Summary
Chubb’s Premier Producer Development Program is a three-phase, multi-dimensional program designed to develop a well-rounded insurance professional. Over the span of nearly a year, new producers will:
- Acquire coverage expertise
- Develop and hone consultative sales skills
- Sharpen their professional skills
- Enhance their business acumen
The Premier Producer Development Program uses a comprehensive, blended learning approach, with each phase building on the previous to continually reinforce and develop the skills that are taught.
Program Dates & Registration
Program Detail
Phase I takes place in the agency and spans 1-3 months. Phase I is self-directed and can be completed at the producer’s own pace.
- On-Line Training
Participants complete on-line courses that 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. - “Street Smart” Assignments
Producers will be given assignments that involve site visits to identify exposures and potential coverage issues. - Required Readings on Sales Topics
It is recommended that all components of Phase I be completed before attending Phase II
Phase II is a two-week classroom session covering:
- Commercial Insurance Basics
Week one of Phase II is an in-depth study of ISO commercial forms. Participants will develop a strong foundation of ISO commercial insurance knowledge and have a thorough understanding of the implications of commercial insurance provisions. Their knowledge will be demonstrated in the form of a final exam. - Risk Management
- Chubb Fundamentals
These sessions introduce Chubb’s appetite and core coverages. - Sales Training
The focus of the second week of the Phase II classroom session is sales training. Using a consultative sales approach, producers will learn and apply basic sales skills, a sales call framework, and the sales process. This highly interactive session tailored to the property and casualty insurance professional emphasizes how to create a sales dialogue, handle objections, and create a value proposition. - DiSC Profile and Business Etiquette
Participants complete a personality profile and discuss the implications of that profile for working with others, including clients. A discussion of business etiquette helps participants understand appropriate conduct in the working world.
Phase III takes place in the agency. It begins upon completion of the two-week classroom training and spans the next 5-6 months with touch points each month during this phase:
- Monthly Sales Coaching
Each month, producers view sales coaching videos. Best practices, tips, techniques, and tools to assist in business production will be shared in each monthly sales coaching video. - Webcasts
Webcasts are designed to enhance coverage expertise, risk management knowledge, industry segment awareness, niche markets, loss control, and claims. Webcasts are available on demand on topics that focus on insurance coverages, sales skills, professional development and business acumen. Topics may include:- Introduction to Surety Bonds
- Introduction to Reinsurance
- Builders Risk and Soft Costs
- Clean Tech Exposures
- Crime Coverage: Theft in a New World
- Compliance
- Directors and Officers: Exposures for Privately Held Companies
- Advanced On-Line Training
Advanced on-line training modules will be assigned to reinforce the coverage knowledge and sales skills that were taught and to introduce more complex topics.
Audience
Producers with less than 2 years in the industry.
Continuing Education Credit
This program is approved for continuing education credit in certain states. The number of approved hours varies.
Location
Classroom & Virtual
Duration
9 months total consisting of 1-3 months of self-directed learning, a 2 week classroom session, and 5-6 months of coaching, webinars, and online learning.
Tuition
Tuition is typically $1,800 for all three phases not including travel or lodging.
Cornerstone agents receive a 50% discount.