Advanced Strategic Broker Management
Phase 2 – Broker Manager Boot Camp
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
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