The MORE System™ Curriculum

The MORE System™ (Maximizing Organizational Return on Employees) is the consultative sales methodology built by Q4i (Q4intelligence) for employee benefits producers and agencies. It's a proven path to filling your pipeline, closing more deals, and building a more profitable book of business taught through five video-based courses inside Goose, our growth platform.

Below is the full curriculum: every course, lesson, and video, so you can see exactly what you'll learn before you join.

New here? Start on the MORE™ Sales Training page. This page is the full curriculum breakdown.

Course 01

Introduction to a Healthy Growth Model

Rather than having their own growth model, most agencies operate as more of a franchised distributor for the insurance carriers. This course lays out a healthier model that puts the producer and agency in control of their own growth and success.

Lesson 1 — Introduction A welcome from your coaches introducing you to your growth experience and highlighting the exciting learning that lies ahead.

Lesson 2 — Breaking Down the Growth Model Explore the vulnerabilities of the typical agency's business model and lay out a stronger foundation for a healthier model.

Video 1: Business Model — Break down and analyze the dangerous elements of the typical agency business model and discuss a healthier approach for each.
Video 2: Want vs. Have to Buy — Learn how to shift the focus from what your buyers HAVE to buy and resent buying to what they really WANT to buy and value.

Video 3: Expand Your Value — Explore how salespeople must evolve to remain relevant and bring increasing value to the sales conversation.
Video 4: Challenger Sale — A breakdown of the five distinct sales profiles. Dive deeply into why you must become a Challenger throughout the sales process.
Video 5: The Power of Why — Analyze the critical elements of a complete and effective sales message and the importance of approaching them in the right order.

Lesson 3 — Selling Is a Transfer of Confidence This lesson breaks down the sources of confidence found in the most effective salespeople.

Video 1: Client Impact + Story + Pipeline — Identify and break down the three most critical factors that lead to sales confidence.

Course 02

The MORE System

This course introduces you to the MORE System™, a consultative sales process that drives consistent sales results and ensures the buyers on the receiving end make the best buying decision possible.

Lesson 1 — Solutions Introduced

This lesson explains how to extract the maximum value from your solutions for your and your clients' benefit.

Video 1: Introduction to Solutions — Learn how to use your (value-added / non-insurance) solutions to deliver a significantly greater impact for your clients.

Lesson 2 – Corporate and academic programs

A general overview of the MORE System and the key elements that make it work.

Video 1: Setting the Stage — Discover two key elements that pull prospects into your sales process and keep them moving forward.
Video 2: A High-Level Overview of the MORE System — A high-level look at the entire MORE System sales process.

Lesson 3 — Strategic Analysis

How to effectively execute the Strategic Analysis, the second phase of the MORE System that clearly identifies the buyer's needs.

Video 1: Revisiting the Standard + Meeting's Intent — Discuss how these key elements are applied during the Strategic Analysis.
Video 2: Do You Agree? — Evaluate how your beliefs align with the MORE System philosophies through a series of questions.
Video 3: Strategic Analysis Walkthrough — Break down the details of the Strategic Analysis phase of the sales process.
Video 4: Role Playing of Strategic Analysis — Hear how the Strategic Analysis is delivered.
Video 5: Preparing and Using the Strategic Analysis Document — Learn how to build your version of the Strategic Analysis.

Lesson 4 — Strategic Alignment Plan

How to effectively execute the Alignment Plan, the third phase of the MORE System that details how you will bring improved results to the buyer.

Video 1: Revisiting the Standard + Meeting's Intent — Discuss how these key elements are applied during the Alignment Plan.
Video 2: Strategic Alignment Plan Walkthrough — Break down the details of the Alignment Plan phase of the sales process.
Video 3: Role Playing of Strategic Alignment Plan — Hear how the Alignment Plan is delivered.
Video 4: Preparing and Using the Strategic Alignment Plan Document — Learn how to build your version of the Alignment Plan.

Lesson 5 — Executive Briefing

How to effectively execute the Executive Briefing, the first phase of the MORE System, which explains a more logical approach for buyers to choose their benefits advisor.

Video 1: 3-Year Working | Not Working — A powerful conversation to differentiate yourself and get the buyer to discuss their goals.
Video 2: Revisiting the Standard + Meeting's Intent — Discuss how these key elements are applied during the Executive Briefing.
Video 3: Executive Briefing Walkthrough — Break down the details of the Executive Briefing phase of the sales process.
Video 4: Role Playing of Executive Briefing — Hear how the Executive Briefing is delivered.
Video 5: Preparing and Using the Executive Briefing Document — Learn how to build your version of the Executive Briefing.

Lesson 6 — Establishing Habits

This lesson dives into habits and tools that keep you focused and productive.

Video 1: Training to Traction | Next 90 Days — Start building a 90-day plan to turn your new ideas and tools into sustainable habits.

Course 03

Making Solutions Work for You in the Sales Process

This course details how to structure and use solution documents as integral pieces of the MORE System.

Lesson 1 — Document Workshop / Putting It to Work for You Tools and effective strategies to capture and document your solutions.

Video 1: Introduction to Solutions — Learn how to use your (value-added / non-insurance) solutions to deliver a significantly greater impact for your clients.
Video 2: Taking Solution Inventory — Get started on a systematic approach to identifying and tracking your collection of solutions.
Video 3: Building and Using Solution Worksheets — We introduce a worksheet that ensures you understand, communicate, and implement your solutions more meaningfully.

Course 04

Building a Book of Business for Long-term Growth

This course focuses on strategies to drive consistent, predictable, and increased levels of growth.

Lesson 1 — Know Your Numbers Ways to quantify your performance, from prospecting to execution to maintaining a healthy book of business.

Video 1: Key Performance Indicators — Discover and dissect the most critical metrics of growing your business.
Video 2: Book of Business — We show you how to analyze the financial health of your book of business.
Video 3: Gold-Silver-Bronze Goal Setting — A process to confidently set a sales goal that will most likely result in a higher target than you would set on your own.

Lesson 2 — Establishing Healthy Habits This lesson dives into habits and tools that keep you focused and productive.

Video 1: Weekly Planning | Blocking Time — An approach to ensure effective time management.
Video 2: Keeping the Pipeline Flowing — Proven strategies that keep prospects progressing through the pipeline.

Course 05

How to Fill Your Pipeline with Quality Prospects

This course shares prospecting insights that help ensure your pipeline is filled with the right number of the right opportunities.

Lesson 1 — Filling Your Pipeline This lesson focuses on the most important sales ability of all — building and maintaining a healthy pipeline.

Video 1: Tiering Exercise — Solve the mystery of how to fill your pipeline with the highest-quality opportunities possible: referrals from existing clients.
Video 2: Centers of Influence — A step-by-step process for establishing center-of-influence relationships that become the powerful growth partnerships they need to be.
Video 3: Cold Approaches — Despite what most salespeople want to believe, cold prospecting approaches can still be effective, and we'll explain how.

Ready to work through the full curriculum?

The MORE System is included with every Goose membership.* Start by taking the Q4i Agency Analysis to see where your biggest growth opportunities are, then bring the system to life inside Goose.

*The MORE CORE six-month membership includes access to select portions of the full curriculum. All annual subscriptions include full access.

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