About Zurich
Our People
Zurich’s Training and Business Development team
Training and professional development play a critical role in both individual and team performance. People perform best with education and development at every stage in their career. Tenured teams need development too, to work effectively together to achieve the best results. Zurich’s Training and Business Development team delivers exceptional learning programs that help dealerships maximize their capabilities and develop the skills needed to perform at their best.
What makes Zurich’s training different
What sets Zurich apart is the deep expertise of each training team member, their collaborative approach to content design and the high standard of quality to which they hold themselves, striving for excellence in every aspect — whether it’s skill evaluation, content development, presentation and delivery, leadership training or learning enablement.
The process begins with a skillful assessment of the training and development needs unique to each customer, selecting the right training method, designing and delivering a customized program, then following up and validating proficiency to ensure learning objectives are met.
Training team capabilities/responsibilities
Customer
For both F&I and P&C, the team designs and delivers training content for all components of Zurich University’s virtual training and e-learning modules, covering a wide range of topics from compliance to F&I sales and lease presentation skills, objection handling, harassment and discrimination, and more.
For F&I, the team develops and facilitates F&I and leadership seminars for dealership employees and management staff. For P&C, the team assists field staff and customers with technical explanations of insurance coverage and risk management solutions, develops product comparisons and analysis to help customers identify gaps and coverage differences.
In 2020, when the pandemic took hold in the U.S., Zurich’s Training and Business Development team adapted the in-store customer presentation to a virtual delivery model and facilitated training including virtual selling strategies and technologies, to enable F&I managers to effectively execute virtual deliveries for their dealerships.
Zurich producers (and underwriters)
Working internally, the Training and Business Development team creates and manages the F&I Selling System, hosts workshops for Zurich’s MEGA team, designs and delivers content for Zurich’s new hire academy, advanced training for producers and underwriters, executive and regional management leadership workshops and hundreds of learning resources.
I want to thank Zurich’s training team for coming to Anderson. Mike and Ken worked with our team on understanding different personality types and using techniques and power phrases to deescalate situations. The team does such a great job at keeping employees engaged during the training sessions and getting everyone involved. This type of training is so important because we deal with difficult situations often, the techniques Zurich shared with us were extremely powerful and will help us be more effective in our customer interactions.
Thank you, guys,
Curtis Riens General Sales Manager Anderson Ford of Lincoln
Meet the Team
Ken Terry | Business Development Training Consultant
- 21 years of industry experience (Retail sales, finance, P&C, business development)
- Law enforcement background provides strong transferable skills and unique perspective for persuasive speaking and de-escalation techniques
- Property & Casualty Insurance Producer license
- Bachelor of Science in Sociology – Texas A&M – Commerce
- Training specialties: Leadership and Persuasion
- Group One Automotive Eagle Award winner
- Executive of the Year Award winner
- FAST Program mentor
- Joined Zurich in 2010
Calvin Morrow | Business Development Training Consultant
- Association of Finance & Insurance Professionals (AFIP) Certified
- Property & Casualty Insurance Producer license
- Previously Mega Dealer Group Director of Finance Operations
- Pioneered first regional web-based training platform and first of its kind National Direct-to Dealer virtual F&I web series
- Over 18 years of industry experience
- Zurich team member since 2015
- Bachelor of Arts – University of North Carolina in Media Studies and Production
- President’s Club Awards
- FAST Program mentor
- Diversity and Inclusion Council member
Mike Zuniga | AVP, Senior Business Development Training Consultant
- 5 years in field sales
- 5 years with the Training and Business Development Team
- 25 years of direct sales experience
- 15 years business development
- Winner Zurich Impact Award (2020); Task Team Challenge Participant (2020)
- John Maxwell Leadership Certification (2019)
- Winner Zurich Bronze Award (2018)
- Producers‘ Club (2014)
- Training specialties: Sales Effectiveness and Leadership
- Joined Zurich in 2010
Steve Cline, CPCU, CIC, ITP | AVP, Senior Business Development Training Consultant
- 18 years of training and business development experience
- Manages training and business development for P&C and underwriting
- More than 1000 individuals trained
- 4-time President’s Club Award winner
- Designations: Chartered Property Casualty Underwriter, Certified Insurance Counselor, Insurance Training Professional
- Serves as SE/TR of the Society of Insurance Trainers and Educators
- US Army Veteran
- Joined Zurich in 1987
- 15 years of direct sales experience
Our Company
Awards & Recognition
Forbes names Zurich to America’s Best Employers for Diversity list May 2021
Zurich is top insurer on Dow Jones Sustainability Index April 2021
Zurich receives Social Equity and Community Empowerment Award March 2021
Zurich named to Fortune’s 2021 World’s Most Admired Companies list February 2021
Forbes names Zurich to America’s Best Employers list February 2021
Zurich earns honors on Corporate Equality Index for LGBTQ Equality January 2021
Bloomberg names Zurich to Gender Equality Index January 2021
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3 DEALER PRINCIPAL