Mastering the Concepts of Business and Applying them to AEP with WellCare

Join us for our upcoming training will WellCare to get you prepared for this AEP!

Eric Neria will be hosting a total of 4 sessions going over the items listed below.

You won’t want to miss out on this opportunity to get ahead this Selling Season, register today.

Session 1: Building a Business Foundation – Forming a Business Identity, Creating a Business Plan, and Branding Yourself

• What to consider when starting your Insurance Business
• How to lay the proper foundation for your Insurance Practice
• How to establish your “Business Identity”
• How to discover and employ your “Business Accelerant”
• How to brand yourself effectively
• How to manage your resources
• How to differentiate yourself from the competition
• Solid business principles and how/when to apply them.
• How to compose a workable business plan
• Simplifying your business

Session 2: Power Prospecting – Mastering the Art of Finding New Clients

• Where to find new clients
• Approaching any conversation with confidence
• Overcoming ‘call reluctance’
• How to turn conversations into appointments
• What to say, how to say it and when to say it
• How to fill your calendar with meaningful activity
• How to create Centers of Influence and community partners
• Turning acquaintances into relationships
• Fine tuning your telephone skills

Session 3: Power Selling – Mastering the Art of Closing the Sale

• Breaking the proverbial ice
• Effectively building rapport with the client
• Conducting a useful needs analysis
• Asking the right questions at the right time
• Incorporating persuasive, transitionary statements
• Selling value over benefits
• Selling a “long term” solution to your clients
• Selling what you “stand for”
• Effectively utilizing “trial closes”
• Advancing the conversation through the phases of the sales process
• Effectively reading the client’s body language and buying signals
• Setting up and executing a seamless, working close

Session 4: Building a Referral Based Business

• Why Referrals are Vital to the Success and Longevity of Your Business
• Leaving your clients in a better situation than you found them
• How to incorporate the Referral Conversation in a Sales Appointment
• What to Say, How to Say it, and When to Say it
• How to Get Your Clients Working for You