What You'll Learn

What You Will Learn

You will learn ten important reasons to develop a target marketing program for your agency.
A well designed target marketing program will benefit four separate entities. You will learn why each is important and how they interact. Knowing this information will help you make the sale.
You will learn the difference between a sponsored and a non sponsored program; the advantages and disadvantages of each, and how you can make an informed decision before you waste time working on something that you should avoid.
One of the most important parts of this training is how to develop leads for a target marketing program. This class will give you 10 ways to develop a program. Several actual examples will be discussed that you can use in your agency.
When dealing with an association, there are certain “words that work.” You will be given these words along with how, why and when to use them.
There are four essential things that you must do in order to work with an association. You will learn all four, along with a written step by step list of exactly how to work with a trade association and its board of directors.
You will learn how to find the right insurance carrier for your target market, and be given a written step by step plan to negotiate everything you need before you place the business with them. You will learn how to avoid extremely serious problems when dealing with carriers. One example will tell the story!
Presenting your target marketing program to the insurance carrier presents certain challenges; these will be discussed so that you know in advance what to do and not to do.
Not all industries qualify as a target market. You will learn when to walk away from what you believe is an opportunity, which really is a waste of time.
You will be shown how to get a free booth at trade shows and how to use them to your best advantage.
There are many unusual situations that are right for a target marketing program. You will be given two examples of this, including one program which was written for The Home Depot.
You will learn if you should consider a captive insurance company for your target marketing program, and given valuable information that could save you from an E & O suit.

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