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Webinar | Targeted Pre-Call Planning: Strong Discovery and Qualifying Questions

October 14 @ 2:00 pm - 3:00 pm EDT

Online / Virtual
Register Now

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

You might also be interested in:

The Three-step Process for Delivering Successful Initial Meetings
November 4 @ 2:00 pm – 3:00 pm EDT


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

Chubb Faculty

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


Webinars are offered free of charge to Chubb agents and brokers and their select clients.

Continuing Education Credit

Please note that webinars are NOT approved for CE credits.


Registration is required. To register for this webinar, click on the Register Now button near the top of the page. Participants will receive an e-mail confirmation with the webinar access information, including the URL link and dial-in information.


October 14
2:00 pm - 3:00 pm EDT
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