AIP Designation/Elite Sales Force Training



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 over $50,000 in first-year commissions.  The top 2010 Nebraska Elite Force producer made $300,000+ in commissions.  In 2014, an Elite student was recognized as #1 in policy growth by Insurance Business America magazine.  


Independent Insurance Agents of Indiana                                                               2018_2019_Elite_Brochure.pdf
Independent Insurance Agents of Iowa
Independent Insurance Agents of Kentucky
Independent Insurance Agents of Oklahoma
Independent Insurance Agents of South Dakota                                                        Click Here for Full Details!
Kansas Association of Insurance Agents
Missouri Association of Insurance Agents
Trusted Choice Insurance Agents of Colorado 
Class Dates:
May 7-9, 2018
August 13-15, 2018
November 5-7, 2018
February 11-13, 2019
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 - The Psychology of Sales
Marketing for Success
Managing the Sales Process -How do the best become the best?
Conflict and Politics - Manage conflicts in the agency
Third Quarter:
War Stories - What works and Why?
The Presentation - Polish it for various situations
The Negotiations
Case Studies and Practice
Team Work and the Case Analysis - Identify suspect vs. prospect
The Interview
Fourth Quarter:
Business Etiquette - First Impressions Count
To Close or Not to Close
The Customer as King - Dealing with touch customers
The Triangle
Motivation for the Long Run - Stress Management
Your Sales Style
Class Location:
IIAN Learning Center
8231 Northwoods Dr., Ste B
Lincoln, NE 68505
Phone: 402-476-2951
Fax: 402-476-1586
Online Registration - Click Here


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 over $50,000 in first-year commissions.  The top 2010 Nebraska Elite Force producer made $300,000+ in commissions.   

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 and Letter of Commitment and return to the IIAN office.  Email to or fax to 402-476-1586.
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.

“The Elite Sales Force Class was a great workshop that really dives into the art of sales and how to come up with a personal approach that works for you.  The class really challenged me to get out of my comfort zone and
proactively attack my personal goals.  It is a great
opportunity to network with agents from across the
Midwest and form friendships that will last a lifetime.  The class offers a strong field of instructors who are passionate about helping young agents develop their skills and succeed in achieving their goals.  Elite Sales Force is a great opportunity and I would strongly recommend it for anyone looking to enhance their sales acumen. 

J.H.  Nebraska Student, 2017


"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