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Hartford School of Insurance

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Sales Coaching

At Hartford School of Insurance (HSI), we believe a Producer’s success starts with a solid foundation in technical insurance knowledge, which we provide in our industry-recognized Commercial Lines, Personal Lines and Group Benefits Schools. Producers, whether new or experienced, also need mentors and coaches to help them achieve sales success. Many agencies simply don’t have the time or the staff to provide this essential support – and HSI is here to help.

HSI’s Performance Coaching for Producers program is designed to coach, support and train Producers to help achieve significant and sustainable increases in production and efficiency.

Our program:

  • Teaches new producers to develop behaviors, best practices and key operating routines to win in the marketplace
  • Validates new producers faster, so you get a return on your investment sooner
  • Supports the continued needs of new producers without adding additional staff
  • Provides a needed boost to seasoned producers looking to achieve their sales goals and take their production to a new level

Who is this program for?

  • A newly hired producer who is “right” for your agency and understands insurance coverages, but is struggling to reach sales goals
  • An account manager who’s technically proficient and is transitioning to a producer role
  • An inexperienced producer who needs significant coaching, and whose sales manager must instead focus on higher-performing staff to increase agency revenue
  • A seasoned Producer who finds themselves in a rut and needs a boost in order to meet their sales goals

This program is offered in the following format:

Full delivery details below.


Click on Expand All to See Full Descriptions

Sales Program Learning Objectives

Program Benefits:

  • Helps improve results in: new sales, referrals, revenue per relationship, and closing ratios.
  • Assists sales professionals with follow thru and implementation to shorten sales cycle and improve client retention.
  • Provides producers with the tools and coaches behaviors needed to increase sales and grow their book of business.
  • Utilization of tools and resources designed to help the salesperson stay on track, measure results and formulate corrective actions needed to achieve established sales goals.

The Performance Coaching for Producers program is individually customized to meet the unique needs and goals of the individual being coached, the participant's mentor and agency. This collaborative, personalized program consists of:

  • One-on-one coaching (via phone) from a professional sales coach with proven success
  • An agreed-upon, customized plan that encompasses the needs of the producer and your agency
  • Intensive coaching and structured guidance, with weekly assignments, deadlines and feedback

The coaching sessions involve defining sales outcomes and providing producers with the necessary tools help achieve success. In each session, the coach will work with the producer to track progress, evaluate barrier to success, identify training opportunities and refine producer prospecting/sales strategies. Outcomes will be shared with sales managers during coach-manager sessions.

Sales Program Structure

After an initial needs-based assessment between the mentor, coach and participant, an agreed-upon custom plan will be designed and the start date set forth in the agreement.

Sample 6-month coaching schedule:

Month Coaching Sessions & Meetings Phone Calls
Onboarding 2-hour onboarding session with producer One time
1-hour introductory session with manager One time
1 Bi-weekly 1-hour coaching session 2 per month
2 Bi-weekly 1-hour coaching session 2 per month
Monthly manager checkpoint meeting 1 per month
3 Bi-weekly 1-hour coaching session 2 per month
4 Bi-weekly 1-hour coaching session 2 per month
Monthly manager checkpoint meeting 1 per month
5  Bi-weekly 1-hour coaching session 2 per month
6  Bi-weekly 1-hour coaching session 2 per month
 Monthly manager checkpoint meeting 1 per month


Key Coaching Focus Areas

Through a specialized intake process, producers and their managers will have the opportunity to select from the following key focus areas:  



Setting Up a Sales Routine

Improve your strategy for pipelining, networking and sales calls.


Time Management

Effectively prioritize your time to work smarter, not harder.


Relationship Building

Understand behavioral styles to leverage sales success.


Target Marketing

Establish yourself as an expert in particular niche markets.


Sales Planning/Goal Setting

Utilize proven methods to establish a successful sales plan.


Lead Generation

Develop consistent behavior in new business prospecting.



Create a compelling personal brand to connect to your audience.


Presentation Skills

Host productive sales meetings with strategy and confidence.

  image Communication/Sales Skills

Refine your ability to communicate effectively and resolve sales objections.


Sales Program Tuition
  • $2,995 payable at registration
  • $2,495 if producer enrolls in both the Performance Coaching for Producer program and the Commercial Lines Producer School, or is a former HSI student. (That’s a $500 savings!)

Call (800) 772 - 0208 for additional information or to enroll today!


Program Reviews

Program Reviews


Ready to enroll?


Price: $2,995


image Save money by purchasing both our Performance Coaching AND Commercial Lines Producer School or Virtual Commercial Lines programs today!



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School of Insurance!


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