Professional Selling for Insurance Brokers - Insurance Brokers Association of Alberta

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Professional Selling for Insurance Brokers

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In today’s highly competitive and ever-changing insurance marketplace, buyers value brokers for trusted information, expertise, and professionalism.

Course Objectives

Establish yourself as the kind of person any buyer would want as a partner, an insurance adviser or consultant who provides professional expertise. Discover the strategic framework to plan new business and a successful first visit, obtain a go-forward commitment, and manage your accounts.

Take this course on its own, or use it to complete the Sales Management elective for all Canadian Professional Insurance Broker (CPIB) streams.

Through a step-by-step process, role-playing, group exercises, and business case studies, PSIB will help you to acquire customers, retain customers, and expand your business.

Course Description

24.0 CE credits for General, Life, and Accident & Sickness licenses

This IBAC course is based on validated sales competencies developed by the Canadian Professional Sales Association in conjunction with Human Resources and Skills Development Canada.

Understanding and Managing Yourself

Personality traits for sales success
Effective use of time
Professional behaviour and development
The psychology of selling—influencing buying decisions

The Selling Process

Getting the appointment
Developing an effective prospecting script
The 8-step consultative selling process
Managing client meetings
Developing your presentation skills
Negotiating skills and techniques

Business Creation

Strategic territory planning
Establishing criteria for competitive analysis
Generating a comprehensive strategy for profit maximization
New business prospecting

Building and Managing Your Business

Keeping your customers
Building long-term relationships with your customers
The account management process
Allocating your selling time according to account classification

Testimonials from Brokers with All Levels of Experience

Who Should Attend

Account managers and sales and service staff

Glenn R. White, CAIB, CSP, AIPC (facilitator)

With decades of experience as a broker, a brokerage partner, an association chair, an advocate on many industry and government committees, and a facilitator, Glenn has the background to offer a well-grounded, practical, and informative course. He was recently appointed Champion of IBAC's National Best Practices Commission and Dean of IBAC's Elite Force—Best Practices Producer Academy. Having earned both the CSP (Certified Sales Professional) and the AIPC (Associate in Insurance Production Canada), he is certified by the Canadian Professional Sales Association (CPSA) to instruct Professional Selling for Insurance Brokers and by the Independent Insurance Agents & Brokers of America (IIABA) to instruct Elite Force—Best Practices Producer Academy.

Course is offered based on demand. If you are interested in taking it, please let us know.