Canadian Underwriter


IBAO Webinar: Leverage Profiling in Sales – Part 1

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September 01, 2022

This webinar is Part 1 of a 2-part series. Part 1 provides an overview of the sales professional and certain characteristic traits. We will dive into the process of identifying what kind of buyer you are working with using DISC profiling to help understand the client’s relationship needs. Participants will discuss the sales cycle from the initial contact with the client through the determining needs process, to closing the sale, and will examine various prospecting methods and networking tools. Examples will be provided from both personal lines and commercial insurance.


By the end of this webinar, participants will be able to:

  • Demonstrate knowledge of the role of the sales agent/broker in the insurance transaction
  • Identify character traits of the sales professional
  • Assess the type of buyer you are working with through DISC profiling
  • Define and describe each step of the sales cycle
  • Discuss prospecting and methods to prospect
  • Identify effective networking tools

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