13
AUG
2010

FOR VETERAN PRODUCERS: SERVICE AND PROSPECTING ARE THE SAME THING

Ask any successful producer in our business what is the single most important activity or skill they attribute to their success, and you’ll hear a variety of responses like: Developing relationships, presentation skills, the ability to close, coverage analysis, developing...
10
AUG
2010

IT’S AN EMOTIONAL SALE

How can you be bored when you are selling a product that protects people’s lives, health and businesses? Our products protect people’s ability to make a living, provide for their families and pay for their children’s education. How many vocations are that important? Every time my...
03
AUG
2010

DISTINGUISHING THE BEST FROM THE REST

We have covered Pareto’s 80/20 rule and discussed how often it applies to not only sales, but in many other areas of our business and our lives. Thank you all for your comments and posts. We discussed the practical application of the 80/20 rule to our book to determine which...