- Orientation
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Welcome!
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Contact Information
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Orientation Guide
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Set Your Objective
- Week One
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Activity A: Auto Insurance (Safeco On-Demand) 20 min
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Session 1: Course Introduction 90 min
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Session 2: Overcoming Sales Reluctance 60 min
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Session 3: Auto Coverage Discussion 90 min
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Activity B: Risk Analysis Pre-Work 15 min
- Week 2
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Activity C: Property Insurance Self-Studies 45 min
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Session 4: Risk Management Application 90 min
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Session 5: Coverage, Education, and Marketing Tools 60 min
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Session 6: Property Coverage Discussion 90 min
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Activity D: Handling Objections Pre-Work 15 min
- Week 3
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Activity E: Specialty Insurance Self-Studies 45 min
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Session 7: Sales Skills for CSRs - The Process 90 min
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Session 8: Sales Skills for CSRs - The Players 60 min
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Session 9: Handling Objections - Six Step Process Applied 90 min
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Activity F: Sales Call Observation 30 min
- Week 4
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Activity G: Read Agency Management System / Cross-Sell Articles 15 min
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Session 10: Account Reviews: Cross-Sell and Up-Sell 90 min
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Session 11: Specialty Coverage Discussion 60 min
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Activity H: Create a Cross Sell Plan 30 min
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Session 12: Following Through with Sales Plans / Program Recap 90 min
- Post-Course
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Activity: Post-Evaluation Survey 5 min
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2021 CSR Development Program | Applied Service and Sales Strategies - 0521 Group 1
Course 1 of 4 in Larger Path
Welcome to the CSR Development Program: Applied Service & Sales Skills Strategies course! We are excited that you have expressed interest and made the commitment to your career development. This program will be a partnership between your agency and us.
This course consists of four weeks of training, requiring approximately 40 hours for the typical participant to complete the course requirements. Participants complete self-study modules and participate in live, instructor-led web classes each week. Participants also complete in-agency skills exercises to practice and reinforce skills taught, reporting back to their agency mentor. Designed for the blended role of CSR/Agent, this course takes a deeper dive into sales techniques, frontline underwriting and account strategies.