The Importance of Measuring Training Results

Posted by Richard "Dick" Cleary on Jul 22, 2020 10:53:58 AM

It is important to measure the effectiveness of training, yet many organizations don’t take the initiative to do so. If you don’t measure the impact, you won’t know whether your training is worth your investment.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

There Is No DNA That Delivers Great Sales Skills

Posted by Richard "Dick" Cleary on Jul 15, 2020 9:48:54 AM



Training is an important investment in the people who represent your organization and
drive revenue. When you train people, it makes them more valuable to your
organization and helps you retain them. We can’t expect that people will arrive to our
firms and agencies already knowing what they need to know to excel in this often
difficult career. There is no DNA that delivers great sales skills.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

Stop Procrastinating!

Posted by Richard "Dick" Cleary on Jul 8, 2020 8:22:51 AM

Do you find yourself frequently putting off tasks you dread? Do you often wait until right before a project is due because you “work better under pressure?”

If so, you are not alone. According to the Association for Psychological Science, 20 percent of us are chronic procrastinators. There is room for all of us to become more productive.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

How to Stay Productive in Changing Times

Posted by Richard "Dick" Cleary on Jul 1, 2020 9:15:44 AM

Massive change is upon us. Speculation about how governments and business will handle the COVID-19 crisis has given way to a new quarantine reality. The good old-fashioned handshake is out. Social distancing is in. As those of us in sales and customer-facing roles try to navigate the new work-from-home reality, we thought it would be a good time to offer some strategies for how to stay productive and keep momentum (and morale) as high as possible.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

Everyone Wins with Mentoring

Posted by Richard "Dick" Cleary on Jun 24, 2020 10:22:31 AM

Let’s admit it - the financial services business can be tough. It requires selling products
to individuals who really need them but who often are in denial about this fact. That’s
why the two-step preparation process for learning how to become a successful
professional in the financial services industry is so important:

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

Don’t Shortcut the Learning Process

Posted by Richard "Dick" Cleary on Jun 22, 2020 4:47:41 PM

Ancient Chinese philosopher Confucius expressed his belief in the importance of
learning from interaction when he wrote, “I hear and I forget, I see and I remember, I
do, and I understand.”                                                                                                                
There are no shortcuts when it comes to being successful, just as there are no
shortcuts when it comes to gaining knowledge and understanding.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

Use Focused Training Groups to Engage Associates

Posted by Richard "Dick" Cleary on Jun 15, 2020 10:24:45 AM

You’ve probably heard these common complaints about training from your mid-tier and top-tier associates: 

  1. “You offer training only to new hires and neglect those of us who are more experienced.”

  2. “You offer the same training to all associates at every level of the career.”

  3. “You force training on us that we can’t relate to and don’t find valuable.” 
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Topics: Management Development, Agent / Advisor Training, eLearning, Training and Development, Insurance

Should You Go Into Management?

Posted by Richard "Dick" Cleary on Jun 3, 2020 9:26:55 AM

If you are a top-performing associate, chances are, your manager is likely to approach you about going into management at some point. This happens often, and when it does, it requires a deep soul search to figure out whether to consider it or not. 

Plenty of producers have left their clientele and practices behind to give management a try, only to discover that they weren’t happy in a management role. Many associates accept the invitation into management because they want to please their managers. Others do so because they aren’t sure where their true passion lies. 

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Topics: Management Development, Agent / Advisor Training, eLearning, Training and Development, Insurance

Financial Considerations for Special Needs Children

Posted by Richard "Dick" Cleary on Jun 2, 2020 8:52:57 AM

The Centers for Disease Control and Prevention (CDC) estimates more than 60 million adults in the United States, approximately one in four, lives with a disability. Struggles
with mobility, cognition, hearing, vision, and other impairments make it difficult to make
decisions, provide adequate self-care, and live independently. As the parent of a special needs child, you know these struggles; you have been there to guide, support, and aid your child since birth. With your dedication to providing extra guidance and care, you have most likely lost sleep thinking about how your child will fare once you are gone.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

A Six-Step Guide to Writing an Effective Elevator Talk

Posted by Richard "Dick" Cleary on May 27, 2020 10:13:14 AM

When you have a polished, well-practiced “elevator talk,” you can easily introduce your practice to potential clients, nominators and referrals in any situation. After all, you never know if you’re talking to that one person who might be able to help take your practice to the next level. Using a short but well-planned elevator talk is an effective way to present your unique value proposition to people in an engaging way.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

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