The Producer Power Start-Up™ sales training program is designed to help agencies with new Producers. These Producers can be young, old, experienced, or inexperienced. The goal is to get them started up in sales activities and behaviors to maximize their performance.

This program is an online training program that is designed with the need of coaching support. The agency or our VSM™ program can provide coaching.

We begin the program with guidance on proper hiring. Obtaining the right talent will dramatically enhance the effectiveness of the program. We are looking for a certain type of talent that will maximize these skills and techniques.

The next step is a self analysis for the Producer. They need to know where they are at, where they are going, and how to get there. Our initial assessment will help the “where they are at” piece called the Snap Shot.

The “where they are going” piece will be accomplished in the Vision Starter section of the document. This is a goal setting section to help them get focused on the big why that will drive them.

The remaining portion of the training is the meat of development. The Producer will work on skills, behaviors, planning, and processes, that will help them reach their potential.

Thank you,

Larry G. LinneCEO

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Critical Hiring Elements Page 4

Coaching Support Page 7

Snap Shot Page 9

Supervisor Coaching – Habit Starter Page 13

Supervisor Coaching – Skills Starter Page 18

The Story Page 23

The Value Proposition Page 28

The Business Plan Page 33

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Table of Contents

Critical Hiring Elements

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Name Yes No

Does the Producer candidate have a reputable network or proven experience developing one FAST?

Does the candidate have passion to develop business acumen?

Is the candidate a competitor?

Does the candidate take responsibility for his/her own actions?

Does the candidate like to persuade others and is good at it?

Is the candidate intelligent (cognitive intellect)?

Does the candidate look good (sorry, but this makes a difference)?

Does the candidate possess the necessary elements to be a great teammate (see The Ideal Team Player by Patrick Lencioni)?

• Is the candidate Humble (appreciates the team and wants to learn)?

• Is the candidate Hungry (wants more and desires to be better)?

• Is the candidate Smart (is emotionally intelligent: knows how to engage others in accomplishing objectives and goals)?

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In this guide for hiring the right talent, Hiring Managers should check each box during the interview process to determine if the Producer candidate is the right fit. If you find there are more than three checked “no” answers, strongly consider not hiring the candidate.

Critical Hiring Elements

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Notes

Critical Hiring Elements

Coaching Support

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Self-directed leadership:

The Producer will watch a video and then go through exercises through this program. He/She will need to meet with you after each video and after doing the workbook exercise. They will need to learn how your agency applies the concepts taught in the book.

You may find that some of these techniques and this training are not being executed in your firm. That is ok. You have a few options.

1. Ask that Producer to lead that new initiative in the agency and be a leader.2. Work with your Advisor to get that behavior/skill into your agency.

It is critical that you meet with the Producer and challenge them to execute what is taught. If you need any assistance through the process, please contact your InCite Advisor.

Coaching Support

VSM Program:

InCite Performance Group can lead your Producer through the training in our VSM™ program. The cost is $1200 to take the person through the program and will be designed to meet custom time requirements of the agency.

We will need a minimum of 30 days notice prior to the start date.

To initiate the program, contact your Advisor and we will establish a custom time period to walk the Producer through the program.

They will receive:

1. Feedback on the learning2. Additional training on each item3. Custom support to match your sales system

You will receive:

1. Feedback on the progress2. Communication access if you have questions or concerns about your observations of

performance.

Coaching Support Explanation

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Snap Shot

1 2 3 4 5 6 7 8 9 10 Why?

Current network

Networking techniques

Current business acumen

Insurance knowledge

Persuasive skills

C-suite selling

Pipeline management

Dress – Etiquette

Telling your story

Question asking skills

Quantifying

Personal brand

Closing Skills

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On a scale of 1 – 10, with 10 being excellent, how would you rate your Producer’s competencies in the following categories? After rating each category, please provide a reason why you rated your Producer in that way. Complete this checklist prior to coming to the Producer Power Start-UpTM

class.

Snap Shot

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On a scale of 1 – 10, with 10 being excellent, how would you rate your competencies in the following categories? After rating each category, please provide a reason why you rated yourself that way.

Snap Shot

1 2 3 4 5 6 7 8 9 10 Why?

Entry Strategies

Internal Team Mgmt

Know and Manage your numbers

Building Networks

Client Retention

Presentation Skills

Alternative Risk Selling

Niche development

Managing a Plan

Selling Intellectual Property

Organizational Skills

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Snap Shot

Comments on Snap Shot results:

Key areas of development that need additional Attention:

Strengths that need to be reinforced and supported:

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Supervisor Coaching Habit Starter

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Supervisor CoachingHabit Starter

Habit Starter

Have Producer describe what they learned:

Give Examples of how this works in your Firm:

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Supervisor CoachingHabit Starter

Challenge Producer to commit to Behaviors and Skills for Success

Behaviors:

Skills:

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Supervisor CoachingHabit Starter

Additional Coaching

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Notes

Supervisor CoachingHabit Starter

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Supervisor Coaching Skills Starter

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Supervisor CoachingSkills Starter

Skills Starter

Have Producer describe what they learned:

Give Examples of how this works in your Firm:

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Supervisor CoachingSkills Starter

Challenge Producer to commit to Behaviors and Skills for Success

Behaviors:

Skills:

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Supervisor CoachingSkills Starter

Additional Coaching

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Notes

Supervisor CoachingSkills Starter

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Supervisor CoachingThe Story

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Supervisor CoachingThe Story

The Story

Have Producer describe what they learned:

Give Examples of how this works in your Firm:

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Supervisor CoachingThe Story

Challenge Producer to commit to Behaviors and Skills for Success

Behaviors:

Skills:

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Supervisor CoachingThe Story

Additional Coaching

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Notes

Supervisor CoachingThe Story

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Supervisor CoachingThe Value Proposition

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Supervisor CoachingThe Value Proposition

The Value Proposition

Have Producer describe what they learned:

Give Examples of how this works in your Firm:

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Supervisor CoachingThe Value Proposition

Challenge Producer to commit to Behaviors and Skills for Success

Behaviors:

Skills:

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Supervisor CoachingThe Value Proposition

Additional Coaching

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Notes

Supervisor CoachingThe Value Proposition

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Supervisor CoachingThe Business Plan

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Supervisor CoachingThe Business Plan

The Value Proposition

Have Producer describe what they learned:

Give Examples of how this works in your Firm:

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Supervisor CoachingThe Business Plan

Challenge Producer to commit to Behaviors and Skills for Success

Behaviors:

Skills:

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Supervisor CoachingThe Business Plan

Additional Coaching

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Notes

Supervisor CoachingAn Effect Plan

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Notes

Producer Power Start-UpSupervisor Coaching

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Notes

Producer Power Start-UpSupervisor Coaching

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Notes

Producer Power Start-UpSupervisor Coaching

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Notes

Producer Power Start-UpSupervisor Coaching