Strategic Broker Management
Phase 1 – Broker Manager Boot Camp
Strategic management encourages brokers to proactively rather than re-actively work on your line without constant pushing. Our training will motivate brokers to take initiative, solve problems, and increase sales. You will become more efficient and effective, achieving goals that now seem insurmountable.
Strategic Broker Management: Broker Management Skills
Strategic Management Philosophy
· Influence vs. control – achieve more with influence
· Influence the “big picture” instead of falsely controlling execution
· Set goals, plan, measure, and report to get more done with less effort
· It’s not what you do that counts, it’s what you get done
Exceptional Market Visits
· Become the highest priority with professional market visits
· Market visit planning and structure (Pre-Visit Letters, Market Exit Reviews, and Follow-up Letters, and more)
· Parts of a Pre-Visit Letter (outlines steps to a market visit)
· Key People – influence this power source
· Conduct compelling Market Exit Reviews
· Measure and report performance vs. standards
· Follow-up the right way
· Power Tools - CD-ROM packed with performance-enhancing tools and templates.
Influence the Broker’s Business Plan
· Influence the broker’s business plan to get more resources
· Sell them on your number, to become a priority
· How to get more than your fair share of any fixed department budget
· Multiply productivity by influencing the P&L holder
· Gain agreement and commitment to your number and strategy
In-Store Excellence
· Get exceptional retail performance using our proprietary In-Store Excellence, Retail Checking System™
· Dramatically improve retail performance in one-hour per market visit
· Uncover the root cause of retail problems
Retail Problem Solving
· Solve "real life" retail issues, using the In-Store Excellence system
· Role-play demonstrates the power of this retail management system
Retail Sales Meeting
· Conduct effective retail sales meetings
· Motivational best practices
· What retail reps and set reps really need
Core Objectives
· Identify your top business drivers, in order of priority (Core Objectives)
· Use Core Objectives as basis for performance planning, measuring, communicating, and reporting performance
Performance Standards
· Establish objective performance standards for each Core Objective, so brokers know exactly what you expect
· Develop tactics to achieve each performance standard
Performance Reviews
· Performance reviews that motivate people into action
· The need for objective performance standards and planning
· Use reviews to plan and gain commitment
Tactical Planning
· Develop detailed plans to accomplish your strategy
· Give responsibility and authority
· Planning techniques
· Planning tool examples
Leadership
· No Excuse Leadership
· Leaders vs. managers
· 21 Leadership traits for Broker Managers
This session is for retail broker managers of all experience levels, even the most experienced. It is fast paced, powerful, and fun training that contains many small group activities. There is ample time to interact with managers from other companies and learn from their experience. We guarantee you will never look at your brokers the same way again.
Strategic management encourages brokers to proactively rather than re-actively work on your line without constant pushing. Our training will motivate brokers to take initiative, solve problems, and increase sales. You will become more efficient and effective, achieving goals that now seem insurmountable.
Strategic Broker Management: Broker Management Skills
Strategic Management Philosophy
· Influence vs. control – achieve more with influence
· Influence the “big picture” instead of falsely controlling execution
· Set goals, plan, measure, and report to get more done with less effort
· It’s not what you do that counts, it’s what you get done
Exceptional Market Visits
· Become the highest priority with professional market visits
· Market visit planning and structure (Pre-Visit Letters, Market Exit Reviews, and Follow-up Letters, and more)
· Parts of a Pre-Visit Letter (outlines steps to a market visit)
· Key People – influence this power source
· Conduct compelling Market Exit Reviews
· Measure and report performance vs. standards
· Follow-up the right way
· Power Tools - CD-ROM packed with performance-enhancing tools and templates.
Influence the Broker’s Business Plan
· Influence the broker’s business plan to get more resources
· Sell them on your number, to become a priority
· How to get more than your fair share of any fixed department budget
· Multiply productivity by influencing the P&L holder
· Gain agreement and commitment to your number and strategy
In-Store Excellence
· Get exceptional retail performance using our proprietary In-Store Excellence, Retail Checking System™
· Dramatically improve retail performance in one-hour per market visit
· Uncover the root cause of retail problems
Retail Problem Solving
· Solve "real life" retail issues, using the In-Store Excellence system
· Role-play demonstrates the power of this retail management system
Retail Sales Meeting
· Conduct effective retail sales meetings
· Motivational best practices
· What retail reps and set reps really need
Core Objectives
· Identify your top business drivers, in order of priority (Core Objectives)
· Use Core Objectives as basis for performance planning, measuring, communicating, and reporting performance
Performance Standards
· Establish objective performance standards for each Core Objective, so brokers know exactly what you expect
· Develop tactics to achieve each performance standard
Performance Reviews
· Performance reviews that motivate people into action
· The need for objective performance standards and planning
· Use reviews to plan and gain commitment
Tactical Planning
· Develop detailed plans to accomplish your strategy
· Give responsibility and authority
· Planning techniques
· Planning tool examples
Leadership
· No Excuse Leadership
· Leaders vs. managers
· 21 Leadership traits for Broker Managers
This session is for retail broker managers of all experience levels, even the most experienced. It is fast paced, powerful, and fun training that contains many small group activities. There is ample time to interact with managers from other companies and learn from their experience. We guarantee you will never look at your brokers the same way again.