Selling Group Benefits to the C-Suite – Sales Workshop

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Gain in-depth Sales Skills to take your Large Account production efforts to the highest level! This is NOT theory. This is real analytic and outcome-based selling.

Praise and Feedback from our prior Analytic Brokerage Workshops

We have enjoyed overwhelmingly positive responses from our attendees at our prior sales workshops. Here are a few actual quotes from the attendees…

“Within eight months of the workshop and joining TCORCalc, our firm created over $600,000 of new income.”

Principal / Western Brokerage

“I can honestly say the workshop was one of the best that I have ever attended. I am really looking forward to using this approach on a couple of prospects.”

Principal / Eastern Brokerage
“I can say without any doubt, that the two days I spent with TCORCalc were the best two days of training I have attended in many years. The content and presentation were fantastic. I am excited to continue to learn more and utilize it to grow my book.”
Principal / Southwestern Brokerage

Workshop Overview

The Selling Group Benefits to the C-Suite Sales Workshop will provide you with in-depth Sales Skills to take your Large Group Benefits production efforts to the highest level!

Our workshop will be a super-charged opportunity for you to hone your Analytic Brokerage Sales Message and Delivery Skills. We will cover a lot of critical ground in the workshop with you. We are going to show you how to…

  • Identify, create and approach the right prospects
  • Focus on the C-Suite by attaching your message to their key metrics and bottom line
  • Have an in-depth and meaningful conversation with your prospects (it’s NOT about the insurance commodity!)
  • Learn how your Buyer keeps score (EBITDA, Ownership Equity, KPI’s, etc.)
  • Establish “Broker Control” and move the Buyer from Prospect to Client
  • Translate and attach YOUR VALUE to your buyer’s business model
  • Deliver the TCORCalc Deliverables (we will focus on the Financial Leakage Report for New Business Opportunities)
  • And much, much more…

This will be an intensive and interactive insurance sales workshop. It will focus on helping YOU improve your large account production. All attendees will be expected to show up with a few solid prospects in mind. We are going to help you move your Buyer from prospect to client and help you make more money.

This is NOT theory. This is real analytic and outcome-based selling. Your largest buyers are now expecting you to be able to show them how you can improve their Business Outcomes. We will show you how.

To grow your book of business, elevate your selling techniques, attract larger accounts, and learn how to compete by demonstrating a powerful value proposition to your prospects and clients, reserve your space now.

Workshop Dates + Location

March 25th and 26th, 2019
Gainey Ranch Golf Club
7600 Gainey Club Drive Scottsdale, AZ 85258

The Workshop will start at 8:30 AM sharp on both days. Arrive early for coffee and a continental breakfast, which starts at 7:30 AM. The workshop will end at 4:30 PM on Day 1 and around 2:30PM on Day 2.

Workshop Pricing + Discounts

$1,975 per workshop attendee 
We offer a 15% early registration discount through Friday, February 8th. Use Promo Code feb15off when registering to access the discount.
Note: If you are a TCORCalc® Client, please contact your TCORCalc Representative for your Client Discount Code.

15% Early Registration Discount expires on Friday, February 8th.
Seats are limited.


Use Promo Code feb15off and

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Invitation Only Basis - Limited Space Available

Our workshops are provided on an “invitation only” basis. To ensure that we can provide all attendees with the focus and depth of training that they deserve, we limit our workshops to approximately 20 attendees. You can request a workshop invitation by clicking the button at the bottom of this page.

Questions? Contact Us

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Workshop Logistics

Food + Meals

We will provide a continental breakfast and a lunch both days. An assortment of coffee, tea, soda and bottled water will be provided throughout both days.


If you are flying, please arrive the day before the event. As the workshop will end at approximately 2:30 PM on Day 2, please allow enough time to complete the program and comfortably travel to the airport.


You are responsible for arranging and paying for your own transportation. The Workshop Site is approximately 30 minutes from Phoenix Sky Harbor (PHX) under normal traffic conditions.

Uber and Lyft are great options.

Hotels + Accommodations

This is a non-residential workshop. You are responsible for reserving and paying for your own accommodations.

Please note: The Gainey Ranch Golf Club (our Workshop Site) DOES NOT have hotel rooms.
Here are some hotel options within close proximity of the Workshop Site:

Dress Code

Business casual is recommended in all areas of the Gainey Ranch. Jacket and tie are preferred for men dining in the Club, but they are not required. Ladies are asked to use discretion and dress accordingly. Casual clothing such as shorts, tube or midriff tops, athletic shoes and athletic wear are not appropriate Club attire. Dress denim is acceptable only in the bar and lounge..

Cancellation Policy

After your workshop payment has been processed, if you wish to cancel your workshop attendance, you must provide a written request to us at least 2 weeks prior to the workshop. We will refund your payment, less a $250 fee. No refund will be provided if you cancel within 2 weeks of the workshop or if you fail to show up to the workshop. Your workshop reservation may be transferred to another member of your organization.

Terms + Conditions

All materials presented by C.R. Ekern & Company, Inc. and/or TCORCalc (“CRE”) including presentations and training materials, are copyrighted and are the sole property of CRE. They may not be transferred, reproduced, or distributed without CRE’s written permission.

Any workshop participants who are not current clients of CRE will be required to sign a non-disclosure agreement (NDA) upon arriving to the event, prior to the start of the event. This non-disclosure agreement applies to the unauthorized usage or distribution of CRE’s proprietary intellectual property. CRE reserves the right to deny any workshop application for any reason. Some reasons for decline may include conflict of interest, territorial conflict with previous contractual obligations, or defaulted payment.

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