Agency New Business Seminars

Helping agencies get the most out of their new business efforts is the goal of custom seminars offered by JLB.

After an introductory review of the agency's current materials, JLB typically presents a one day seminar, tailored to address agency questions and issues. Seminars are conducted by two JLB associates and typically cover (but are not limited to) the following topics:

Preparing for new business meetings. This section discusses what wins new business; positive steps to take before new business presentations; and ways to determine what the prospect is looking for in an agency relationship.

Case Histories: what to include; determining relevance.

Common pitfalls: what your prospect may be saying "behind closed doors."

Critique of a recent new business presentation made by your agency.

Response to your agency’s specific new business questions.

"Best of Show" (and worst of show): examples of non-proprietary agency "prospecting" efforts.

Benefits to Agencies

Perhaps the greatest virtue of the JLB seminar is its focus on the agency’s specific concerns vs. pre-conceived formulae. It is interactive, encouraging active participation on the part of the agency to review and address issues of "real world" concern. Also, the seminar brings a "client insider" perspective to your new business efforts.

For more information about this service, drop us an e-mail.