Overview
Disruptive Prospecting Program
This is the #1 issue for new and seasoned producers – Not enough first appointments. What’s to blame? Often, it is a lack of a compelling value proposition, stale messages, and failure to connect emotionally with your prospects. Don’t stress out! Oceanus Partners has developed a program specifically for commercial insurance agents who want to increase the number of first appointments with right-fit prospects.
This Workshop is Ideal For:
- Producers seeking more knowledge on how to develop a strong messaging cadence and what types of messages stick out above the noise.
- Producers trying to build strategies to help differentiate, elevate conversations, and grow.
- Producers wanting a better understanding of how to utilize a high intensity touch strategy.
Graduates Will Learn:
- How to develop your "perfect client type."
- How to craft and communicate your unique value proposition.
- How to develop an evidenced-based messaging cadence.
- How to develop messages that work.
- And gain an understanding of what today’s buyers want from insurance professionals.
Disruptive Prospecting
PRE-training (self-directed)
Welcome & Overview (10 min)
Introduction to Disruptive Selling™ (30 min)
Training (3 days)
Session 1: Understanding Today's Buyer, What They Want, and Why they Say "No" (2.5 Hours)
- Creating Your Perfect Client Type
- List Building and Management
- How to Conduct and Leverage Research
- Developing Your Value Proposition
Session 2: Developing a Messaging Cadence (2.5 Hours)
- Addressing the Goals of Prospecting
- Piquing Your Prospects Curiosity
- Leveraging Trigger Event Messages
- Overcoming Common Getting-in-the-Door Objections
Session 3: Content is King (2.5 Hours)
- Sourcing High Value Content
- Utilizing a High Intensity Touch Strategy
- Developing a Center of Influence Strategy
- Program Wrap-up
Elite Instructors
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
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.
Pricing
Agencies
For agencies interested in customizing this program,
please contact us.