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Training Programs
Jim has developed and taught various educational training programs across the United States to meet insurance management's needs in developing sales in the advanced markets. These programs and classes are designed to assist insurance agents who are in the business market in identifying potential issues that will target sales in Estate Planning, Business Succession Planning and Exectuive Benefit Planning. Some programs are also designed to assist agents who are not currently in the lucrative business market but desire to enter it. On occasion, Jim has conducted client seminars on advanced market topics in helping agents to develop client prospects and developed seminars targeting the brokerage market.
Jim has been approved as a Continuing Education Instructor in over 30 states and has lectured on these subjects across the country. Most recently, he was a speaker at the Society for Professional Services Forum in Las Vegas in October, 2008. His subject matter was Creative Executive Benefit Techniques, concentrating on Bonus Plans, Non-qualified Deferred Compensation and Split Dollar. He was also a speaker at the 2007 SFSP Forum in Montreal where he was part of a panel discussing Business Succession Planning.
For an Educational Training brochure that can be printed, please click here. SoressiEducationBrochure2009.pdf
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| Working in the Advanced Markets |
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The business market remains an under-tapped opportunity for agents desiring to make larger, repeat and multiple sales. To be successful in this market, the agent does not only need exemplary sales skills, but also must be familiar and comfortable with advanced sales concepts. A successful sale in these markets may be the result of 70% sales skills and 30% technical knowledge, but it is imperative to have that technical knowledge.
Entering the business market creates opportunities for multiple sales to the same client by identifying the different needs of the business owner. A business client will require Estate Planning to protect family assets, Business Succession Planning to provide for an orderly transition of the business, and Executive Benefit planning to recruit, retain and reward key employees. Although these areas appear to be separate and distinct, they are in fact interconnected disciplines.
This allows the agent to make multiple sales to the business client before moving on to new referrals.
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| Sales Education & Training |
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The best way to obtain the technical knowledge to succeed in the advanced markets is through in person educational training sessions given by qualified professionals. The use of Powerpoint presentations and pertinent case studies together with the identification of potential issues and marketing strategies, allow agents to learn the concepts and spur questions to further develop their own knowledge. Appropriate topics include:
Estate & Gift Taxation
Basic Estate Planning
Advanced Estate Planning Techniques (FLPs, GRATs, IDGT)
Basic Business Succession Planning
Advanced Business Succession Planning
Non-qualified Executive Benefits (Bonus, NQDC, Split Dollar)
Charitable Planning
Elder Law Planning
Understanding Business Entities
Taxation of Life Insurance Products
These educational sessions will provide the foundation for the agent to be successful in the advanced markets and produce multiple sales. However, it is even more important for the agent to apply what he has learned to his potential and existing clients in identifying and addressing a clients issues. This can only be achieved by follow-up, one-on-one, case consultation.
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| Professional Case Consultation |
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This program of educational training is supplemented by individualized case consultation for your select agents where potential issues and sales opportunities in the advanced market areas will be identified. Additional telephone support to the agent may also be available as the agent develops his cases to effect a sale and identify additional sales in the advanced markets areas. As part of the program, it may be beneficial to have a conference call with the client's attorney to identfy and clarify potential issues.
In select situations, the program may include attendance at an introductory meeting with the agent, prospective client and his professional advisors to identify and discuss issues and solutions, at no charge.
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| Program Specifics |
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The program is structured as a one day session which will include both an educational presentation lasting from one to four hours, followed by individualized case consultation for the balance of the day. In addition, follow up case support via telephone for an additional three (3) hours are also included in this rate. A one hour introductory meeting with the prospective client may also be available at no charge on a case by case basis.
There is a set fee for each one day program in the New York tri-state area and for other locations, it will be the fee plus travel expenses. Other programs may be custom designed to meet your needs.
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