Rethink the Renewal — Sales Training for Brokers

As one Ontario Broker put it, ‘Our industry does a great job teaching technical insurance knowledge, but when it comes to soft skills, we have a long way to go.’

Enter David Rashty from CraftingPremium Inc, an insurance professional turned educator who specializes in soft skills training for front line staff. He partners with brokerages to help their teams navigate both every day and challenging customer interactions with confidence and empathy.

“There’s definitely a training gap,” says David. “All of my training focused on products and software systems — but that’s only 20% of the job. The other 80% is about conversations with clients and guiding them to make the right decisions on coverage.” 

We teamed up with David to develop a new course — From Client Support to Sales Strategy: Unlocking the Renewal Meeting. Focused on the Personal Lines renewal process, the course equips brokers with strategies that move beyond the standard automated email, turning routine touch points into meaningful sales conversations.  

“The renewal meeting is full of small, powerful opportunities,” says David. “In the rush of daily tasks, it’s easy to overlook them. But seizing these moments can turn a one-time interaction into a lasting client relationship. It’s also one of the few times clients are eager to learn more about their coverage — especially when you set the tone early. When a client says, I never knew that, you taught me so much, you know you’ve made it count.”

This course combines flexible independent learning with interactive support, blending a four-part eLearning series with a live webinar component.

The eLearning element features focused recorded lessons, a built-in note-taking appand a fillable workbook to help build personalized renewal meeting plans. Brokers have access to practical templates for emails, phone calls and presentation topics. The webinar component is offered three times in 2025 (June–July, Aug–Sept, Oct–Nov) and provides the opportunity to engage with David, ask questions and fine-tune your approach.

With the right tools and a fresh strategy, every renewal meeting can become a moment of real impact. Registration is now open.