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Selling to Closely-held Businesses

a guide for agents with insurance products and other financial services

Most insurance agents who call on closely-held businesses leave money on the table because they think in terms of selling a specific product. A much better strategy is to look closely at the concerns of the business' principal—what happens if a key employee leaves, if a partner is disabled, if she wants to pass the business on to a son or daughter? Many of these problems can be dealt with through a little planning and one or more insurance/financial products.
     
The seminar consists of six lessons, all conducted entirely online (asynchronously— whenever it is convenient—at your own PC. The activities and assignments are practical, guiding participants through a series of cases and experiences rather than lectures and readings. An extended case study provides a challenging opportunity for application of product knowledge, analysis, and fact-finding techniques.

The program is designed to introduce insurance agents to sales opportunities in closely-held businesses. Although the focus is on problems and concerns of such firms and on the appropriate insurance products and uses, the program also touches on important aspects of selling behavior. The core lessons include:

• Forms of Business Organization
• Buy-sell Agreements
• Overhead Expense & Disability Buy-Out insurance
• Deferred Compensation plans
• Split Dollar arrangements
• Key Employee insurance
• Business Valuation

The program was originally developed with the cooperation and assistance of CIGNA, but Guided Learning owns all rights to the contents.


If you'd like more information about this Wired Seminar, click here.