Buyers Know What They Want, Can You Deliver?

Thanks to an abundance of research from the top consulting firms in the world, we know what buyers want from their broker relationships. According to PwC's Broking 2020: Leading from the front in a new era of risk, business executives state clearly that they are seeking to develop relationships with brokers who can provide them:

  • "...more tailored and deep expertise."
  • "...Information to better anticipate and understand the new and emerging risks..."
  • "...data to create actionable insights"
Data Analytics Overview

In this cutting-edge program offered by Oceanus Partners and SIGMA Actuarial Consulting, producers learn strategies to maximize the benefits of these analytics, and how to effectively position analytics as a source of differentiation in their sales processes.

This Workshop is Ideal For:

  • Producers who want to protect their existing large accounts.
  • Producers looking to broaden their books of business to include larger accounts.
  • New producers challenged with understanding how to leverage data in their storytelling and sales cycles.
  • Seasoned producers who are looking to deliver insights few agents have to be a better resource to clients and prospects.

Participants Will Learn:

  • The foundation of actuarial analysis, including the terms and methods you need to know.
  • Understanding loss sensitive rating plans.
  • Creating and using loss projections.
  • How to create and use reserve analyses.
  • Maximizing the benefit of analytics.
  • How to effectively negotiate collateral and free up capital.
  • How to effectively negotiate claims administration contracts.

PRE-training (self-directed)

Welcome & Overview (10 min)
Introduction to Disruptive Selling (30 min)

Training (4 Days)

Session 1: Consultative Selling (3.5 hours)
  • The 5 Objectives Meeting
  • The Risk Assessment Meeting and the Data Analytics Scorecard
  • The Presentation Meeting
Session 2: Technical Training (3.5 hours)
  • Introduction to Analytics: When and how can I start utilizing analytics in my accounts?
  • Components of an Actuarial Analysis: What actuarial terms and methods do I need to know?
  • Review of Loss Sensitive Rating Plans
Session 3: Technical Training (3.5 hours)
  • Creating and Using Loss Projections: How can I use existing data to project future losses?
  • Advanced Loss Projection Topics: How can I help my client understand and use loss projections?
  • Creating and Using Reserve Analyses: When is a review of outstanding losses necessary?
Session 4: Technical Training (3.5 hours)
  • Advanced Reserve Analysis Topics: What is IBNR and how can it change over time?
  • Advanced Actuarial Topics: How can I maximize the benefit of analytics for my accounts?
  • Negotiating Claims Administration Contracts

POST-training (self-directed)

Messaging Strategies to Get-in-the-Door with Right-Fit Prospects


Susan Toussaint

Susan Toussaint

Practice Leader

For over a decade, Susan Toussaint has been training, coaching and developing programs to help insurance professionals overcome barriers to organic growth. In 2006, she started Injury Management Partners, and in 2009 she co-founded Oceanus Partners with her partner, Frank Pennachio. Today, she is a full-time trainer and consultant focused on developing products and training that help clients attract, acquire and retain profitable, right-fit business.

Frank Pennachio

Frank Pennachio

Practice Leader

Frank Pennachio has spent more than 30 years in the insurance agency as an agent and producer, expertise he's leveraged to personally train thousands of insurance professionals. In 2009, he sold his agency and co-founded Oceanus Partners with Susan Toussaint. Frank is an expert in the technical elements of workers' compensation, emphasizing the need for agents to understand all aspects of protecting an employers' workforce in order to provide true value. 


Starts May 23, 2022Online

This 4-day training is hosted by Oceanus Partners in collaboration with Sigma Actuarial Consulting Group. Top industry leaders Tony King and Enoch Starnes will join Frank Pennachio in leading this training, utilizing their insurance expertise, insights on data trends, and beyond. Each training session is hosted virtually through zoom, lasts 3.5 hours in length, and provides producers the opportunity to have an open dialogue with the Sigma and Oceanus team. In addition, producers will have the opportunity to ask pointed questions, collaborate with others on the call and receive follow up resources to help support their future messaging tactics.

Leveraging Analytics to Capture and Retain Large, Sophisticated Accounts

  • Monday, May 23rd (3.5 Hours)
  • Tuesday, May 24th (3.5 Hours)
  • Wednesday, May 25th (3.5 Hours)
  • Thursday, May 26th (3.5 Hours)

Starts August 23, 2022Online

This 4-day training is hosted by Oceanus Partners in collaboration with Sigma Actuarial Consulting Group. Top industry leaders Tony King and Enoch Starnes will join Frank Pennachio in leading this training, utilizing their insurance expertise, insights on data trends, and beyond. Each training session is hosted virtually through zoom, lasts 3.5 hours in length, and provides producers the opportunity to have an open dialogue with the Sigma and Oceanus team. In addition, producers will have the opportunity to ask pointed questions, collaborate with others on the call and receive follow up resources to help support their future messaging tactics.

Leveraging Analytics to Capture and Retain Large, Sophisticated Accounts

  • Tuesday, Aug 23rd (3.5 Hours)
  • Wednesday, Aug 24th (3.5 Hours)
  • Thursday, Aug 25th (3.5 Hours)
  • Friday, Aug 26th (3.5 Hours)

Individual

$995
Per Producer

Agencies

For agencies interested in customizing this program,
please contact us.

Contact Us