Menu Close Search User Account
Midwest Elite


The Elite Force program is designed to be complete training for young and new producers who have a basic understanding of sales and need the foundation of a strong education to transform them into superstars in production. This course is recommended for agents with less than three years experience in sales and less than five in the industry. 
Producers in the Elite Force Sales Training Program average $31,500 in first-year NEW commissions - with top performers making 50-100% more! In addition, the top two all-time Midwest Elite Force producers made over $200,000 and $300,000 respectively their first year (not included in average).


Applicants must complete the official application form. Applicants will be considered on a first-come, first-served basis. No registration is confirmed until a completed application and required attachments have been received.

Class Information

May 7-9, 2018
August 13-15, 2018
November 5-7, 2018
February 11-13, 2019

First Quarter:

Perception, Power and Performance - Personal Discovery
Consultative Relationships Gaining Long-Term Customer Confidence
The Numbers Game Goal Setting
Prospecting - Risk Management Basics, Suspects vs Prospects
Time Management The Most Critical Tool
The Perfect Sale Methods To Create It

Second Quarter:

Learning as a Lifestyle - Be Successful Long-Term
Six Steps to Sucess The Psychology of Sales
Marketing for Success
Managing the Sales Process -How do the best become the best?
Conflict and Politics Manage conflicts in the agency

Third Quarter:

War Stories What works and Why?
The Presentation Polish it for various situations
The Negotiations
Case Studies and Practice
Team Work and the Case Analysis Identify suspect vs. prospect
The Interview


Fourth Quarter:

Business Etiquette First Impressions Count
To Close or Not to Close
The Customer as King Dealing with touch customers
The Triangle
Motivation for the Long Run Stress Management
Your Sales Style

Class Location:

IIAN Learning Center
8231 Northwood Dr., Ste. B
Lincoln, NE 68505
Phone: 402-476-2951
Fax: 402-476-1586 


The Elite Experience

The Elite Sales Training Experience
The school consists of twelve (12) full days' training, completed 3 days at a time. The class is held quarterly at the IIAN headquarters in Lincoln. The course curriculum outlined below is augmented by extensive study at home and in the office, using books and videos from some of the industry's best. 
Developed by independent agents for independent agents - the Elite Force program teaches the full psychology of the sale, not just tricks or gimmicks. The program covers everything from prospecting to data gathering and closing. We teach personality traits, negotiation skills, time management, consultative relationship building, credibility building and more.

Several different popular sales techniques are reviewed. Case studies and the students' own actual experiences are discussed among the group, thus learning from each other's successes and failures. Plus, they learn about presentation skills, using the Web for prospecting, and how to set, measure and track their sales goals.

Limited to 15 students - students receive individual attention during and between class sessions.

Taught by certified, experienced, national-level Elite Force instructors.

Builds accountability into daily habits of students - goal setting and monthly reporting are the written requirements of the program. Students are required to report monthly sales activities to their assigned agency manager and the Big "I" Elite Force sales mentor, and that activity will be reviewed quarterly by the Elite Force.

Associate in Insurance Production (AIP) Designation - This program has been approved by IIABA for the AIP designation. This designation will be conferred upon all students who:

  • Attend each class session
  • Complete the classroom work
  • Turn in monthly sales reports
  • Complete the goal setting
  • And complete any other assigned requirements
Proven results!

Producers in the Elite Force Sales Training program average over $50,000 in first-year commissions.  The top 2010 Nebraska Elite Force producer made $300,000+ in commissions.   

2010-2011 Student; Cole Williams, AIP at Insurance Associates in Norfolk, NE was named #1 in 2014 Policy Growth as reported by Insurance Business America magazine!

Tuition & Lodging

Tuition, Admission and Registration

$2,200 for members of a state association (3,700 for non-members) which includes: 

  • 12 full days of instruction, presented three day at a time, quarterly
  • All class workbooks, supplies, reading materials, morning coffee, afternoon refreshments, and two lunches
  • Monthly mentoring by experienced Big "I" sales mentor, individualized student profiles, after-class activities planned to facilitate relationship building among students
  • The Associate in Insurance Production (AIP) diploma** and recognition at the IIA of IL CONVO. 
    (**attendance at all class sessions and completion of classroom work and written reporting requirements required.)
Applicants must complete the official Application Form and Letter of Commitment and return to the IIAN office.  Email to or fax to 402-476-1586.


Applicants will be considered on a first-come, first-served basis. No registration is confirmed until completed application, required attachments, and tuition payment has been received. 

Hotel Accommodations:

Take advantage of the close proximity of the Staybridge Suites. They offer many free amenities such as a hot breakfast buffet, fitness center, free internet, indoor pool and evening receptions on Tues/Wed/Thur nights. Students are encouraged to stay in the hotel to promote networking with other students and reduce distractions. 
Staybridge Suites
1501 North 86th St.
Lincoln, NE 68505
Direct: 402-484-6000
Central Reservations: 1-800-225-1237


View a video testimonal here!

Elite Force is an unforgettable growth experience for students, as their self-confidence soars along with their selling skills. Our goal is to develop life-long learners in insurance and sales.

Elite Force is an unforgettable growth experience for students, as their self-confidence soars along with their selling skills. Our goal is to develop life-long learners in insurance and sales.

“The Elite Sales Force Class was a great workshop that really dives into the art of sales and how to come up with a personal approach that works for you.  The class really challenged me to get out of my comfort zone and proactively attack my personal goals.  It is a great opportunity to network with agents from across the 
Midwest and form friendships that will last a lifetime.  The class offers a strong field of instructors who are passionate about helping young agents develop their skills and succeed in achieving their goals.  Elite Sales Force is a great opportunity and I would strongly recommend it for anyone looking to enhance their sales acumen." -J.H.  Nebraska Student, 2017

"I do sincerely believe that the Elite Force education system will continue to have a major impact on my career for many, many years in the future. Likely my entire career." -Missouri Student, 2012
"I gained the confidence of going up to future prospects and talking to them." -Missouri Student, 2012

"This is a great chance to improve your sales skills and meet new agents who can also give you insight or tips to help you along your way." -Missouri Student, 2012

"The entire process of how to generate sales from networking to cold calling has been very good. I have read most of the books distributed ... they too have been very helpful." -Missouri Student, 2012

"If you are new to selling, this is a great class to get you out of your comfort zone." -Missouri Student, 2012
"I attended the Elite Sales School in my second year of production as an agent and the experience was awesome. This structured course has offered so many new avenues to my sales strategy that I will continue to use for the rest of my career. My own personal sales increased by over 75% in new written premium during this 12 month sales school. I built many life long relationships with the other students & professors as well. It is never too late to increase your knowledge, and if you are driven to succeed I highly recommend the Elite Sales School. Don’t waste another year of your career with unsatisfied sales results and sign up. If you are willing and driven, Elite will help you succeed beyond your expectations.“ -Nebraska Student, 2013

“The Elite sales class has been instrumental in my growth and maturity as a new agent. I learned how to make good use of my time which ensures a steady flow of new business that turns into loyal customers. The instructors take a hands-on approach which fosters in-class discussion and conversation. I would not be the agent I am today without the Elite Sales class. I highly recommend this class to any new insurance agent.” -Nebraska Student, 2011

"The Elite class is an absolute win-win situation for the agent and is an investment for the (agency) principal. The price of the class will pay off ten-fold. My confidence level has skyrocketed. It gives me something structured to look back at. I have the data, materials, and tools right here." -Missouri Student, 2006

"The Elite sales class was the best sales training class I have attended. The Elite sales class teaches you how to prepare, manage, and follow through on your sales goals. The hands-on interaction between students and instructors was very beneficial. The Elite Sales class truly does teach you how to succeed in insurance sales. This class will give you the knowledge and self-confidence to succeed! I will highly recommend this class to any young/new insurance agent." -Iowa Student, 2008

"I want to thank the Big "I" for the Elite Force Sales Training program. WOW!!! What a difference you have made in (our young producer's) life. I suspected she had the basic gift for sales, but this training has been life changing for her...she has been an inspiration for her co-workers and myself. It has also been a great opportunity to plan for the perpetuation of the agency." -Nebraska Agency Principal, 2008