21
APR
2013

WHY TRADITIONAL SALES TRAINING DOESN’T WORK

Theories are good…in theory. Hundreds of theories have been put forth on selling. I have read the books, attended the seminars, and used the techniques as a producer. Few delivered results, fewer still were effective in the complex process of an insurance sale. I have...
08
APR
2013

BUILD AND DELIVER PROPOSALS THAT WIN

As insurance agents, what we sell is an intangible. I’ve often heard it said that we sell peace of mind. Quite frankly, we sell insurance protection. And unlike the products sold by manufacturers, distributors, or retail businesses, our clients cannot see, touch, smell, or taste...