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Professional Patterns of Management (PPM)


Course Name: Professional Patterns of Management
Category: HS 381Professional Development/Management
Online/Self-Study Course: Fifteen Hours

Course Description

Professional Patterns of Management for the 21st Century is a comprehensive management development program designed to help first and second line managers enhance their leadership skills. This 11 module program will provide managers with the tools to turn their business into a growing, productive, ethical and extremely profitable operation. Completion of this course will also qualify as a step toward obtaining the prestigious Chartered Leadership Fellow degree through the American College.

Learning Objectives

  • Develop your skill in planning the desired results by identifying the four key areas that need your time and attention.
  • Identify opportunities for effective communication, using communication tools that inform, instruct and inspire.
  • Recognize the direct cause and effect relationship that exists between recruiting and production.
  • Increase your effectiveness in the probing interview and your persuasiveness in the presentation step.
  • Create an orderly methodology for developing an Education program for your agents’ career development.
  • Improve your effectiveness in building attitudes, teaching compliant sales strategies and managing activity, which lead to success, independent representatives.
  • Apply proven ways to create prospect attraction and trust through a needs-based, holistic approach and presentation.
  • Master the art of moving representatives to an early, confident start in their new professional career.
  • Formulate predictable monthly forecasts and conduct weekly performance reviews, leading to a greater confidence in monitoring activities and measuring results.
  • Develop your process for attracting and developing others, and leverage your ability and time to focus on the high pay-off activities.
  • Improve your effectiveness as a relationship-builder and a manager of management time.
  • Acquaint yourself with the ethical philosophies, practices and programs that impact profitable benefits for you and your associates.

Topics Covered

  • Introduction
  • Lesson 1: Planning Desired Results
  • Lesson 2: Communicating Effectively
  • Lesson 3: Recruiting Winners
  • Lesson 4:Building Confidence Through Competence
  • Lesson 5: Developing Independent, Responsible Representatives
  • Lesson 6: Creating Prospect Attraction and Trust
  • Lesson 7: Setting Associations Up Early for Success
  • Lesson 8: Monitor Consistently What Matters
  • Lesson 9: Multiplying to Maximize
  • Lesson 10: Enhancing Leadership Skills
  • Lesson 11: How the General Manager Embraces Ethical Conduct

Professional Patterns of Management (PPM)