“Going for the Gold” – Large Account Sales Strategies with Outcome-Based Selling using Data and Analytics (Insurance Brokers)

In this exclusive video presentation, Rob Ekern (Chairman, TCORCalc®) and Steve Hanrahan (President, Reseco Advisors) discuss how top-level insurance brokers attract and retain larger accounts using outcome-based selling and data to differentiate themselves and gain market share. 

Rob and Steve discuss:

• There is less competition at the top than at the bottom
• The Combat Zone (Tug of War)
• Reversing the Playing Field & Moving Upstream on Larger Accounts
• Tying your sales message to KPI’s (and conversation starters)
• Focusing on Financial Impacts and Metrics (stay away from insurance commodity)
• “The best day to lose the sale is the first day”
• Using the ValueReport™ and asking for referrals
• Importance of using Resources and Quantification as a key Point of Differentiation
• Leading Indicators vs. Lagging Indicators
• The Mutual Non-Disclosure Agreement (and timing)
• Cold Calls & the Element of Surprise
• Top 5 Things that Keep the CFO up at Night (How to Build Your Value Prop)
• TEMS™ and E-Marketing (Opens, Hot Prospects)
• Steve’s Message to Newer Brokers

“Going for the Gold” – Large Account Sales Strategies with Outcome-Based Selling using Data and Analytics (Insurance Brokers)

August 16, 2021

In this exclusive video presentation, Rob Ekern (Chairman, TCORCalc®) and Steve Hanrahan (President, Reseco Advisors) [...]

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