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Communication & Negotiation for Insurance Underwriters

#1 Rated Non-Technical Underwriter Training

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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

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