FAIA Encourages Early Enrollment to Become One of the Elite |
|
|
|
Written by U.S. Insurance News
|
|
Monday, 19 May 2008 |
The Florida Association of Insurance Agents (FAIA) has developed one of the most comprehensive sales training courses available and it is a huge hit. The course, Associate in Insurance Production (AIP) Elite Sales Training, is booked solid for 2008. Due to its popularity, the education staff at FAIA is offering two sessions for 2009.
FAIA is recommending reserving your space soon. Applications for the 2009 sessions will be available in July on their website, www.faia.com.
This all-inclusive training program is geared to improve every facet of the insurance sales process. “Past participants have generated an average of $62,000 in new first year commissions,” said FAIA instructor Dawn Korzen, LUTCF, AIP. “Many of our graduates have been experiencing a twenty-fold return and more on their tuition investment.”
The Elite Force program covers:
- The sales cycle - prospecting to data gathering and closing
- Full psychology of the sale, not just tricks or gimmicks.
- Recognizing personality traits and how to best relate to them
- Negotiation skills
- Time management
- Consultative relationship building
- Credibility building
- Presentation skills
- Setting, measuring, and tracking sales goals
- Prospecting via the Web
Additionally, the training program brings successful guest speakers who share their insights and stories. Several different sales techniques are presented so the students can decide which best suit their particular talents and style. Case studies and actual real-life experiences of the students are discussed among the group. The attendees can learn from the triumphs and disappointments of their fellow students.
At the conclusion of each quarterly session, participants are sent home armed with numerous publications and books to help hone their sales skills.
Because the class size is limited, generally 10-12 participants per session, each student receives considerable one-on-one time during the 12 days of training. The 12 days of classes are held three days per quarter at FAIA headquarters in Tallahassee. FAIA is encouraging agency principals to take advantage of sending more than one producer although there is a maximum of two students per agency per session.
The Elite Force’s goal is to encourage life-long learning in insurance and sales. The training program is the brainchild of the FAIA Sales, Marketing and Producer Development Committee. The curriculum was written by FAIA’s Vice President of Education, Lisa Harrington, CPCU, CAE, AAM, AAI, and Jeanett Long. The IIABA was also consulted to ensure that the program was worthy of the conferment of a designation.
After completion of all four quarterly sessions, the attendees will be able to use the Associate in Insurance Production (AIP) designation.
Other State Associations have used and have promoted this year-long course. For instance, Nebraska partners with nine other Midwest states to field a class each year, starting their “year” in November. Missouri has had great success within their state starting their program in May. For information on other State Associations who may be offering this course or for information on beginning one in your state, please email
This e-mail address is being protected from spam bots, you need JavaScript enabled to view it
|
