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Tuesday, February 12, 2013

3:30 p.m. - 4:15 p.m.

KEYNOTE PRESENTATION - BECOMING A TRUSTED ADVISOR TO THE SMALL BUSINESS OWNER

Moderator: Lewis Schiff, Executive Director, INC. BUSINESS OWNERS COUNCIL
Panelist: George Bresler, CEO, GB COLLECTS
Panelist: Debbie Madden, EVP, CYRUS INNOVATION
Panelist: Robert Pyskadlo, Jr., Group Manager, Philadelphia Employee Benefits Group, SUN LIFE FINANCIAL

When it comes to business owners, stop selling your discipline and start providing outcomes.

As a professional services/financial services provider, you offer a certain discipline such as insurance. Your compensation model is built around delivering this solution. This means the goal of a broker becoming a trusted advisor is dependent on the same factors as other insurance providers. Agents should want to become a provider of ongoing business wisdom—a coach—with a consultative solutions based on their business challenges. Sell outcomes, not disciplines. Fast©\growing businesses have many challenges. Often these challenges have insurance and benefits©\related components buried within them, but the insurance challenge is not driving the problem or key to the solution.

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