ERA Webinar – Redesigning the Rep-Principal Relationship
(For rep firm owners, presidents and managers)
Description: This program helps reps deepen business relationships, build more trust, accountability and responsibility with principals, and create stronger partnerships. The challenge is to have impact without control. In this session, you will learn: the eight principles of designing strong rep-principal relationships; the role of authenticity and how to use it to strengthen your relationships; how to elicit the principal’s expectations of you and your firm and how to clearly, simply state what you want from the principal; why saying no or postponing an agreement that may have less than a 50/50 chance of success leads to a more impactful relationship; and when a contract meeting is not going well, how to discuss the issues directly with the principal.
