Are you feeling like no matter how hard you prepare, you can’t control the outcomes of your conversations lately? Does if feel like a sales WIN has become elusive or even impossible?

Right now, many agents are carrying the pressure and responsibility for unpredictable rates, less competitive pricing, and customer frustrations. Over time, that pressure doesn’t just affect close rates, it affects behavior, and these behavior changes can kill your agency’s growth over time.

If today’s market has made selling feel heavier, more frustrating, or more emotionally draining than it used to, you are not alone.

This month, Bernice Cannistraci and Rob Quesnel will tackle one of the biggest challenges facing agents today: How to WIN by remaining effective, valuable, and confident in conversations with customers, even those that don’t begin in your favor.

This session will challenge some of the assumptions you have been taught about sales, pricing, and what it actually means to win an appointment. You’ll leave with a fresh perspective on how to approach difficult conversations, protect your energy, and create more momentum in a market that can otherwise wear you down.

In this session, we will cover:

• Why difficult pricing environments don’t just create objections — they create hesitation, anxiety, and less chances to win
• What today’s market is doing to agent confidence, behavior, and long-term growth
• Why some appointments feel draining before they even begin
• How to rethink success in a way that helps you stay engaged, effective, and motivated
• A more strategic, advisor-led approach to conversations that may not be winnable on price alone
• How to WIN every appointment — even when you can’t control all the variables

   

Speaker: Bernice Cannistraci

Bernice is a strategic advisor and growth operator with more than 20 years of experience across insurance, retail, and small business consulting. She helps agents and business owners translate complex market dynamics into clear, actionable strategies that drive growth and strengthen client outcomes. A small business owner and real estate investor herself, she’s known for simplifying complexity and creating structure that enables consistent execution.

Speaker: Rob Quesnel

Rob has over 34 years of leadership experience in the insurance industry, primarily with American Family Insurance. Starting as an agency owner in Minnesota, he went on to lead in sales training, leadership development, marketing, and strategic operations, including a role as Vice President of Marketing and board positions with LIMRA and regional business coalitions.

This is a session exclusive to members only. Join us for a timely conversation on how to navigate today’s sales environment with more confidence, more clarity, and a stronger sense of control over what winning really looks like.