Original Air Date: October 14, 2021

Webinar Summary

Producers invest a great deal into acquiring initial meetings with prospective customers.  However, after all of this hard work, many initial meetings do not advance to future discussions on ways to work together. This webinar is about the best ways to plan for successful initial in-person and virtual initial customer meetings. This program will cover the following learning objectives:

  • Understand how to develop your Ideal Buyer profile
  • Create impactful pre-call plans for each Ideal Buyer
  • Develop strong Discovery questions aligned with each Ideal Buyer
  • Qualify your prospect with B.A.N.T. – Budget, Authority, Need, Timeline


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

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This webinar is designed for Chubb appointed Agents and Brokers as well as agency staff.


Ed Wallace
Managing Director of Human Capital, AchieveNEXT

Ed 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. He is the author of Fares to FriendsCreating Relational CapitalBusiness Relationships That Last,  and his most recent the #1 best seller, 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.


1 hour

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