Day 1

Day 2

Day 3

Day 4

Day 5

1. Licensing

2. Welcome and Tour

3. Human Resources

4. Agency Overview

5. Insurance Industry

6. Office Set-Up

7. Phones

8. Computer Overview

9. Privacy and Security

10. Accounting

11. LP Start Up Meeting

12. Reference and        Training Tools

13. Working with the        Team

14. Setting Expectations

15. Marketing

16. Principles of Risk        Management

17. Property and Casualty       Principles

18. Week 1 Review

Day 1

Day 2

Day 3

Day 4

Day 5

19. Sales Process Overview

20. Prospect Planning


21. Building a Prospect        List

22. Business Etiquette


 23 Gathering Prospect       Background

24 Department Overviews

25. Calling to Schedule       Appointments

26. Observe Information       Gathering Meeting

27. Week 2 Review

Week 1

Week 2

P & C Producer Learning Path at a Glance

Day 1

Day 2

Day 3

Day 4

Day 5

28. Initial Call Planning

29. Review Past Presentation

30. Observe Initial       Presentations

31. Business General Liability       Coverage

32.  Creating  a Networking         Plan

 33. Week 3 Review

Week 3

Day 1

Day 2

Day 3

Day 4

Day 5

34. Commercial         Automobile Coverage

35. E&O Prevention

36. Broker/Agent of         Record  Letter

37. Carrier Visits

38. Week 4 Review

Week 4

Day 1

Day 2

Day 3

Day 4

Day 5

39. Producer Ethics

40. Licensing Compliance

41. Closing Call Planning

42. Property Overview

43. Information Gathering       Meeting Planning

44. Observe Closing Calls

45. Target Account End to         End  Coaching 1

46. Week 5 Review


Week 5

Day 1

Day 2

Day 3

Day 4

Day 5

47. Umbrella and Excess        Liability Coverage

48. Business Income       Coverage

49. Submissions Training

50. Carrier Quotation        Review

51. Worker’s         Compensation

52. Week 6 Review

Day 1

Day 2

Day 3

Day 4

Day 5

53. Marketing Job Shadow

54. Initial Presentation       Preparation

55. Initial Preparation Joint       Calls

56. Inland Marine Coverage

57. Claims Job Shadow

58. Proposal Development

59. Week 7 Review

Week 6

Week 7

Week 9

Day 1

Day 2

Day 3

Day 4

Day 5

66.  Account Executive Job        Shadow  

0

 67. Commercial Crime        Coverage


68. Leading Initial       Presentation

Week 8

Week 10

Week 11

Week 12

Month 4

Month 5

69. Business        Development  Plan

70. HR Consulting         Overview

71. Specialty Lines

72. Risk Control Job         Shadow

73. Target Account End to         End  Coaching 2

74. Closing Call        Preparation

75. Assist Closing Calls

76. Excess Surplus Lines

77. Ocean Cargo/Transit

78. International        Coverage

79. Month 3 Review

80. Assurex

81. Structuring Fee Based       Compensation

82. Cross-Selling

83. Employee Benefits        Ride  Along

84. Producer Reports        Book of  Business

85. Policy Checking and       Delivery

86. Premium Audit

87. Month 4 Review

88. Target Niche         Education

89. Book Management

90. Lead Closing Calls

91. Month 5 Review

Day 1

Day 2

Day 3

Day 4

Day 5

60. Underwriting

61. Leading Information       Gathering Meeting

62. Pipeline Review

63. Management Liability       Insurance

 64. Broker Selection Process

65. Week 8 Review

Weeks 10 & 12

Months 4 & 5