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Chris Amrhein - Insurance Agency Best Practices
Insurance Is Fun!
Chris Amrhein is a professional insurance speaker, seminar
leader, author and columnist focused on independent agents. With a touch of whimsy, he shares best practices
in sales, management, marketing, service and technology.
Chris, like most
true believers in insurance, stumbled upon this business accidentally; specifically, after graduating from college and needing
a job. After beginning in this business as a life-health agent, he graduated to property-casualty sales where he first met
the greatest mine of comedy material extant today, the ISO forms.
Following several years as a producer and independent agency manager/owner,
Chris has spent many years as a full-time educator/VP-Education for the Florida Association of Insurance Agents and VP-Education
for the Independent Insurance Agents and Brokers of America. Those years found him traveling about the country teaching seminars
on everything from agency management to the claims made CGL. It has also taught him the absolute truth of Jimmy Buffet's famous
observation about those who make a career of the property-casualty business: "If we weren't all crazy we would go insane."
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Leadership and Management Topics
Building a Leading Sales Organization
Based upon the IIAA Best Practices Study of the leading sales organizations in the United States – inside and outside
of insurance – this seminar leads participants through the key attributes all such organizations and how each can be
applied to create a true sales culture in an individual insurance agency.
Best
Practices Greatest Hits; or Top Ten Ways Best Practices Agencies are Kicking Your Butt
It seems in whatever marketplace, in any location, at any revenue level, there are always those agencies that, instead of
sinking beneath the flood, simply float higher with the tide. What do they know you don’t? What are they doing you aren’t?
Based upon the annually updated IIABA Best Practices program findings, this seminar will give
you the top real reasons successful agencies are not only surviving but growing. How do they seem to get so lucky?
How do they build strong relationships with their carriers? Where do they find (and how do they keep) their best employees?
And why do they have clients instead of customers?
So if you want to stop getting your butt kicked, and
start kicking back (as well as pick up a few CE credits along the way), contact us now! This isn’t just theory
or the latest management fad. Learn what real agencies are doing in the real world to make real money.
Building
A Customer-Centric Organization
Truly effective customer service isn’t just
learning how to deal with difficult people, answer the phone by the third ring, and smile even when irritated. It’s
about creating an agency environment centered upon the customer, from the top management level. Learn how many agencies defeat
any chance of success with agency procedures and policies that torpedo the staff’s ability to deliver truly outstanding
service. Then see how to avoid their mistakes (and fate) within your own organization.
Bloodlines and Birthdates: Gen X, Families and the Future of
Your Insurance Agency
They are millions strong, and solidly underway in
establishing careers and changing society. Yet how well do you understand the current and future impact of Generation X on
your agency? And what further complications arise if the Xers you are struggling to understand are members of your own family
and the potential future of your organization? Focused upon internal agency growth, perpetuation and leadership, this seminar
provides a framework for understanding the overall generational traits shared by Xers, the possibilities (and challenges)
these traits bring to your agency, and how understanding and embracing the value brought by this generation can ensure agency
success far into the future.
Street
Level Ethics
It often appears that the majority of what passes for
“ethics training” is having little or no effect on individual or corporate behaviors.
“Street Level Ethics” takes a different approach. Originally developed by Chris for the
American Institute for CPCU, these materials are not intended to be the final word on creating ethical behavior in insurance
practitioners, but rather to serve as an introduction to the “street level” application of what are often seen
as esoteric topics. The main objective is to lead the workshop participants to start “wading into the pool” of
what constitutes an ethical dilemma. Realistic case studies are included for analysis.
The course objective is for each participant to confront the complexity of the
issues, recognize the possibilities of multiple solutions, and then begin formulating a personal approach to choosing a valid
ethical solution when confronted by such situations in their own daily activities.
Producer Development Topics
Planning and Goal Setting for Producers
As a wise sage once said, “If you don’t know where you’re going, you’ll probably end up somewhere
else.” Far too many producers are so focused on the next sale, they have no idea the path to failure may be paved with
sales that should never have been made. Knowing the difference between goal-oriented activities and merely “running
like mad but getting nowhere” is the heart of this seminar. Included are steps to effective planning, goal-setting and
priority management, all illustrated with producer-specific examples.
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Selling Coverages, Not Price
Everyone says all prospects care about is the price. Is it possible that’s because the price is the only part of insurance
they actually understand? Hop off the price train by learning to sell the meal, not the menu. Insurance is at heart an amazing
product, and this seminar will focus on specific coverage examples for presenting our product as solutions to real problems,
not just one more bill to pay. |
Top Ten Deal Closers You Can Use Tomorrow
In this world of “consultative” and “relationship” selling, it’s easy to overlook one key fact:
the difference between successful producers and failures is knowing the difference between merely building relationships and
making the sale. What are the most common barriers to the client saying “yes” (and writing a check) and how can
they be overcome? (HINT: They are mostly in the producer’s head.) What can a producer learn from the “secret”
of appliance repairmen everywhere? This seminar will clearly illustrate how thin the line between success and failure in selling
can be, and how to be sure you stay on the “success” side!
How
To Battle an Adjuster and Win Every Time
Of course we hope you won’t actually go to war
with an adjuster, and since they are often right there is no need to win every time. But what of those claim scenarios where
no one seems particularly happy with the outcome, particularly your insured? If you as an agent are truly trying to help your
insureds through an often difficult and emotional process, how do you first sort through all the coverage issues and forms
language to decide who is really right?
This seminar will assist in your travails by illustrating the claims-analysis process, how to dig out what a policy is truly
trying to say, how court cases may either hinder or help, and how to utilize what you learn to negotiate with a carrier over
disputed claims.
Phone: 718
(space)789 (space) 1136
E-mail: mtaubleb (at) promenadespeakers (dot) com
We respond quickly to legitimate e-mails. Call
if no reply, in case filtered out in error.
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