Welcome to IBANS Education Week - Sponsored Exclusively by Economical Insurance

Education is the foundation of trust in insurance. For brokers, ongoing learning isn’t just about meeting licensing requirements—it’s about staying sharp in a fast-changing industry. That's why we are proud to partner with Economical Insurance to deliver a week of learning for members. Well-educated brokers can better assess risk, explain coverage clearly, and tailor solutions that truly protect what matters most. Education empowers insurance brokers to deliver smarter advice, stronger service, and long-term value for their clients.

Taking the Lead: Natural Sales Conversations

Most insurance conversations stall because the objective is unclear, concerns go unspoken, or the conversation jumps to price too soon. The result is hesitation, objections, and delayed decisions. In this 90-minute webinar, you will learn the P.O.L.I.C.Y. Conversation Framework; a practical structure for guiding insurance conversations from first contact to a clear outcome.

You will learn how to:

• Build trust early and position yourself as an advisor, not a salesperson
• Clarify what clients actually want to solve, beyond “just looking for information”
• Surface and label the real problems driving the decision
• Explain your process in a way that builds confidence and peace of mind
• Address underwriting and objections before price becomes the focus
• End conversations with a clear yes or a clear next step

This session is designed for insurance advisors and producers who want smoother conversations, fewer objections, and better decisions - without pressure or scripts. Simple. Practical. Immediately usable.

Presenter: David Rashty

David Rashty is the Founder and Head Insurance Sales Coach at CraftingPremium. David has trained 1,600+ insurance sellers and helps brokers sell more, and with less stress, by fixing what most sales coaching ignores: sales psychology, effective habits, and real client conversations. His no-fluff, human-first approach replaces scripts and pressure with confidence, better decisions, and results that actually stick.

Date: February 11, 2026

Time: 1:00pm-2:30pm AT