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

beat your competition and gain market share

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
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About the Analytic Brokerage™ Platform

Leading brokerages and producers across North America choose the Analytic Brokerage Platform to maximize their large account profits, revenues, and growth.Utilizing the latest KPI’s, client metrics, and business intelligence, the Analytic Brokerage Platform is the only system in existence that helps brokers:
  • Quantify a buyer’s financial leakage and true Total Cost of Risk
  • Deliver consistent and meaningful reports
  • Attract and retain larger accounts
The Analytic Brokerage Platform is currently embedded inside many of North America’s leading brokerages who control over $2,000,000,000 of annual revenues.

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