Strategic Conversations That Build Trust
and Drive Decisions
Back by popular demand is Jenn Walsh, CEBS.
In an industry shaped by complexity and constant change, insurance professionals are expected to do more than provide options—they’re expected to lead. This session equips brokers, account managers, carrier representatives, and others in the employee benefits field with practical tools to show up with clarity, confidence, and structure in client meetings that matter most.
The session explores what it means to lead executive-level conversations, not based on job titles, but based on the need for strategic alignment and clear direction. Whether meeting with a new HR contact or a C-suite executive, participants will leave with techniques they can apply immediately to build trust and make it easier for clients to solve complex, high-impact problems affecting their business, employees, and families.
Drawing from real-world consulting scenarios, participants will learn how to:
● Navigate high-stakes or compressed meetings with strategic influence
● Introduce themselves with confidence when meeting new or less-familiar stakeholders
● Present clear recommendations and guide client decisions, without overwhelming them
● Strengthen internal collaboration between brokers and carriers to present a united front
J
enn is an industry enthusiast who wants people to thrive at all phases of their Sales and Client Service careers. She developed her expertise over the last 30+ years within insurance carriers, a full-service brokerage firm, and by holding several national industry association leadership roles. She founded GenuineShift and its Client Service Academy in 2018 to build client service teams to help insurance brokers grow. She holds a BA in History with Specialization in Business Administration from the University of California-Los Angeles.
One hour of CE credit in Kansas and Missouri is pending.
Must be a 2025 member in order to receive the one hour of credit. There is a 24 hour cancellation policy.
