Original Air Date: Apr. 12, 2016

Webinar Summary

This webinar builds off the first webinar in our series, by taking a deeper dive on the Relational Ladder so the participants can actual use the approach into their daily work.


Access to archived webinar recordings is FREE for Chubb Agents, Brokers and select Clients!

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Participants will learn:

  • About preparing for “targeted conversations” and delivering impactful initial meetings using ROC, a simple 3 step process
  • How to create and tailor your “value proposition” aligned with the person and opportunity you are working on
  • How value propositions will provoke lasting thought with prospects
  • Why developing “lateral and vertical” relationship strategies will help you grow your opportunities with clients
  • The power of distinguishing yourself through the experience you create for others


Ed Wallace, President – The Relational Capital Group

Ed is President and Chief Relationship Officer of The Relational Capital Group. He consults with and speaks for corporations and associations across the globe with a client list that is a Who’s Who of Fortune 500 companies. Ed has been presenting to Chubb members for 7 years. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s program.


Approximately one hour

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