Management Solutions, Inc. PO Box 417 Waddell, AZ 85355
Toll Free: 888-437-0390, Phone: 623-875-9020, Fax: 623-875-9021

rhoefner@mindspring.com

 

It's not what you do that counts... It's what you get done

 

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

What's stopping you? work with fear to get more done