& Development SALES & CLIENT EXPERIENCE PROGRAM OVERVIEWS
Learning
Our Mission
BUILDING FUTURES
We know that top talent is difficult to find. The journey of continuous lookout and learning is one that never stops.
That’s why Navacord has invested in a Learning & Development team: to create specialized programs focused on the development of sales and customer service professionals.
By offering expert training and development, whether someone is new to the industry or organization, or an experienced professional, the Learning & Development team expedites and amplifies the success of our customer service and sales professionals.
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Navacord Learning & Development
Table of Contents Sales 08 Program Overview 09 Foundations 10 Expert 11 Distinction 12 Mastery 13 Program Fees Client Experience 16 Program Overview 17 Foundations 18 Expert 19 Distinction 20 Mastery 21 Program Fees
Sales success happens when a strong team builds lasting relationships, and can act as expert advisors in their industries.
MASTERING SALES INDUSTRY KNOWLEDGE EXPERT CONNECTIONS
Sales is at the forefront of all our program designs. Whether it’s learning the sales process or increasing your knowledge of buyer psychology, these programs are here to help current and future sales masters evolve and thrive.
Being an expert in your field leads the path to success. To help you get there, we incorporate technical knowledge tailored to each group's experience level. From policy wordings, to Navacord Circles of Influence, technical expertise is an integral component of our sales programming.
Hands-on learning is a valuable development tool that every industry professional should have access to. These programs offer one-on-one sales mentorship and carrier connections so that realworld knowledge is tangible.
3 PILLAR APPROACH
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Navacord
Learning & Development
Sales Program
Delivering real-world industry training, elite sales tools and master techniques allows producers to reach their full selling potential and become renowned experts in their chosen fields.
Sales Program Overview
FOUNDATIONS
The foundations approach is designed to provide guidance in terms of upskilling new or aspiring producers. This program points brokerage leadership to recommended technical and business skill training to support their current onboarding approach. These recommendations also include specific pre-requisites to the Expert Advisor program that must be completed prior to attending the Expert Advisor training
ADVISOR DISTINCTION
This program provides foundational sales skills and case-based technical training for unvalidated producers with new business targets. It is supplemented with carrier connections, knowledge sharing from Navacord SMEs, and a tangible sales mentoring plan facilitated by the program leader for the participant, in tandem with their brokerage sales mentor.
The final stage in the Producer to Partner suite of training, this program includes training on buyer's psychology and professional communications, and uses peer learning and Navacord SMEs to support technical growth Designed to support new or aspiring partners to increase their practice size, it accommodates busy schedules with a mix of formal classroom training, eLearning, peer learning and coaching.
PRODUCER TO PARTNER
EXPERTNavacord Learning & Development 8
early in a sales journey is the groundwork of becoming an expert advisor. This group of courses is curated as guidance for the brokerage to work with their new or developing producers to select the content most relevant to their continued growth. The courses offered will continually evolve and will include technical, sales and business-focused content.
Building
SALES Commercial Lines Group Benefits & Retirement Onboarding tools and guidance focused on developing technical and business knowledge of new or aspiring producers. Foundations OneDrive Content Group Benefits and Retirement Solutions IFEBP Benefits or Retirement Canadian eLearning certificate Commercial lines: • MRD Consulting eLearning courses • CE ON Demand (Insurance Institute of Canada) • Broker Jump Start (Insurance Institute of Canada) Contact Information Lauren Crabbe, lcrabbe@navacord.com Content • Business Tools – LinkedIn, PowerPoint, Excel • Productivity and Time Management • Sales Huddle Past-Content – InCite Performance Group and Sales Success Stories • Business Acumen resource recommendations Broker Jump Start with IIC, being held for Navacordonly brokerages, Sept 20-23 in Toronto Navacord Learning & Development 9
FOUNDATIONS
foundational knowledge
Building sales and technical expertise to build success of new producers.
Expert Advisor is built as a two-phased program with intensive content up-front either in-person (4 days) or virtually (2 months), continual mentor and carrier contact, and additional sales training towards the end of the year-long program.
Content
The first phase of the program consists of:
• DiSC behavioural training
• MarshBerry Sales Process Foundations
• InCite Performance Group: Traits of Success
• Case-based technical learning sessions
• Carrier Connections
• Individualized mentoring plan
After a period of time for producers to learn and use their skills, additional virtual content is provided:
• MarshBerry Sales Reinforcement & 200 series sales training
• Continued mentoring touchpoints
Contact Information
Lauren Crabbe, lcrabbe@navacord.com
Eligibility
• Recurring new business target in place at time of program start
• Technical foundational learning completed via Foundations or past experience
• Recommend: 0-3 years experience in the sales function
Upcoming Sessions
November 2022, in-person March 2023, virtual
EXPERT ADVISOR
Navacord Learning & Development 10
SALES Commercial Lines Group Benefits & Retirement
for those
business
focuses on developing traits
elite producers
Accelerating revenue growth of new and aspiring partners. Upcoming Sessions October 2022 May 2023 Eligibility Validated producers with successful new business achievements for a minimum of 2 years Contact Information Lauren Crabbe, lcrabbe@navacord.com Content • Buyer Psychology • Professional Communications • Navacord Circles of Influence • Individualized Coaching Plan • Coaching Skill Development With a combination of limited live-training sessions, eLearning, and a 1:1 coaching focus, this program has been tailored with time management in mind. The intention is to provide the most formal content
two months of the program and have continued touchpoints group, individual and personalized coaching
calendar year. SALES Commercial Lines Group Benefits & Retirement Navacord Learning & Development 11
DISTINCTION Designed
successfully meeting new
targets and building their book size, this program
of
with the ultimate objective to close faster and win larger.
in the first
over the course of one
SALES
Commercial Lines Group Benefits & Retirement
MASTERY
Building our top talent.
A future program, this program will be designed with the intent to enhance the sharing of knowledge across Navacord's most Elite producers.
Overview
The Mastery program is designed for our Elite Producers at or above the $1M practice mark. The program is designed to promote the sharing of best practices sales or technical across Navacord's most successful producers and create opportunities to learn from Navacord's top sales, technical and industry experts.
Content will be approached through professionally facilitated small–group huddles based on topics chosen by the participating group. This approach allows us to create focus, customization and value for each participant enrolled in the Mastery Program. In addition to the sales huddles we will be introducing cross-Navacord mentoring to further share knowledge and build skill sets.
The time commitment will be limited to a maximum of 4 hours quarterly.
If you are interested in more information please contact Lauren Crabbe, lcrabbe@navacord.com
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Sales Program Fees
INFORMATION For additional information including course calendars and enrollment information, please contact lcrabbe@navacord.com or learning@navacord.com PROGRAM FEES Foundations Fees are dependent on the content selected. Broker Jump Start (IIC): ~ $750 MRD Consulting eLearning: starting at $250 IFEBP Courses: starting at $85/course Expert Advisor: ~$3,850 In-person + virtual reinforcement Expert Advisor: ~$2350 All-virtual program Distinction: ~$4,150 Navacord Learning & Development 13
ADDITIONAL
& empowering our customer service professionals
foundation
providing
client experience.
Educating
is the
to
a great
Client Experience Program
Delivering the real-world industry training and techniques customer service professionals need to reach their full potential.
Client Experience Program Overviews
TRAINEE
Designed to provide new hires the foundational knowledge to be successful in their new roles, this intensive trainee program includes a combination of both insurance industry and product knowledge, business critical skills, and most importantly, teamwork.
Built to continue the development of client experience professionals, this program focuses on effective marketing of insurance placements and handling client inquiries on service delivery, coverage and claims.
Targeted to successful client experience professionals on a continued development journey, this program includes the analysis of commercial exposures, products and cross-selling skills.
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ADVANCED EXPERT
Overview
TRAINEE
entry-level
Content
Policy Wordings and Coverage Content
Business Writing
Teamwork
Time Management
Professional Skills Eligibility
0-2 years commercial lines experience
Level 1 License required Contact Information Patty Fischer, pfischer@navacord.com Client Experience Program Foundational training for commercial lines entry-level service employees. Upcoming Sessions July 2022 Part-time & Full-time spots offered Navacord Learning & Development 17
This
program provides basic industry and product knowledge incorporating the what and why of service delivery. With a blended learning approach, this 12-week program uses daily online learning, virtual classes, and weekly application assignments.
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•
•
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ADVANCED
This extended 10-week program develops current account assistants further with a focus on insurance placements, service delivery, coverage and claims. Content is provided through weekly online learning, virtual classes and application assignments. Content • Submission Building • Coverage Reviews • Market Management • Binding & Post-Binding Initiatives Eligibility • 12-18 months in Account Assistant Role • Level 1 License required • Working towards designation Contact Information Patty Fischer, pfischer@navacord.com Advanced level training for experienced account assistants. Upcoming Sessions January 2023 Client Experience Program Navacord Learning & Development 18
Overview
EXPERT Overview This 10-week program expedites the knowledge of client experience professionals in the areas of commercial exposures, insurance products, claims and cross-selling. Using a blended learning approach, participants are asked to complete weekly online learning, virtual classes and application assignments and will be reinforced with monthly virtual speciality lines sessions. Content • Exposure & Wording Reviews • Coverage Audits • Speciality Lines Coverages • Submission & Proposal Processes • Cross-selling • Negotiation Eligibility • 3-5 years commercial insurance experience • Level 2 Licensed • Insurance designation Contact Information Patty Fischer, pfischer@navacord.com Client Experience Program Commercial lines service training for seasoned client experience professionals. Upcoming Sessions April 2023 Navacord Learning & Development 19
Client Experience Program
SCHOLAR
Commercial Lines service training for Senior Account Managers
Overview
This future program will be designed to increase knowledge and skills of experienced account managers in the areas of cross border and complex risk placement. Designed as a one-week, in-person, intensive program, our Scholar approach brings together the most talented account managers across Navacord. In addition to the technical skills learned, this in-person approach is designed to facilitate the sharing of best practices and create networks between brokerages and carriers.
For more information contact Patty Fischer pfischer@navacord.com
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ADDITIONAL INFORMATION
Program Fees
For additional information including course calendars and enrollment information,
PROGRAM FEES Client Experience Trainee $1200 Half Days July 2022 Client Experience Trainee $3500 Full Days July 2022 Additional program fees will be announced as calendars are distributed. Navacord Learning & Development 21
please contact pfischer@navacord.com or learning@navacord.com.
Navacord’s foundation of an exceptional client experience is built on our dedication to creating a knowledgeable, educated, and customer-first team. Empowering and elevating our customer service professionals paves the way for innovative risk management and trustworthy client relationships.
People are our strength— we invest in them.
