TNP sales school sees 91% industry ‘stickability’
[Advertorial] TNP offer a variety of interactive sales-related training workshops that are proving to be highly successful and are giving new risk and mortgage advisers the boost they need to get started in this challenging industry.
Friday, May 18th 2012, 4:01PM
TNP Sales School workshops are open for all advisers to attend, including non-TNP members, and it caters to both risk and mortgage advisers.
The Initial Sales Training Workshop has seen over 50 new advisers (with less than 12 months experience) attend in the last 18 months, with 91% of those attendees staying in the industry. Another 25 advisers have attended a shorter version of the workshop with similar results.
This four-day workshop is a valuable investment that ensures the trainees get off to the best start possible. Attendees come away with a full understanding of the basic risk and mortgages concepts and how to implement a proven business plan, as well as basic sales skills. Bree Catterall of Abbott Insurance says "I thought the week was just fantastic! I found it extremely useful and feel so much more confident to meet with clients and competently perform in my role."
Following the workshop, attendees are encouraged to use TNP's online activity tracker to monitor their activity and sales ratios, and TNP works very closely with the trainees to provide on-going support and accountability for an additional six months.
From there, TNP encourages advisers to attend the two-day Intermediate Sales Training Workshop which builds on the basics learned earlier, but puts more emphasis on personal development (e.g. time mastery, understanding personalities, and negotiation). The techniques teach advisers how to maximise the 24 hours in their day and also learn how to adapt their style to maximise the client interaction experience.
The TNP Sales School is led by Rick Garnham, who has extensive industry experience as both an adviser and a highly-respected trainer. Leading topic experts are invited to assist in facilitating which ensures attendees get the highest expertise and value from the workshop. Rick is passionate about helping develop advisers' skills and ensuring they learn the very best methods and approaches from the beginning so they don't get into bad habits and don't get discouraged by poor results.
Other sales-focused workshops are offered through the TNP Sales School, including:
· Introduction to Business Insurance Workshop
Business insurance is a complex area and this two-day workshop gives advisers an in-depth knowledge and understanding of the concepts around advising small/medium-sized business owners on insurance and how to confidently assist clients with their business insurance needs. Attendees learn prospecting and fact-finding techniques specific to SMEs, as well as how to create risk management and debt protection strategies for shareholders. Alan Mills of Blue Sky Group says "...great value. Whilst the topic has the potential to be complicated, through clear presentation and practical working examples, I gained confidence to be able to advise my business clients. I recommend the course to anybody wanting to confidently advise their SME clients regarding insurance, shareholder and debt protection, key person insurance and income protection."
· ACC Workshop
This one-day workshop introduces advisers to the opportunity that exists by restructuring ACC payments for clients. It aims to increase confidence by un-complicating the scenarios that can arise related to ACC, and make it easier for advisers and clients to understand the benefits of changing to ACC CPX and dialling back.
· Risk to Mortgage Sales Workshop
Good financial advisers know that giving appropriate home loan advice is the first step in assisting clients to manage their household budget and is the most important step in being able to introduce the full range of other financial services. This two-day workshop is designed for risk advisers wanting to expand their service offering into mortgages. It teaches the basic lending concepts of the mortgage market in NZ and how to confidently and effectively sell a comprehensive range of financial services to clients.
· Advanced Mortgage Adviser Workshop
This one-day workshop is designed for mortgage advisers who would like extra coaching on how to refine and focus specific strategies to take their business to the next level. Attendees will also come away with a business plan for the year that can be applied immediately.
Contact a TNP BDM today on 0508 367 867 to discuss how these learning opportunities can benefit you or go to www.tnpnz.co.nz/events for details of upcoming workshops near you. Email firstname.lastname@example.org for further information and pricing or to register for any workshops.
TNP would like to thank Fidelity Life for their support of TNP Sales School for 2012.
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