beliefs about money. Did you ever hear “Money doesn’t grow on trees” while growing up? That and many other money-isms predispose people to be uncomfortable when talking about money and thinking a relatively small amount of money is a lot. We will cover how our discomfort talking about money gets in the way of success and offer ideas on how to overcome it.
This webinar will help you build your confidence and competence selling higher rates resulting in you binding more business in the months and years to come.
Mike Shannon, Founder and President of Tri-Fit Business Development
Mike uses his 40-year selling career as the foundation for his passion in helping companies and individuals maximize their revenue and income potential. His client experience includes several multi-billion plus commercial P&C insurance companies including Starr Companies, WR Berkley, Markel, AmWINS and The Leavitt Group.
Mike’s focus for the past 15 years has been helping production underwriters become more comfortable and competent with their role in “sales”. TriFit has been an active member in multiple trade associations serving the insurance industry including WSIA (AAMGA, NAPSLO), INA, TMPAA, CHART and the Society of Insurance Training Educators.
Mike is also an established author with the release of his book Hooked on Hopium in 2012 and articles published in numerous magazines and newsletters including AAMGA’s WIN magazine.