Original Air Date: November 4, 2021

Webinar Summary

The moment of truth for every producer is when they are engaged in their initial meeting (in-person or virtual) with a prospective customer. Most fall into the trap of offering stereotypical rapport building, pitching too soon, and spiraling into the valley of irrelevance before the call is over. This program will cover the following learning objectives:

  • Learn the simple, three-step ROC® process for initial sales meetings
  • Understand how to create meaningful Rapport
  • Align your Discovery and Qualifying questions with your customer’s buyer persona
  • Deliver a high-level value statement


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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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