Patent Publication Number: US-2017364853-A1

Title: Method of training multiline insurance agents

Description:
CROSS-REFERENCE TO RELATED APPLICATIONS 
     None 
     FEDERALLY SPONSORED RESEARCH OR DEVELOPMENT 
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     PARTIES TO A JOINT RESEARCH AGREEMENT 
     None 
     REFERENCE TO A SEQUENCE LISTING 
     None 
     BACKGROUND 
     Technical Field of the Disclosure 
     The disclosure generally relates to insurance and insurance agents. More specifically, the instant disclosure relates to a method of training multiline insurance agents. 
     Description of the Related Art 
     The disclosure relates generally to methods of training multiline insurance agents in various fields of insurance, including, but not limited to, auto insurance, casualty insurance, property insurance, liability insurance, umbrella insurance, gap insurance, health insurance, income protection insurance, life insurance, burial insurance, credit insurance, the like, etc. 
     Insurance is a form of risk management for protection from financial loss and is primarily used to hedge against the risk of a contingent, uncertain loss. An entity which provides insurance is known as an insurer, insurance company, or insurance carrier. A multiline insurer or multiline insurance agent is an insurance company or independent agent that provides a one-stop shop for businesses or individuals seeking coverage for some or all of their insurance needs. For example, many large insurers offer individual policies for automobile, homeowner, long-term care, life and health insurance needs. 
     A person or company who buys insurance is known as an insured or policyholder. The insurance transaction involves the insured assuming a guaranteed and known relatively small loss in the form of payment to the insurer in exchange for the insurer&#39;s promise to compensate the insured in the event of a covered loss. The loss may or may not be financial, but it must be reducible to financial terms, and must involve something in which the insured has an insurable interest established by ownership, possession, or preexisting relationship. The insured receives a contract, called the insurance policy, which details the conditions and circumstances under which the insured will be financially compensated. The amount of money charged by the insurer to the insured for the coverage set forth in the insurance policy is called the premium. If the insured experiences a loss which is potentially covered by the insurance policy, the insured submits a claim to the insurer for processing by a claims adjuster. 
     An insurance agent, also known as a broker, sells, solicits, or negotiates insurance for compensation. Although most times insurance “agent” and insurance “broker” are used interchangeably as they must obtain a broker&#39;s license, this is not always the case. An insurance agent may technically be an insurance company&#39;s representative by way of agent-principal legal custom. The agent&#39;s primary alliance is with the insurance carrier, not the insurance buyer. In the United States, insurance agents/brokers are regulated by the states. Most states require anyone who sells, solicits, or negotiates insurance in that state to obtain an insurance broker license, with certain limited exceptions. In order to obtain a broker&#39;s license, a person typically must take pre-licensing courses and pass an examination. An insurance agent also must submit an application and fee to the state insurance regulator in the state in which the applicant wishes to do business. Once licensed, an insurance agent/broker generally must take continuing education courses. However, these classes are limited to the obligations of the broker and understandings of insurance, and typically do not teach the agent/broker how to conduct business and garner clients. 
     Insurance agents play a significant role in helping companies and individuals procure property and casualty (liability) insurance, life insurance and annuities, and accident and health insurance. For example, research shows that agents play a significant role in helping small employers find health insurance, particularly in more competitive markets. Brokers provide services beyond procuring insurance, such as providing risk assessments, insurance consulting services, insurance-related regulatory and legislative updates, claims assistance services, assisting with employee enrollment, and helping to resolve benefit issues. Negligence on the part of insurance brokers can have severe effects upon insureds when they discover their insurance coverage is worthless, which in turn illustrates why retaining a competent insurance agent is so important. 
     A multiline contract is a type of insurance policy that bundles together exposures to risk and covers them under a single contract with a common aggregate deductible and policy limit. A common multiline contract combines property and casualty risks together into a single policy. A multiline contract is attractive because a common aggregate deductible can be offered on a policy portfolio that covers several risk types. Some insurance companies prefer this policy type because it allows them to reduce risk by spreading it among several factors, which helps them avoid a huge financial burden in the event of a catastrophe. Holding multiple policies with the same insurer may trigger premium discounts for the insured and allow him or her to consolidate insurance policies with the same carrier. On the other hand, an insurance company that writes multiple insurance contracts on a customer garners more premium profits and improves insured retention by keeping competitors away. As such, there is always a need or desire to train multiline insurance agents to attract more policyholders or insured clients, close more sales and deepen relationships with insured clients. 
     Therefore, it is readily apparent that there is a recognizable unmet need for a method of training multiline insurance agents. The instant disclosure is designed to address at least some of the above mentioned problems by providing a method of training insurance agents. 
     SUMMARY 
     Briefly described, in a possibly preferred embodiment, the present method overcomes the above-mentioned disadvantages and meets the recognized need for such a method of training multiline insurance agents. The present method generally includes training multiline insurance agents on having a conversation with an insured for discovering an insured&#39;s financial situation and risks. This discovery is enabled by creating a visual diagram of the insured&#39;s financial situation and risks based on the conversation with the insured. 
     According to its major aspects and broadly stated, the present disclosure describes a method of training multiline insurance agents to utilize a visual diagram that generally includes an insured&#39;s name at a center of the visual diagram. Along with the insured&#39;s name, an income box of the insured&#39;s household income is included at the center of the visual diagram. A family box may then be branched off from the income box with a family tree of the insured&#39;s family thereunder. An assets box may also be branched off from the income box with an assets row of the insured&#39;s assets listed therein. The family box and the assets box may be branched off from the income box in different directions to show the two different areas that the insured may use their household income for supporting family and purchasing assets. A risks row may then be created at the bottom of the diagram. The risks row may include the insured&#39;s risks listed therein. A box may then be drawn around the insured&#39;s name, the income box, the family box with the family tree, and the assets box with the assets row, where the box provides a boundary between the risks row and the family box and assets row. The visual diagram of the insured&#39;s financial situation and risks may be created based on an in-person conversation between the multiline insurance agent and the insured. 
     In select embodiments, the method of training multiline insurance agents may also include training the multiline insurance agent to repeat what they have heard the insured say periodically throughout the discovery conversation, or at least after creating the income box, family box with family tree, and assets box with the assets listing. This repeating of what they have heard may be for letting the insured know they were listening and for assuring the accuracy of the insured&#39;s discovered financial situation and risks. 
     In other select embodiments, the method of training multiline insurance agents may also include, when drawing the box with the boundary between the listing of risks and the family box and assets box, training the multiline insurance agent to discuss their role in being a risk manager by creating a wall between their discovered financial situation and the insured&#39;s risks in the risks row. 
     In other select embodiments, the method of training multiline insurance agents may also include training the multiline insurance agent to discuss with the insured each of their risks in the risks row and discover the insured&#39;s coverage for each of their risks and a prioritization of the listing of risks from the insured. 
     In other select embodiments, the method of training multiline insurance agents may also include training the multiline insurance agent to recommend insurance coverage based on the discovered financial situation and risks and the insured&#39;s prioritization of the listing of risks. 
     One feature of the disclosed method of training multiline insurance agents may be that the insured&#39;s risks listed in the risks row of the visual diagram may include: health, disability, life, longevity, home, auto, liability, the like, combinations thereof, and any other risks associated with the insured. In select embodiments, the listing of risks may consist of: health, disability, life, longevity, home, auto, and liability. 
     Another feature of the disclosed method of training multiline insurance agents may be that the family tree created in the visual diagram may include: the insured, the spouse, children, parents, spouse&#39;s parents, the like, combinations thereof, or any other individuals inside or outside of the insured&#39;s family that the insured desires to disclose. In select embodiments, the family tree may consist of: the insured, the spouse, their children, the insured&#39;s parents, and the spouse&#39;s parents. 
     Another feature of the disclosed method of training multiline insurance agents may be that the insured&#39;s assets listed in the assets row created in the visual diagram may include: a car or cars including a car type and a car value, a home or homes including a home value, investments including an investment type and an investment value, the like, combinations thereof, or any other various assets the insured may disclose. In select embodiments, the insured&#39;s assets listed in the assets row may consist of: the car or cars, the home or homes, and the investments. 
     Another feature of the method of training multiline insurance agents, may be that in select embodiments the visual diagram may be created on paper, markerboard, an electronic slideshow presentation, the like, combinations thereof, or other various means for creating a visual representation of the insured&#39;s financial situation and risks. In select embodiments, the method may further include saving a copy of the visual diagram in the insured&#39;s file, and/or providing a copy of the visual diagram to the insured. 
     In other select embodiments, the method of training multiline insurance agents may also include assessing the performance of the multiline insurance agent in discovering the financial situation and risks of the insured. In select embodiments, this step of assessing the performance of the multiline insurance agent may include assessing the performance of the multiline insurance agent in the areas of:
     the multiline insurance agent positioned itself as a risk advisor and properly transitioned into discovering the insured&#39;s financial situation and risks;   the multiline insurance agent asked about the insured&#39;s occupation and income and showed genuine interest in the insured;   the multiline insurance agent understands the insured&#39;s family and assets;   the multiline insurance agent summarized the insured&#39;s income, family, and assets and asked if the multiline insurance agent missed anything;   the multiline insurance agent transitioned into the list of risks;   the multiline insurance agent discussed each risk area and documented the insured&#39;s coverage in each risk area;   the multiline insurance agent drew the wall of protection and asked the insured to prioritize the listing of risks;   the multiline insurance agent asked the insured for introductions;   the conversation was natural; or   combinations thereof.   

     In other select embodiments, this step of assessing the performance of the multiline insurance agent may include using a questionnaire with a five-point scale for assessing performance in such areas listed above. 
     These and other features of the method of training multiline insurance agents will become more apparent to one skilled in the art from the prior Summary, and following Brief Description of the Drawings, Detailed Description, and Claims when read in light of the accompanying Detailed Drawings. 
    
    
     
       BRIEF DESCRIPTION OF THE DRAWINGS 
       The present method of training multiline insurance agents will be better understood by reading the Detailed Description with reference to the accompanying drawings, which are not necessarily drawn to scale, and in which like reference numerals denote similar structure and refer to like elements throughout, and in which: 
         FIG. 1  is a flow diagram of an embodiment of the method of training a multiline insurance agent according to the instant disclosure; 
         FIG. 2  is a schematic diagram of a sample embodiment of the visual diagram of the insured&#39;s financial situation and risks according to the instant disclosure; and 
         FIG. 3  is a sample embodiment of a questionnaire with a five-point scale for assessing the performance of the multiline insurance agent according to the instant disclosure. 
     
    
    
     It is to be noted that the drawings presented are intended solely for the purpose of illustration and that they are, therefore, neither desired nor intended to limit the disclosure to any or all of the exact details of construction shown, except insofar as they may be deemed essential to the claimed disclosure. 
     DETAILED DESCRIPTION 
     In describing the exemplary embodiments of the present disclosure, as illustrated in  FIGS. 1-3 , specific terminology is employed for the sake of clarity. The present disclosure, however, is not intended to be limited to the specific terminology so selected, and it is to be understood that each specific element includes all technical equivalents that operate in a similar manner to accomplish similar functions. Embodiments of the claims may, however, be embodied in many different forms and should not be construed to be limited to the embodiments set forth herein. The examples set forth herein are non-limiting examples, and are merely examples among other possible examples. 
     Referring now to  FIG. 1  by way of example, and not limitation, therein is illustrated an example embodiment of method  100  of training a multiline insurance agent A. Method  100  may generally include step  200  of training multiline insurance agent A on having a conversation with an insured I for discovering an insured&#39;s financial situation and risks. This discovery is enabled by creating visual diagram  300  (as shown in  FIG. 2 ) of the insured&#39;s financial situation and risks based on the conversation with the insured I. The visual diagram  300  drawn based on the conversations with the insured I in method  100  may be trained to the multiline insurance agent A to help in the discovery and understanding of the client&#39;s financial situation and risks. The visual diagram  300  of the insured&#39;s financial situation and risks may be created based on an in-person conversation  332  between the multiline insurance agent A and the insured I. Based on these conversations with the multiline insurance agent&#39;s clients I, diagram  300  may provide a repeatable framework that the multiline insurance agent A may utilize over and over again with various insured clients I and at various times in their life&#39;s to discover and understand the client&#39;s financial situations and risks. In addition, visual diagram  300  may provide a visual representation to the client of their financial situations and risks and aid in their understanding of their assets and associated risks, and what the multiline insurance agent A is recommending and providing. 
     Prior to drawing diagram  300 , method  100  of training a multiline insurance agent A may include the step of training the agent A to position his or her self as an advisor. This step may include any techniques for positioning the multiline agent A to position itself as an advisor. As examples, and clearly not limited thereto, the agent A may be trained to have conversations like:
         “Thank you for coming in. First I want you to know that we are a little different from other companies. We help customers manage their everyday risk. No in order to do that properly, I may have to ask you some personal questions. But I promise you that once we are done, you&#39;re going to have a better picture of what your financial situation and risks look like. Does that make sense? Great. Let&#39;s get started”;   “You are the center of your financial situation and risks and everybody loves you for a variety of reasons. One of those reasons is because you create income . . . ”;   “Tell me about you and what you do for a living, how long and how much do you make? (If you are married, what does your spouse do, how long, and how much?)”,   the like, etc.       

     Referring now to  FIG. 2 , diagram  300  drawn utilizing method  100  may generally include an insured&#39;s name  302  at a center  304  of the visual diagram  300 . Along with the insured&#39;s name  300 , an income box  306  of the insured&#39;s household income  308  may be included at the center  304  of the visual diagram  300 . This household income  308  may be discovered based on discussions about the insured&#39;s occupation and earnings along with the occupation and/or earnings of the insured&#39;s spouse  312 A. 
     A family box  310  may then be branched off from the income box  306  with a family tree  312  of the insured&#39;s family thereunder in visual diagram  300 . The family tree  312  created in the visual diagram  300  may include any members of the insured&#39;s family or any other individuals or entities that the insured cares for or takes responsibility for, including, but not limited to: the insured I, the spouse  312 A, any children  312 B, any parents  312 C of the insured I, any parents  312 D of the insured&#39;s spouse, the like, combinations thereof, or any other individuals inside or outside of the insured&#39;s family that the insured desires to disclose that they may have liability or risk associated with. In select embodiments, the family tree  312  may consist of: the insured I, the spouse  312 A, their children  312 B if applicable, the insured&#39;s parents  312 C if applicable, and the spouse&#39;s parents  312 D if applicable. 
     An assets box  316  may also be branched off from the income box  306  with an assets row  318  of the insured&#39;s assets  320  listed therein within visual diagram  300 . The insured&#39;s assets  320  listed in the assets row  318  may be any assets of the insured, including, but not limited to: a car or cars  320 A including a car type and a car value, a home or homes  320 B including a home value, investments  320 C including an investment type and an investment value, the like, combinations thereof, or any other various assets the insured may disclose. In select embodiments, the insured&#39;s assets  320  listed in the assets row  318  may consist of: the car or cars  320 A, the home or homes  320 B, and the investments  320 C. 
     As shown in  FIG. 2 , the family box  310  and the assets box  316  may be branched off from the income box  306  in different directions to show the two different areas that the insured I may use their household income  308  for supporting family and purchasing assets. This visualization may aid in the insured I understanding the two areas his household income  308  is distributed. As such, method  100  of training a multiline insurance agent A may include the step of training the agent A to have conversations like:
         “Your income goes in one of two directions—either to support your family or to purchase assets.”;   “Tell me about your family. (You, your spouse or significant other, kids, parents, pets). What are their names and ages?”;   “Tell me about your assets (car(s), home(s), retirement plans, investments, toys, valuables, etc.)”;   “Thanks for sharing that with me, here&#39;s what I heard you say . . . ”(summarize their situation)”; “As a risk advisor, I think about seven-things. The seven biggest risks we all face . . . ”,   “The first thing I think about is your health. If you have a major medical procedure, it could cost a lot of money and I don&#39;t want anything to erode your assets (or create debt). Tell me about your health care coverage”;   “The second thing I think about is your income. If you became sick or injured and couldn&#39;t work for six months, would your financial situations and risks be ok? (if not, we should talk about disability)”;   The third thing I think about is if something happened to you permanently. Would your financial situations and risks be ok? (If not, we should talk about your life insurance)”;   “The fourth think I think about is just the opposite. If you live a really long time, is it possible you could outlive your assets? I call that a longevity risk, and if you have that concern, I&#39;ll be happy to talk with you about your retirement plan and long term care and I can recommend some ways you will never outlive your assets”;   “The fifth thing I think about is your home. I want to make sure your liability limits are where they need to be”;   “The sixth thing I think about is your cars. If you were to be involved in an accident I want to make sure your liability limits are where they need to be so that you can transfer all of the risk to us and there will be no risk to you”;   “And the last thing I think about is if you or an of your family members caused an accident, and there were injuries and you were sued for $1 million, would your financial situations and risks be ok? (If not, we should be talking about a Personal Liability Umbrella Policy)”;   “As your risk advisor, my job is to help you build a wall of protection around your financial situations and risks, so that nothing can impact it. If any of these risks occur, they will bounce right off”;   “Obviously we are not going to build this wall today, but my goal is to help you build it over time. My only question is, which of these risk concern you the most, and where would you like to start?”   the like, etc.       

     A risks row  324  may then be created at the bottom of the diagram  300 . The risks row  324  may include the insured&#39;s risks  326  listed therein. The insured&#39;s risks  326  listed in the risks row of visual diagram  300  may be any risks of the insured I, including, but not limited to: health  326 A, disability  326 B, life  326 C, longevity  326 D, home  326 E, auto  326 F, liability  326 G for umbrella coverage (i.e. liability not covered by other policies of the insured), the like, combinations thereof, and any other risks associated with the insured I. In select embodiments, the listing of risks may consist of: health  326 A, disability  326 B, life  326 C, longevity  326 D, home  326 E, auto  326 F, and liability  326 G. 
     A box  328  may then be drawn around the insured&#39;s name  302 , the income box  306 , the family box  310  with the family tree  312 , and the assets box  316  with the assets row  318 , where the box  328  provides a boundary  330  between the risks row  324  and the family box  310  and assets row  318 . 
     Referring now back to  FIG. 1 , another feature of method  100  of training multiline insurance agent A, may be that in select embodiments the visual diagram may be created in step  260  on paper, markerboard, an electronic slideshow presentation, the like, combinations thereof, or other various means for creating a visual representation of the insured&#39;s financial situation and risks. Once created, in select embodiments, the method  100  may further include step  270  of saving a copy of the visual diagram  300  in the insured&#39;s file, and/or providing a copy of the visual diagram to the insured. Saving a copy of the visual diagram  300  to the insured&#39;s file can provide a quick tool for the multiline insurance agent A to pull out or review for recalling any of the information in the visual diagram  300 . In addition, having a copy of the visual diagram  300  available to the insured I for them to take home and review and store, should provide for added convenience to the insured I and aid in building and maintaining the relationship with the insured I. For example, if the visual diagram  300  is created on paper, the paper version of visual diagram  300  may be scanned in and saved under the client&#39;s file. In addition, a copy of the paper version may be given to the insured I. As another example, if the visual diagram  300  is created on markerboard, the markerboard version of visual diagram  300  may be captured in a photo, where the photo is saved under the client&#39;s file. In addition, a copy of the photo with the markerboard version of visual diagram  300  may be given to the insured I. As yet another example, if the visual diagram  300  is created in an electronic slideshow presentation, a digital copy of the electronic slideshow presentation version of the visual diagram  300  can be saved to the client&#39;s file. In addition, a print out or additional electronic copy of this electronic slideshow presentation version of the visual diagram  300  can be given to the insured I. 
     Still referring to  FIG. 1 , in select embodiments of method  100  of training the multiline insurance agent A may include step  210  of training the agent A to repeat what they have heard the insured I say periodically throughout the discovery conversation. This repeating may occur at any point in the conversation or discovery process. In select embodiments, this repeating of what the agent A heard may occur at least after creating the income box  306 , family box  310  with family tree  312 , and assets box  316  with the assets listing  318 . This step  210  of repeating of what they have heard may be for letting the insured I know they were listening and for assuring the accuracy of the insured&#39;s discovered financial situation and risks. 
     In other select embodiments, the method  100  of training the multiline insurance agent A may also include step  220  of training the multiline insurance agent A to discuss their role in being a risk manager by creating a wall or boundary between their discovered financial situation and the insured&#39;s risks. This discussion in step  220  may take place anytime in method  100  including before, after, and/or during the discovery conversations. In a preferred embodiment, this step  220  may take place when drawing box  328  with boundary  330  between the listing of risks  326  and the family box  310  and the assets box  316 . By emphasizing their roles as a risk manager when creating boundary  330 , box  328  and its lower boundary  330  may help aid and visualize to the insured I by creating a wall or boundary  330  between their discovered financial situation and the insured&#39;s risks in the risks row  324 . 
     In other select embodiments, the method  100  of training the multiline insurance agent A may also include step  230  of training the multiline insurance agent A to discuss with the insured I each of their risks in the risks row and discover the insured&#39;s coverage for each of their risks and a prioritization of the listing of risks from the insured I. This discussion will aid in the agents A understanding of the financial situation and risks of the insured I, thereby making their recommendations for coverage and insurance more personalized to the insured I. 
     In other select embodiments, the method  100  of training the multiline insurance agent A may also include step  240  of training the multiline insurance agent A to recommend insurance coverage based on the discovered financial situation and risks and the insured&#39;s prioritization of the listing of risks. Again, these recommendations of coverage from the multiline insurance agent A will be personalized to the insured I based on the discussions and discovery had during method  100 . 
     In other select embodiments, the method  100  of training the multiline insurance agent A may also include step  400  of assessing the performance of the multiline insurance agent A in discovering the financial situation and risks of the insured I. In select embodiments, this step  400  of assessing the performance of the multiline insurance agent A may include assessing the performance of the multiline insurance agent in various areas  402 . These areas  402  assessed in method  100  of training the multilevel insurance agent A may be any desired areas, including, but not limited to:
     area  402 A of the multiline insurance agent positioned itself as a risk advisor and properly transitioned into discovering the insured&#39;s financial situation and risks;   area  402 B of the multiline insurance agent asked about the insured&#39;s occupation and income and showed genuine interest in the insured;   area  402 C of the multiline insurance agent understands the insured&#39;s family and assets;   area  402 D of the multiline insurance agent summarized the insured&#39;s income, family, and assets and asked if the multiline insurance agent missed anything;   area  402 E of the multiline insurance agent transitioned into the list of risks;   area  402 F of the multiline insurance agent discussed each risk area and documented the insured&#39;s coverage in each risk area;   area  402 G of the multiline insurance agent drew the wall of protection and asked the insured to prioritize the listing of risks;   area  402 H of the multiline insurance agent asked the insured for introductions;   area  404 I of the conversation was natural;   the like, or combinations thereof.   

     Referring now to  FIG. 3 , in select embodiments, step  400  of assessing the performance of the multiline insurance agent A may include using questionnaire  410 . Questionnaire  410  may be utilized for testing and assessing the performance of the multiline insurance agent A in performing any and/or all of the steps or processes associated with method  100  disclosed herein. Questionnaire  410  may include any style, format, etc. for testing and assessing the performance of multiline insurance agent A. In select embodiments, as shown in  FIG. 3 , questionnaire  410  may include five-point scale  412  for assessing the performance of multiline insurance agent A. For example, five-point scale  412  may include: a five rating for mastering an area of performance; a four rating for clearly demonstrating an area of performance; a three rating for evidence of an area of performance; a two rating for underdeveloped area of performance; and a one rating for no evidence of an area of performance. In this example, the higher the score, the better the multiline insurance agent A performed. Questionnaire  410  may also include an area  404  for free form entry of areas of improvement and/or notes. In a specific example, as shown in  FIG. 3 , questionnaire  410  may include the five-point scale  412  for ratings in areas consisting of:
     area  402 A of the multiline insurance agent positioned itself as a risk advisor and properly transitioned into discovering the insured&#39;s financial situation and risks;   area  402 B of the multiline insurance agent asked about the insured&#39;s occupation and income and showed genuine interest in the insured;   area  402 C of the multiline insurance agent understands the insured&#39;s family and assets;   area  402 D of the multiline insurance agent summarized the insured&#39;s income, family, and assets and asked if the multiline insurance agent missed anything;   area  402 E of the multiline insurance agent transitioned into the list of risks;   area  402 F of the multiline insurance agent discussed each risk area and documented the insured&#39;s coverage in each risk area;   area  402 G of the multiline insurance agent drew the wall of protection and asked the insured to prioritize the listing of risks;   area  402 H of the multiline insurance agent asked the insured for introductions; and   area  404 I of the conversation was natural.   

     Method  100  of training multiline insurance agent A may be conducted alone or along with any other training. For example, method  100  may also include training multiline insurance agent A to position itself as a trusted advisor, like training them to talk with a customer or prospective customer, as soon as possible, and to position itself as a trusted advisor by saying something similar to “I help people manage their everyday risk” or “We&#39;re a little different, we help people manage their everyday risk”. As most people do not know what everyday risk is, the typical response will be “What&#39;s that mean?”. 
     As another example, method  100  may also include training multiline insurance agent A to demonstrate its ability to help. The best way to answer the question mentioned before of, “What does everyday risk mean”, is by sharing an example with a client attraction story, like a story where a client required umbrella protection, or had liability above any of their other coverages. Such stories may be advantageous for demonstrating the agent&#39;s ability to help by: 1) illustrating a devastating risk, how to avoid it, and why the client should have a good risk advisor; 2) only 3% of US households have a good risk advisor; 3) umbrellas are inexpensive; and 4) no one has to die. 
     As yet another example, method  100  may also include training multiline insurance agent A to set the meeting. This step may include instructions on how to dismount from the client attraction story and set an appointment for discovering the client&#39;s financial situation and risks. Agents may be trained to tell the insured client that they would be happy to understand their complete situation and recommend the most effective way to protect everything they own. Some questions to aid in setting the appointment may include, but are not limited to: “Would you like me to do that for you?”; “How did you hear about us?”; “Who set your liability limits”; “You mean nobody ever talked with you about your home and your cars and your savings and how it all fits together and the best way to protect it?”; and/or “Oh, well I&#39;ll be happy to get you a quote today, but I want to go ahead and schedule a time for you to come in and meet with me. I&#39;ll show you how everything in your financial situation and risks fits together and the most effective way to protect it. When would you like to come in?”. The agent could be trained to: onboard new customers with appointments for discovering the financial situation and risks of the client; turn service calls into appointments for discovering the financial situation and risks of the client; discuss with client&#39;s the agents new training in discovering the financial situation and risks of the client in a visual diagram; discuss with the client that the agent would be happy to create a visual diagram of their financial situation and risks; train the agent to call the customer when rates increase and suggest setting up a time to discuss the client&#39;s financial situation and risks; set automatic appointments when rates change; set appointments with emails or letters for discussing the client&#39;s financial situation and risks. 
     As yet another example, method  100  may also include training multiline insurance agent A to ask for referrals. After conducting the conversations for discovering the client&#39;s financial situation and risks and creating the visual diagram  300 , the client might say thank you. Regardless, the agent A should be trained to ask for referrals by suggesting they have the same discovery conversation with anyone the client knows that could benefit, like friends or family. As examples, and clearly not limited thereto, method  100  of training the multiline insurance agent A may include training the agent A to ask for referrals with the following conversations:
         1. Ask, “was this conversation helpful?” (yes)   2. “Oh, that&#39;s great. This is the favorite part of my job.”   3. “I have a HUGE favor to ask.”   4. “I want to build my agency with customers just like you.”   5. “I&#39;m going to go make a copy of this diagram (diagram  300 ), while I&#39;m gone, if I could get the names of three people just like you, that would enjoy this the way you did it would be a huge favor to me. Be right back.”
 
The agent A could then be trained to leave the room and stay gone for a couple of minutes. When the Agent A comes back, hopefully there will be 3 names on the piece of paper.
       

     The foregoing description and drawings comprise illustrative embodiments. Having thus described exemplary embodiments, it should be noted by those skilled in the art that the within disclosures are exemplary only, and that various other alternatives, adaptations, and modifications may be made within the scope of the present disclosure. Merely listing or numbering the steps of a method in a certain order does not constitute any limitation on the order of the steps of that method. Many modifications and other embodiments will come to mind to one skilled in the art to which this disclosure pertains having the benefit of the teachings presented in the foregoing descriptions and the associated drawings. Although specific terms may be employed herein, they are used in a generic and descriptive sense only and not for purposes of limitation. Accordingly, the present disclosure is not limited to the specific embodiments illustrated herein, but is limited only by the following claims.