Account Executive Development Program

Program Detail

Phase I takes place in the agency and spans 1-2 months.  Phase I is self-directed and can be completed at the Account Executive’s own pace.

• On-Line Training
  Participants will be required to complete on-line courses that will introduce core commercial coverages, provide an overview of the industry and review basic business skills.  Each on-line course takes approximately 30 minutes to complete and includes an assessment.All on-line courses are required to be completed before attending Phase II

Phase II is a one-week classroom session with an in-depth study of ISO Commercial Coverage forms:

• Core Commercial Coverage
  Participants will develop a strong foundation of ISO commercial insurance knowledge and have a thorough understanding of the implications of commercial insurance provisions for the following ISO Coverage forms:
  • Commercial Property
  • Business Income
  • Inland Marine
  • Crime
  • Commercial General Liability
  • Businessowners Insurance
  • Business Auto Policy
  • Workers’ Compensation
  • Umbrella Liability

• Risk Management Fundamentals
  The concept of risk management will be presented so that the Account Executive has a better perspective of the role insurance has in an organization’s program for managing risk.Participants’ knowledge of Phase II will be demonstrated in the form of a final exam.

Phase III takes place in the agency.  It begins upon completion of the one-week classroom training, and spans 6-8 months with touch points each month.

During this phase, participants will complete on-line courses on Negotiation and Client Service skills.  In addition, each month Account Executives will logon to webcasts focusing on enhancing business relationships and technical client service topics.  Additional Commercial Coverage on-line courses are also included.  The Account Executive will access the on-line courses at the Chubb On-Line Learning Center:

• On-Line Training — Negotiation and Client Service Skills
  • Introduction to Negotiation Skills
  • Negotiation Steps and Building Credibility
  • Customer Management — Balancing Priorities
  • Verbal Communication — Building Rapport
     
• Webcasts
  • Launching Your Business Relationships
  • Securing Your Business Relationships
  • Realizing Returns on Your Business Relationships
  • Communication Skills
  • Reading a Financial Statement
  • Understanding Indemnification and Hold Harmless Clauses
  • Business Interruption Worksheet
  • Advanced Claim – The Anatomy of a Law Suit

• Additional On-Line Training — Commercial Insurance Courses
  • Introduction to Additional Insureds
  • CGL Products — Completed Operations
  • Workers Compensation Classifications
  • Introduction to Directors & Officers Liability
  • Property Insurance Risk Management

Phase IV  brings the Account Executive back to the classroom for three days of in-depth training.  Day one of this phase is designed to enhance the Account Executive’s negotiation skills.  On day two, Chubb’s hallmark products will be presented.  The focus will be on maximizing current client relationships by effectively designing package insurance programs that meet individual client needs.  The third day continues with two sessions on building relationship skills.

• Negotiation Skills
  Participants will hone their negotiation skills and gain valuable insight into achieving win-win outcomes for both parties to the negotiation.  Account Executives will work through the entire negotiation process and have the opportunity to demonstrate concepts in role play and case studies.

• Chubb Products
  • Customarq
  • Technology
  • PMM – Cargo, Boiler, Marine
  • Errors & Omissions
  • Directors & Officers – Forefront Introduction
  • Cyber Liability
  • @Chubb Demonstration

• Business Relationship Skills
  
  Powerful, Positive, Verbal & Written Communication:
  This course offers proven techniques to create powerful impressions including power words, tonal impressions, positive speak, concise business writing and grammar refresher.Client Service, Overcoming Objections & Difficult Situations:
  This course includes an interactive discussion of the issues and challenges when dealing with clients and insurance carriers.  The program focuses on situations relating to client service and possible solutions for overcoming objections and difficult situations.

Audience

The Account Executive Development Program is designed for Account Executives, Account Managers and others within your Agency that would like to enhance their:

• Commercial Coverage expertise
• Technical client service capabilities
• Negotiation and communication skills
• Business relationship skills

Location

Classroom & Virtual

Duration

Tuition

Tuition is $1,100 for all four phases not including travel expenses.
Cornerstone agent tuition is a discounted rate of $600.