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Webinar | The Three-step Process for Delivering Successful Initial Meetings

November 4 @ 2:00 pm - 3:00 pm EDT

Online / Virtual
Register Now

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

You might also be interested in:

Targeted Pre-Call Planning: Strong Discovery and Qualifying Questions
October 14 @ 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.


November 4
2:00 pm - 3:00 pm EDT
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