June 5th 2009

Travelers recently sponsored a seminar for Alliance producers focused on pursuing large accounts.

“Whale Hunting: Land Big Sales and Transform Your Business” is part of the Whale Hunters series, and was presented by Emil LaCivita. The session included lecture materials as well as workshop-style exercises, often involving real agency accounts.

Topics covered during the day-long seminar included The Whale Hunters Process, Wealth Management, Target Filters, The Buyer’s Table, Whale Fears, Two Card Questions, Progressive Discovery/Disclosure and more.

The seminar was conducted as part of The Alliance’s 2009 Accellerations Sales Contest initiative.