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Elite Force Sales Training, AIP

Big "I" Midwest Elite Force Sales Training School
Transforming New Producers Into Sales Superstars!
The most comprehensive insurance sales training course available!
The Elite Force program is designed to be complete training for young and new producers who have a basic understanding of sales and need the foundation of a strong education to transform them into superstars in production. This course is recommended for agents with less than 3 years experience in sales and less than 5 in the industry. We develop sales professionals!!
Proven results!
Producers in the Elite Force Sales Training program average $31,500 in first-year NEW commissions - with top performers making 50-100% more!  In addition, the two top all-time Midwest Elite Force producers made over $200,000 and $300,000 respectively their first year (not included in average). 

Independent Insurance Agents of Illinois
Independent Insurance Agents of Iowa
Independent Insurance Agents of Kentucky
Independent Insurance Agents of Oklahoma
Independent Insurance Agents of South Dakota
Kansas Association of Insurance Agents
Missouri Association of Insurance Agents*
Professional Independent Insurance Agents of Colorado

*The 2017-2018 school will be held at the Missouri Association office in Jefferson City, MO, starting in May.

May 2-4, 2016
August 1-3, 2016
November 14-16, 2016
February 20-22, 2017


First Quarter:

Perception, Power and Performance - Personal Discovery

Consultative Relationships - Gaining Long-Term Customer Confidence

The Numbers Game - Goal Setting

Prospecting - Risk Management Basics, Suspects vs Prospects

Time Management - The Most Critical Tool

The Perfect Sale - Methods To Create It


Second Quarter:

Learning as a Lifestyle - Be Successful Long-Term

Six Steps to Sucess -

Marketing for Success

Managing the Sales Process


Conflict and Politics


Third Quarter:

War Stories

The Presentation

The Negotiations

Case Studies and Practice

Team Work and the Case Analysis

The Interview


Fourth Quarter:

Business Etiquette

To Close or Not to Close

The Customer as King

The Triangle

Motivation for the Long Run

Your Sales Style

Class Location:
IIAN Learning Center
8231 Northwoods Dr., Ste B
Lincoln, NE 68505
Phone: 402-476-2951
Fax: 402-476-1586
View the 2016-2017 Brochure.
The Elite Sales Training Experience
The school consists of twelve (12) full days' training, completed 3 days at a time, held quarterly at the IIAN headquarters in Lincoln -- see the 12 days’ course descriptions here. They are augmented by extensive study at home and in the office, using books and videos from some of the industry’s best.
Developed by independent agents for independent agents, the Elite Force program teaches the full psychology of the sale, not just tricks or gimmicks. The program covers everything from prospecting to data gathering and closing.
We teach personality traits, negotiation skills, time management, consultative relationship building, credibility building, and more.
Several different popular sales techniques are reviewed. Case studies and the students' own actual experiences are discussed among the group, thus learning from each other's successes and failures. Plus, they learn about presentation skills, using the Web for prospecting, and how to set, measure and track their sales goals.
Limited to 15 students – students receive individual attention during and between class sessions
Taught by certified, experienced, national-level Elite Force instructors.
The Elite Force Program builds accountability into the daily habits of the students!
  • Goal setting and monthly reporting are the written requirements of the program
  • Students are required to report monthly sales activities to their assigned agency manager and the Big “I” Elite Force sales mentor, and that activity will be reviewed quarterly by the Elite Force.
Associate in Insurance Production (AIP) Designation
This program has been approved by IIABA for the AIP designation. This designation will be conferred upon all students:
  • Attend each class session
  • Who complete the classroom work
  • Turn in monthly sales reports
  • Completing the Goal setting
  • and any other assigned requirements
Proven results!
Producers in the Elite Force Sales Training program average $31,500 in first-year NEW commissions - with top performers making 50-100% more! In addition, the two top all-time Midwest Elite Force producers made over $200,000 and $300,000 respectively their first year (not included in average).
2010-2011 Student; Cole Williams, AIP at Insurance Associates in Norfolk, NE was named #1 in 2014 Policy Growth as reported by Insurance Business America magazine!
Tuition, Admission, and Registration
$2,200 for members of a state association ($3,700 for non-members) which includes:
  • 12 full days of instruction, presented 3 days at a time, quarterly
  • All class workbooks, supplies, reading materials, morning coffee and afternoon refreshments, and 2 lunches
  • Monthly mentoring by experienced Big "I" sales mentor, individualized student profiles, after-class activities planned to facilitate relationship building among students
  • The Associate in Insurance Production (AIP) diploma** and conferment at the IIAN Annual Convention that year (**attendance at all class sessions and completion of classroom work and written reporting requirements required).
Applicants must complete the official application form available online or using paper registration downloadable above, or by calling 402-476-2951, or 800-377-3985 (Nebraska only).
Applicants will be considered on a first-come, first-served basis. No registration is confirmed until completed application, required attachments, and tuition payment has been received.
Hotel Accommodations:
Take advantage of the close proximity of the Staybridge Suites.  They offer many free amenities such as a hot breakfast buffet, fitness center, free internet, indoor pool and evening receptions on Tues/Wed/Thur nights.  (Students are encouraged to stay in the hotel to promote networking with other students and reduce distractions.)
Staybridge Suites
1501 North 86th St
Lincoln, NE  68505
Direct:  402-484-6000
Central Reservations:  1-800-225-1237
Elite Force is an unforgettable growth experience for students, as their self-confidence soars along with their selling skills. Our goal is to develop life-long learners in insurance and sales.

"I attended the Elite Sales School in my second year of production as an agent and the experience was awesome. This structured course has offered so many new avenues to my sales strategy that I will continue to use for the rest of my career. My own personal sales increased by over 75% in new written premium during this 12 month sales school. I built many life long relationships with the other students & professors as well. It is never too late to increase your knowledge, and if you are driven to succeed I highly recommend the Elite Sales School. Don’t waste another year of your career with unsatisfied sales results and sign up. If you are willing and driven, Elite will help you succeed beyond your expectations. “ M.N. Nebraska Student, 2013


“The Elite sales class has been instrumental in my growth and maturity as a new agent. I learned how to make good use of my time which ensures a steady flow of new business that turns into loyal customers. The instructors take a hands-on approach which fosters in-class discussion and conversation. I would not be the agent I am today without the Elite Sales class. I highly recommend this class to any new insurance agent.”
C.W—Nebraska Student, 2011


"The Elite class is an absolute win-win situation for the agent and is an investment for the (agency) principal. The price of the class will pay off ten-fold. My confidence level has skyrocketed. It gives me something structured to look back at. I have the data, materials, and tools right here." Missouri Student - 2006


"The Elite sales class was the best sales training class I have attended. The Elite sales class teaches you how to prepare, manage, and follow through on your sales goals. The hands-on interaction between students and instructors was very beneficial. The Elite Sales class truly does teach you how to succeed in insurance sales. This class will give you the knowledge and self-confidence to succeed! I will highly recommend this class to any young/new insurance agent." J.D. - Iowa Student, 2008
"The Elite Force program really helped me structure my day and set goals. It also provided insight on how to prospect and build center of influences. I think it was money well spent.” R.R. – Nebraska Student, 2009
"I want to thank the Big "I" for the Elite Force Sales Training program. WOW!!! What a difference you have made in (our young producer's) life. I suspected she had the basic gift for sales, but this training has been life changing for her...she has been an inspiration for her co-workers and myself. It has also been a great opportunity to plan for the perpetuation of the agency." S.L. - Nebraska Agency Principal, 2008