2021-2022
Producer to Partner Program COUR SE C ATA LO GUE
Program Overview Delivering the real-world industry training, plus the sales tools and techniques, producers need to reach their full selling potential and become sector experts in their chosen fields. World class mentorship from industry leading professionals, guiding new producers to become equity shareholders in one of our brokerages. Navacord’s comprehensive on-the-job education and development program for ambitious early-career sales professionals
EXPAND YOUR LIMITS AND SET YOUR PATH TO SUCCESS Is entrepreneurship in your DNA?
Do you have the drive to learn, develop and ultimately become an equity shareholder in one of our firms? Our Producer Partner Program is designed to get you ahead of the pack and fast track your career path to partnership. Build the network, sales skills, and real-world industry expertise to meet your ambitions and make a name for yourself.
FLEXIBILITY AND DUAL PROGRAMS
The Producer to Partner Program is built to fit our current reality. 1
Respects the current measures needed to keep us safe during an ongoing pandemic
2
Meets the rapidly changing ways we learn, work, and communicate
3
Accommodates our diverse, and increasingly busy, schedules.
This means that the Producer to Program is 100% virtual e-learning and can be accessed and completed all online. Further, we have a STRUCTURED PROGRAM with formally dated sessions where you virtually attend with your peers - and a FLEXIBLE PROGRAM that is completely on-demand and can be done at your chosen times.
Mastering Sales
Industry Knowledge
Expert Mentorship
A comprehensive look at the entire sales process – focusing on the skills and knowledge every producer needs to maximize their potential and start generating revenue.
A deep dive to gather the technical expertise and hands-on knowhow to advance your career where you also get the accreditation needed to thrive in an increasingly competitive industry.
One-on-one mentorship to deliver invaluable real-world knowledge from industry leaders and help guide your professional growth.
3 PILLAR APPROACH
FACILITATORS & EDUCATORS Mastering Sales with Marshberry Marshberry is a renowned consultancy firm focused on the insurance industry, building sales talent and providing organic growth strategies to major brokerages across North America and a core player in the Producer to Partner Program.
Gaining Industry Knowledge through the Insurance Institute of Canada The Insurance Institute is the premier source of professional education and career development for the country’s property and casualty insurance industry. Navacord is proud to offer various certificate programs in-house through appointed advisors.
Gaining Industry Knowledge with MRD Consulting Canadian based coaching and consulting practice specializing in insurance licensing, industry and sales training. Through the Producer to Partner Program partnership you have access to 100+ on-demand virtual licensing and technical CL, PL & Management courses, inclusive of CE credits.
Northbridge Insurance Northbridge Financial Corporation is a leading commercial property and casualty insurance group that’s been helping to protect Canadian businesses for more than 100 years. This “frontline mentor” partnership gives participants the unique opportunity to build stronger underwriter relationships and deliver better submissions.
Expert Mentorship offered by Navacord Modelling the masters in Navacord is how success is achieved. Numerous formal and informal mentoring opportunities will be provided to ensure you are moving from non validated to validated as quickly as possible so your path to partnership and uncapped income can be achieved.
MENTORSHIP OVERVIEW The backbone of the Producer to Partner Program is the invaluable real-world knowledge passed down from our industryleading professionals – an education that goes beyond the classroom walls. Participants get invaluable career guidance, the right connections and business opportunities needed to thrive, and come away armed with a tried-and-true, industry-tested toolkit and mindset so they are prepared to execute, deliver and meet their ambitious career goals.
THIS MENTORSHIP PROGRAM WILL PROVIDE:
Internal Sales Mentor
Finance Mentor
Education Mentor
That supports on complex account strategy, expands the Navacord value proposition, facilitates internal introductions and helps further new business opportunities and wins accounts with you.
That explains how your draw against commission works, provides you with monthly commission statements and highlights if your commission is in a surplus or deficit of your draw.
Helps identify and fill technical and sales gaps and builds the custom learning journey for the producer to become an expert advisor to their client as quickly as possible.
Underwriter Relationship Mentor Is there to foster frontline relationships, build a better understanding of how to prepare and position submissions, through networking and in-depth training sessions.
Performance Mentor Is responsible for scheduling formal quarterly discussions to review your overall progress and support you are receiving from the brokerage. Open and transparent dialogue is highly encouraged in these session to ensure we are meeting each others expectations
STRUCTURED PROGRAM OVERVIEW Quick Facts: •
100% virtual e-learning experience. Can be done from your home or office
•
Formal training sessions to be attended (online) each week
•
1.5 - 3 hours / week
•
Runs March 2021- March 2022
•
Classes will be run by our trusted partners Marshberry, MRD Consulting, Northbridge Insurance and internally by our senior executives who will foster collaboration, lend support, and bring their expert advice to the table
Learning Objectives: •
Master the necessary sales techniques and tools needed to consistently bring in new business
•
Become an Expert Advisor to your clients by obtaining the credentials needed to standout in a competitive field
•
Build rapport with, and understand the importance of, the underwriter and broker relationship
•
Gain Expert mentorship and insights from Navacord’s top Sales and Executive members from around the business
Success is a strong sales team that builds lasting relationships and are expert advisors in their industries.
Structured Program Calendar
2021-2022
2021
9 HABITS OF A $1 M P R O D U C E R 1
2
3
MAKE SALES A FOCUS
CONTINUOUS LEARNING
CONTINUOUS REFINEMENT
4
5
6
HAVE HIGH EXPECTATIONS
PRIORITIZE PROSPECTING STRATEGIES
SELF DISCIPLINE
7
8
9
DEMAND PRODUCTIVITY
DEVELOP YOUR PERSONAL BRAND & NETWORK
START STRONG, FINISH STRONGER
2021
MARCH
Date/Time
Course
Description
MARCH O2
KICKOFF MEETING:
• A chance to welcome EVERYONE, to meet your
MARCH O2 (1/2 Day)
KICKOFF MEETING:
Program Launch
DiSC Relationship Sales Training
MARCH O4
MARSHBERRY LESSON 1:
MARCH 11
MARSHBERRY LESSON 2:
MARCH 18
MARSHBERRY LESSON 3:
MARCH 25
MARSHBERRY LESSON 4:
Sales Process Overview & Business Planning
Lead Generation & Prequalification
Developing your Value Proposition
Gatekeepers, voicemail, and overcoming objections
classmates for the first time, and get set for the year.
• Connect better with customers and close more sales. • The Everything DiSC Sales Profile is a 23-page
personalized report that helps salespeople understand themselves, identify and understand their customers’ DiSC styles, and adapt to meet their customers’ needs.
• • • •
The components of a successful Sales Process Building a research-driven, repeatable sales approach Creating your Business Plan to drive growth Activity Goals & Effective Pipeline Management
• • • •
Suspect vs Prospect Lead Generation Resources Establishing Rules of Engagement Creating your Prospect Profile
• • • •
Barriers to Prospecting Potential Value Propositions Creating Awareness of Business & Insurance Issues Building your Prospecting Script
• Working with Gatekeepers • Voicemail Strategy & Execution • Prospect Objections: Acknowledge & Overcome
2021
APRIL
Date/Time
Course
Description
APRIL 01
MARSHBERRY LESSON 5:
• • • • •
APRIL 06
NORTHBRIDGE KICKOFF MEETING:
APRIL 08
MARSHBERRY LESSON 6:
Communication Techniques and How to Open a Meeting
Northbridge Frontline Training
Learn and Improve
Communication Techniques: Active Listening, Acknowledge, Pivot, Recap & Verify Building Rapport & Trust Communicate the Agenda & Value Overcoming Prospect Disinterest
• Introductory meeting with frontline training
mentor to set up learning goals and initial look at building better underwriter relationships
• Building clearly defined & agreed upon understanding of the Prospect
• Open vs. Closed-Ended Questioning • Creating Awareness of Business & Insurance Issues • Systematize your Conversations (Problem, Solution, Impact, Case Study)
APRIL 15
MARSHBERRY LESSON 7:
Realize, Close, and Advance
APRIL 19 2 Hours
MRD TRAINING SESSION:
APRIL 19
COMMERCIAL INSURANCE CERTIFICATE:
(Course 1 classes begin)
Personal Branding & Networking
Commercial Insurance Essentials 10 classes @ 3 hours each Wednesdays 11-1 EST
APRIL 22
APRIL 29
MARSHBERRY LESSON 8:
All Skills Practice
MARSHBERRY LESSON 9:
Cross-selling & Account Rounding
• Dealing with Prospect Concerns: Doubt, Confusion, & Barriers
• Gaining Agreement on Next Steps • Book a Meeting from a Meeting • Get insights into the foundation and development of a personal brand strategy to guide you through developing your own personal brand
Identify, define, and explain the essentials of commercial insurance. You will review contextual factors, key stakeholders, and the central elements of crafting commercial solutions. Develop the skills to reduce pain points in the insuring process and to collaborate with insurance professionals.
• Producer, Prospect, & Coach Sales Training Scenarios
• Challenging Sales Situations • Taking it Back to your Office • Coverage Checklist Review • Client Conversation • Service & Sales Team Alignment
2021
M AY
Date/Time
Course
MAY 4
NORTHBRIDGE FRONTLINE TRAINING:
Communicating Submissions
Description • See how to package and deliver your submissions so they communicate the right key messages and story
Introduction to Regional Leaders
• Meet the leaders in your area to get the insights and
MAY 11
NORTHBRIDGE FRONTLINE TRAINING:
• Learn more about underwriter appetites and how
MAY 18
NORTHBRIDGE FRONTLINE TRAINING:
MAY 25
NORTHBRIDGE FRONTLINE TRAINING:
Notes
Formal Meeting Formal Meeting Preparing Great Submissions
networks you need to succeed.
best to prepare to go to market
• Learn more about underwriter appetites and how best to prepare to go to market
• See what underwriters look for in a submission and learn how to get them the information they need and how to sell your client’s risk
2021
JUNE
Date/Time
Course
Description
JUNE 01
NORTHBRIDGE FRONTLINE TRAINING:
• Learn more about underwriter appetites and how
JUNE 08
NORTHBRIDGE FRONTLINE TRAINING:
Notes
Formal Meeting Formal Meeting
best to prepare to go to market
• Learn more about underwriter appetites and how best to prepare to go to market
2021
J U LY
Date/Time
Course
TBD
COMMERCIAL INSURANCE CERTIFICATE:
Description
Commercial Insurance Course 1 Exam
We have all the resources that a big multinational firm would have, but also the ability to be nimble and effect change as we need to, and being a Navacord broker partner is also resonating well with our clients. Being able to lead the growth of the company, rather than just being a number in an organization with thousands of employees, is a huge thing. - Brett Klymochko, Lloyd Sadd
2021
SEPTEMBER
Date/Time
Course
Description
SEPTEMBER 19
COMMERCIAL INSURANCE CERTIFICATE:
Examine typical exposures, risk analysis, and coverage solutions in everyday scenarios.
(Course 2 classes begin)
Commercial Exposures & Solutions 10 classes @ 3 hours each Wednesdays 11-1 EST
Continue to build on the collaborative skills needed to deliver outstanding service to internal and external stakeholders
I’m able to leverage the best practices, standard operating procedures and support of a national broker with an experienced team that includes dedicated account managers and account assistants. I’m also able to tap into expertise from across the Navacord broker partners in order to provide my clients an excellent level of customer service. - Aaron Hinks, Jones DesLauriers
2021
DECEMBER
Date/Time
Course
TBD
COMMERCIAL INSURANCE CERTIFICATE:
Commercial Insurance Course 2 Exam
Notes
Description
2022
JANUARY
Date/Time
Course
Description
WEEK 1
COMMERCIAL INSURANCE CERTIFICATE:
Multi-week case study allows you to apply relevant solutions to multi-faceted exposure scenarios.
(Course 3 classes begin)
Applied Commercial Solutions 10 classes @ 3 hours each Wednesdays 11-1 EST
Examine how corporate strategy affects coverage decisions, giving you the skills needed to manage a profitable commercial portfolio Explain how emerging industry developments are disrupting the status quo
Notes
2022
MARCH
Date/Time
Course
TBD
COMMERCIAL INSURANCE CERTIFICATE:
Description
Commercial Insurance Course 3 Exam
We’re not only focused on our personal goals, but also those of the organization, everyone wants the best for the company because, with this model, everyone succeeds when the business is doing well. With all of the mergers and acquisitions in the industry, brokers are often moved into large groups where their names are taken away and they are blended in as another office of the same brand. We are lucky enough to still keep our own identity while having that strength behind us. - Hailey Taskey, Lloyd Sadd
Flexible Program Overview
FLEXIBLE PROGRAM OVERVIEW 100% virtual learning experience Overseen by MRD Consulting On-Demand learning - can be taken at anytime, anywhere to accommodate Education Mentor’s approved timeline A pass/fail grade on assigned courses CE hours banked
2021 Virtual Courses • • • • • • • • •
Negotiation Skills Note Taking To Protect Your E&O Conflict Management In The Workplace Ethics For The Insurance Professional Commercial Risk Assessment Introduction To Commercial General Liability Introduction To Commercial Property Commercial Extensions And Endorsements
• Certificate Of Insurance • Business Interruption: The Basics And Beyond • Cyber Liability Cannabis & The Insurance Industry
• • • • •
Builder’s Risk & Wrap Up Liability Crime & Fidelity Insurance Manufacturers & Wholesalers Oil & Gas Product Liability
Recommendation: Complete these courses between March 1 – August 31
SUPPLEMENTAL LEARNING OPPORTUNITIES Live Online Training Sessions
Virtual Library
In 2021 make sure to attend these stellar offerings delivered by industry leading professionals and connect with your peers from across the Navacord family: •
Trade Credit
On top of our Navacord Academy schedule of in-person sessions you will have access to a strategically curated digital library to help you further level up industry knowledge & practices.
•
Intermediaries Presentation
•
LinkedIn Training Series – MUST WATCH
•
D&O Broker Toolkit – In-Depth Coverage Review
•
PowerPoint Building Blocks – MUST WATCH
•
Don’t Give Up! How to be Persistent with Your Prospecting Efforts
•
The Art of Prospecting,
•
D&O and Employment Practices
•
Building the Core Components of Your Cold Call Script
•
Navacord Value Proposition & Modeling the Masters – MUST WATCH
•
Group Benefits & Retirement/Investments: Recognize Opportunities & Cross-sell Effectively
•
Top Quality Submissions
•
Preparing Your Meeting Open: 3 Components to an Effective Opening
•
Cyber Liability and Crime Coverage
•
•
Surety Bonds 101
Creating Awareness of Business & Insurance Issues with your Prospects,
•
Cyber Liability – Why Every Business Requires It
•
Private and Public Company Liability
•
Time Management
•
Building Construction 101
•
Niche Development Approach
And more to come in 2021!
Workbook
COURSE CHECKLIST MRD CONSULTING IN-PERSON SESSIONS
Complete
MRD DISC Relationship Sales Training MRD Training Session – Personal Branding & Networking
MARSHBERRY SALES TRAINING
Complete
Sales Process Overview & Business Planning Lead Generation & Pre-qualification Developing Your Value Proposition Gatekeepers, Voicemail, and Overcoming Objections Developing Your Value Proposition Learn and Improve Realize, Close, and Advance All Skills Practice Cross-selling & Account-rounding
NORTHBRIDGE FRONTLINE TRAINING Kickoff Meeting with Northbridge frontline underwriting liaison Introduction to Regional Leaders Communicating Submissions Formal Meeting with Mentors Preparing Great Submissions Final Formal Meeting With Frontline Liaison
Complete
Commercial Insurance Certificate COMMERCIAL INSURANCE ESSENTIALS - COURSE 1 Class 1
Class 6
Class 2
Class 7
Class 3
Class 8
Class 4
Class 9
Class 5
Class 10
COMMERCIAL EXPOSURES & SOLUTIONS - COURSE 2 Class 1
Class 6
Class 2
Class 7
Class 3
Class 8
Class 4
Class 9
Class 5
Class 10
APPLIED COMMERCIAL SOLUTIONS - COURSE 3 Class 1
Class 6
Class 2
Class 7
Class 3
Class 8
Class 4
Class 9
Class 5
Class 10
1
QUARTERLY PERFORMANCE REVIEW Date
Meeting Details
Notes
Talking Points 1. Revenue Written to Date Compared to Target
4. Carrier Relationships
2. Marshberry Update
5. Internal Support
3. Education Update
6. Other
2
QUARTERLY PERFORMANCE REVIEW Date
Meeting Details
Notes
Talking Points 1. Revenue Written to Date Compared to Target
4. Carrier Relationships
2. Marshberry Update
5. Internal Support
3. Education Update
6. Other
3
QUARTERLY PERFORMANCE REVIEW Date
Meeting Details
Notes
Talking Points 1. Revenue Written to Date Compared to Target
4. Carrier Relationships
2. Marshberry Update
5. Internal Support
3. Education Update
6. Other
4
QUARTERLY PERFORMANCE REVIEW Date
Meeting Details
Notes
Talking Points 1. Revenue Written to Date Compared to Target
4. Carrier Relationships
2. Marshberry Update
5. Internal Support
3. Education Update
6. Other
MENTORSHIP MEETING TRACKER Date
Meeting Details
Questions/Key Takeaways
MENTORSHIP MEETING TRACKER Date
Meeting Details
Questions/Key Takeaways
NOTES
NOTES
NOTES
NOTES