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Communication & Negotiation for Insurance Underwriters

#1 Rated Non-Technical Underwriter Training
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More Premium Volume Better Agency Relations  Sales & Marketing Support  Preferred Status

For More Profitable Agency Relations

It’s been a longstanding industry conundrum that underwriters are hired and trained for technical competency, and then profiled as underleveraged assets for agency business development. That’s why getting underwriters to value – and invest in – their potential is half the battle when it comes to insurance training in communication, negotiation, and consultative selling.

Unlike conventional insurance training courses, PRISMS directly addresses the duality underwriters embody as technicians and relationship managers. But it also places many so-called “soft skills” in the context of neuroscience, prompting engineering types to lend more credence to skills & techniques more often associated with non-technical job roles.

Review the Entire Workshop Course
PRISMS for underwriters training workshop materials, including the online course tools and interactive workbooks for leaders.

Review the entire course at your convenience in PDF file format.

  • Comprehensive LEADER’S GUIDE with step-by-step instructions
  • Complete PARTICIPANT MANUAL with Action Plan
  • Multimedia SLIDE DECK with info-graphics and video links
DOWNLOAD THE WORKSHOP ADMINISTRATOR'S KIT
Download Self-Study iWorkbooks
Two people review the online insurance courses and self-study workbooks for insurance training. The three displayed are partnering, negotiation and productivity.

Download for review or for as many users as needed.

  • iWorkbook #1: PRODUCTIVITY
  • iWorkbook #2: PARTNERING
  • iWorkbook #3: NEGOTIATIONS
DOWNLOAD UNDERWRITER iWORKBOOKS

Learning Objectives by Module

First developed in partnership with major insurance carriers including Prudential, AEtna, and Liberty Mutual, today’s PRISMS programs also cover millennial opportunities and challenges like digital communication best practices.

THROUGH THE PRODUCER’S EYES

  • Use the values of empathy and emotional intelligence to strengthen relations
  • Use the power of the emotional brain to influence & persuade
  • Leverage the power of questioning for much more than just data gathering
  • Construct & conduct a Needs Profile

PRODUCTIVE COMMUNICATION

  • Employ listening best practices
  • Identify and evaluate producer personality types
  • Communicate effectively with different personality types
  • Develop and communicate benefits in addition to facts and figures

THE PERSONAL SIDE OF SELLING

  • Recognize and use the factors which create and sustain positive rapport
  • Emphasize producer priorities in solutions
  • See hidden value in objections; use a 4-step objection-handling process
  • Develop a variety of closes to accomplish agreement objectives

PHONE & DIGITAL COMMUNICATION

  • Identify various types of phone calls they make
  • Identify specific call objectives
  • Plan and prepare for each call
  • Make their phone time more efficient and productive
  • Use skills specifically designed to overcome limits of phone and electronic communication

STRATEGIES & TACTICS

  • Describe 3 styles of negotiation + pros / cons
  • Use essential negotiation planning to leverage efficiency and success
  • Differentiate between strategies & tactics
  • Apply strategies & tactics in actual negotiations
  • Counter strategies & tactics used by others

CONDUCTING NEGOTIATIONS

  • Employ the best approaches for opening, conducting, and ending a negotiation
  • Apply power to bargaining status
  • Overcome objections and problems with questioning skills
  • Use flexibility to overcome common challenges
  • Finalize agreements to insure durability

Exclusively for Property & Casualty Professionals • The #1 Rated Underwriter Training

SHOP COURSES FOR CURRICULUM DETAILS, FORMATS, AND PRICING

  • "The course hit right at home at what we are attempting to do...to create a climate of understanding between agent and company personnel which will result in a greater flow of good profitable business."

    - Wayne GuesnerAEtna

  • "I feel if everyone would exercise this program's objectives we would have a more profitable company."

    - Pat SpencerState Auto

  • "Good use of our time. Should enable all of us to be more effective in selling our company and improving relations with agents."

    - Mary DavisGeneral Accident

  • "Program follows logically through steps reinforcing ideas through example and participation. Very well run, well-planned course."

    - Patricia MurrayScottish and York

  • "Using PRISMS For Underwriters can only result in success. We need reinforcement so we can use the PRISMS system daily and not fall back on our old 'bad' habits."

    - Barbara MatteucaGeneral Accident

  • "Underwriters have a tendency to be technical without being mindful of the human aspect. This course takes aim at the human aspect. PRISMS will help immeasurably in selling decisions and company philosophy."

    - Adam DingwallTransamerica

  • "I wondered - at the beginning - if I was perhaps too senior to be involved in this type of seminar; however, I quickly changed my mind."

    - Jim HodginsMarkel Insurance

  • "Taught underwriters that there is more to being successful than being technically correct."

    - Carl M. GoetzingerMaryland Casualty

  • "I liked the emphasis on the team concept. I like being part of a successful team and now feel able to be a successful team member."

    - Donna SaundersTransamerica

  • "We should have done this years ago."

    - Carolin SchuntzSt. Paul Insurance

  • "Informative, greatly needed; PRISMS material will be useful in my daily performance."

    - Barbara PomerovMaryland Casualty

  • "It's clear, concise, and interesting. It relates directly to my everyday job function."

    - Claudia TaylorState Auto

  • "This is the type of program needed to elevate the individual underwriters' thinking to a 'sales' philosophy. Underwriters have been stereotyped as inside, analytical positions only."

    - Michael J. HurksReliance

  • "PRISMS is a program all underwriters should experience. It will improve their attitude and performance."

    - R.L. KoehlCelina Group

  • "Excellent, realistic, practical program for examining and honing your skills for fulfilling your role as underwriter."

    - Robert A. MayfieldMaryland Casualty

  • "PRISMS For Underwriters brought to light some of my personal communication failures. This course should be mandatory for all underwriters."

    - Genevieve SweeneyGeneral Accident

  • "I will be using at least 70% of the content in my future activities. I'm sold!"

    - Maurice J. GregoryQBE-Sydney

  • "The subject material is all relevant - this is so valuable."

    - Anne MattMiddlesex Mutual