Advanced Strategic Broker Management
June 15 & 16, 2016 in Denver, CO - SIGN ME UP
Phase 2 – Retail Broker Management Skills
This workshop is for managers with three or more years of broker
management experience that want to boost their skills to the highest
level. Phase 1 Strategic Broker Management is not a prerequisite for
this course, but it helps with understanding the advanced concepts
presented during this workshop.
· Principal/Broker Relationship Ladder - build a business development relationship with
your brokers, and move up the relationship ladder
· Strategy, Tactics, Execution - influence all three levels of a broker to get
more time, attention, and focus
·
Convert to commission
- convert execution level data to strategic information that affects
the broker’s operating plan and motivates key people
·
Push & Punish doesn't work - most managers use this unproductive management
technique. Learn how to avoid it
· What is your carrot?
persuade brokers to invest resources in your line by showing them
what’s in it for them
· Priority Test
- understand what brokers need to know to make the best decision
every time. Inspire brokers to work on your priorities, not
theirs
· Priorities -
identify your core-objectives and develop performance standards
·
Market Exit Review
- role-play exercise to practice conducting a motivating and
influential Market Exit Review
·
Find communication breaks
- identify and fix communication breaks in the national customer &
broker environment
· Team management
- work as a team to influence your brokers
· Playbooks
- organize, execute, manage, and track all projects (like new item
introductions)
· New item introduction
- practice introducing a
new item to the broker’s strategic and tactical managers in a way
that encourages them to invest resources building your business
· Putting out the fire
- stop broker created fire drills
· Leadership
- Advanced leadership skills for broker managers