Merchants Hosts 2024 Producer Training School

From October 6, 2024 through October 11, 2024, Merchants Insurance Group welcomed 19 producers to Buffalo, New York for its annual Producer Training School!

Producer Training School (PTS) is an intensive five-day program designed for insurance professionals with a minimum of six months in the industry to hone their selling skills and grow in the insurance field.

Organized and hosted by Bob Perno, Corporate Sales Manager at Merchants Insurance Group, PTS provides an invaluable professional development experience for all attendees, whether they are new producers looking to develop their sales skills or seasoned salespeople hoping to enhance their existing sales strategies. Regardless of their experience level before the program, this sales-intensive training opportunity brings together a determined group of professionals eager to learn and grow in the industry!

In addition to professional training, Producer Training School provides attendees with opportunities to build and develop strong relationships with Merchants’ staff and other producers. They also have the ability to earn CE credits as the Dynamics of Selling is recognized by many states as an approved CE program.

“This was one of the best experiences I had in the business of insurance. I learned so much.”

-Tarius Lincoln, Risk Placement Services

“I have so much enthusiasm from this training. I can’t wait to start implementing in my daily routine.”

-Suzi Pastorelli, Patriot Growth Insurance Service

“Amazing experience. I didn’t know what to expect at first. Now I would do it over again.”

-Trevor Barnard, Bauer-Crowley, Inc.

Producer Training School 2024

Producer Training School Class of 2024

19 producers journeyed to Buffalo, New York for Producer Training School 2024.

Here’s what their week looked like:

Producer Training School began at 6:00pm on Sunday October 6, 2024 at the Aloft Buffalo Downtown hotel, located one mile from Merchants’ corporate headquarters. Attendees checked in for the week and met Bob Perno for the Welcome Reception.

Attendees get acquainted on Sunday, October 6, 2024 at Aloft Buffalo Downtown hotel.

Attendees then ventured to Vice Restaurant for a group dinner, where they were joined by special guests from Merchants’ marketing department, Erica Dalton (Marketing Supervisor) and Kyra-Jade Lewis (Video Production Strategist).

Producer Training School attendees at Vice Restaurant for dinner!

Speaker Sessions

Each year, PTS welcomes a series of distinguished speakers to share their expertise with attendees. Sessions feature a wide breadth of topics, tailored to enhance producers’ sales approach and ability.

“It truly is a training school so be ready to do work. I loved it!”

-Jessica Oviedo, Colstan & Associates Agency

Sessions included:

The Dynamics of Selling

Monday, October 7 – Wednesday, October 9

Speakers: Joe Coccimiglio and Griff Griffith

: Joe Coccimiglio

: Griff Griffith

The Dynamics of Selling is a program highlight, spanning several days on the week’s agenda. Led by industry leaders Griff Griffith and Joe Coccimiglio, this educational session teaches an insurance-specific sales process.

“The Dynamics presentation blew my expectations out of the water.”

-Logan Lorys, Hallahan McGuiness & Lorys

Participants find tremendous value in this training, which is focused on “super-qualifying prospects, demonstrating value and avoiding the price-driving sales, and knowing when to move towards a close or walk away,” according to Bob Perno.

“Dynamics of Selling is seriously a career-changing course taught by an incredible company with awesome peers. Producer Training School is an amazing week – educational and fun.”

-Elias MacGillivray, Hilb Group, NE

Creating An Influential Presence

Thursday, October 10

Speaker: Jessica Schimert

: Jessica Schimert

Creating an Influential Presence was a new session to PTS this year! Jessica Schimert discussed emotional intelligence and its role in effective sales strategy. She spoke of the importance of strategic communication and how to successfully connect with prospective clients and make the sale!

Building Your Brand

Thursday, October 10

Speaker: Craig Bender

: Craig Bender

In “Building Your Brand,” Craig Bender taught attendees the value in defining and building their personal brand, and the impact of marketing themselves, particularly through social media.

Fun fact: Craig is a Producer Training School alumnus!

Understanding & Selling Merchants Commercial Lines Products

Friday, October 11

Speakers: Frank Simpson and Erica Dalton

: Frank Simpson

: Erica Dalton

Frank Simpson, Territory Manager for Merchants’ Western Strategic Business Center, and Erica Dalton, Marketing Supervisor, provided an overview of Merchants’ commercial lines products and insight into coverage differentiators to help producers better understand and sell more effectively.

“Great learning experience especially for someone new in the industry / sales.”

-Drew Berghane, Risman Insurance Agency, Inc.

Getting to Know Merchants

Producer Training School also focuses on strengthening the relationships between Merchants and its independent agent partners in attendance.

The company’s Agent Value Proposition states:

As a carrier dedicated exclusively to independent agencies, Merchants is committed to helping you achieve your goals. Our regional presence enables us to develop personal relationships based on earning your trust.

Throughout the week of Producer Training School, attendees had the opportunity to foster that relationship, meeting and networking with Merchants’ leadership and colleagues.

On Wednesday, October 9, Producer Training School attendees took a tour of Merchants Insurance Group’s corporate headquarters and Western Strategic Business Center, both located in downtown Buffalo, New York. Merchants President Charles Makey even joined the tour as they viewed the executive offices of the corporate headquarters!

“Learning about Merchants was awesome. Interacting and learning with everyone was the best. The class and my overall experience was amazing.”

-Carl Belizaire, Lawley Insurance

Several Merchants colleagues and members of leadership join the group for dinner throughout the week. Special guests at this year’s group dinners included (in order of appearance):

Erica Dalton, Marketing Supervisor
Kyra-Jade Lewis, Video Production Strategist
Charles Makey, President and Chief Executive Officer
Michael Wolfe, Sr. Vice President, Regional Operations
Joe Meyer, Sr. Vice President, Underwriting, Product Development & Programs
Lisa Grajeda, Executive & Regional Support Specialist

Making Connections & Experiencing Buffalo

Attendees may have been strangers at registration on Sunday, but that certainly wasn’t the case by Friday afternoon!

After five days of educational speaker sessions, networking opportunities, team building, dinners, and outings around Buffalo, the group made lasting professional and personal connections with one another.

Here are some photos attendees sent us from their time together in Buffalo:

Closing Ceremony

The week concluded with one final event: the Closing Ceremony!

At the Closing Ceremony, the group reflected on the five-day journey they’d been on together. Bob Perno congratulated the class and presented each participant with a certificate of completion.

Each year, attendees vote for one outstanding member of the class to receive the Producer Training School MVP award. This year’s recipient was Drew Berghane from Risman Insurance Agency, Inc.

Congratulations, Drew!

Gallery | Producer Training School 2024

View more photos from Producer Training School 2024 below.

“I needed this. It’s inspiring.”

-Chaz Timmons, PDM Insurance Agency, Inc.

Class of 2024

Congratulations to this year’s attendees on completing Producer Training School!

Thank you for your contributions, willingness to learn, and enthusiasm.

Each PTS participant gets a new professional headshot, courtesy of Merchants’ Video Production Strategist Kyra-Jade Lewis! See this year’s attendees below.