Two Year 24/7 Coaching Program With Howard B. Cowan

You’ve worked hard to build your business. No one knows that better than I do. Now it’s time to take it to the next level. My goal is to help you break through the barriers that might be holding your agency back by sharing my knowledge and best practices with you. What I’m offering is my 24/7 Coaching Program. By working one-on-one with you and your management team we can devise creative strategies that will take you to new heights of success.

Some of the subjects that this program will be covering include:

1. Recruiting and Selection Standards
   1. Recruiting winners
      1. Green Peas
      2. Experienced producers – how are they recruited? Using the Experienced Agent Checklist
   2. Who manages the recruiting flow? How?
   3. Selection – Are they right for the business (Dog & Pony)

1. Training
   1. Getting agents off to a fast start
   2. How to do away with stagnated agents and get them fired up
   3. Getting better referrals
   4. Lives mentality
   5. Building Relationships – agents & clients
   6. Creating agent alignments that allow them to work as teams
   7. Using products effectively
   8. How to deal with call reluctance
   9. Time management
   10. Reaching PEAK PERFORMANCE
   11. Sales slants
   12. Motivational quotes

1. Retention
   1. Agent Accountability
   2. How do you know when it is time to let go

1. Veteran Agents
   1. How do you build relationships with Veteran Agents
   2. How do you handle their demands
   3. How are they incited /rewarded?
   4. Agent Accountability

1. Incentives
   1. How to use incentives for results rather than asking for or demanding business
   2. Establishing expectations for activity and production vs. consequences for not producing
   3. Sales campaigns

1. Management
   1. Growing a Management Team – staff meetings
   2. Sales Manager accountability
   3. Building a team-like environment
   4. Product specialists
   5. Giving praise and criticism

1. Staff
   1. How is your staff organized – who does what? When? How often?
   2. What do you look for and want in a staff
   3. What accountability does your staff have? What authority?
   4. How are they compensated, rewarded, incited?

1. General Agent Involvement
   1. What are your roles?
   2. What are the three most important things you do as GA every day?
   3. What is your method for planning, setting objectives and setting the vision?
   4. How do you attain buy-in to the organizational goals and visions?
   5. What will you tolerate and not tolerate with your agents and staff?
   6. Financial Management: Where do you spend the money for the greatest results?

1. The Firm
   1. Community Involvement
   2. How to get your Firm well-known – Branding

For more information on how you can participate in this one-on-one program, please contact me at (212) 536-6100 or at hcowan@cowanfinancial.com, or you can contact my assistant, Janet Lincoln, at (212) 536-7729 or janetlincoln@cowanfinancial.com