07
JAN
2016

ACTIVITY VS. SALES – PREDICTING PRODUCER SUCCESS

Sales iQ Activity vs Sales Which is the better predictor for producer success? Many agency principals and sales managers believe that compensation and commissions will motivate their producers. That’s true for those who are motivated solely by money. Many studies show that...
23
NOV
2015

NEGOTIATION SKILLS

As agents, we are required to negotiate frequently as a natural course of doing business. We negotiate every day of our lives with clients, prospects, underwriters,marketing reps, and Agency personnel. We negotiate on everything from rates to coverage, and from services to...
22
MAR
2015

MY FAVORITE UNDERWRITERS

The role of today’s Underwriter is complex. They must be gatekeepers, relationship managers, marketers and sales managers As Agents, we must understand, and respect these differing and often conflicting roles. If I could distill the qualities of exceptional Underwriters into a...
15
JAN
2014

THE IMPORTANCE OF SALES MEETINGS

Nothing, not one thing happens in this economy until a sale is made. No raw materials are ordered, not one engine starts, and no services are performed until an order has been placed. Strong sales are the single most important asset of any for-profit company.  New business is the...
20
NOV
2013

NON OPTIONAL SALES SUCCESS BEHAVIORS

I have the good fortune of meeting and working with the very best in our business. I routinely  engage in discussions on a variety of topics that affect our industry. Interestingly enough, the conversations I enjoy most are not those with experienced producers who  draw from a...
22
OCT
2013

SELLING VALUE

As a consumer, do you always buy the cheapest product or service you can find?  If you are like most people, probably not. Do you gravitate towards the most expensive item you can find? Unless you have money to burn, find a once in a lifetime deal,  or it’s on your bucket list,...
31
JUL
2013

UNLOCKING PROSPECT INFORMATION TO WIN BUSINESS

Unlocking prospect information is a critical skill set that separates the best agents from rest. Recent questions have arisen regarding efficient information gathering. The very best get everything they need from prospects and clients to do a professional job representing them to...
19
JUN
2013

THE HIDDEN LANGUAGE OF SALES

As agents, effective communication is critical to our  success. Studies show only 30% of the information we receive in the context of a conversation is verbal, almost 67% is non-verbal. Humans are a very visual species. Be aware of the huge role that hidden language plays during...
23
MAY
2013

SHARKPROOF PART 3: INFLUENCE

Shark Proof The three I’s in Shark proofing are Insulation –Investment – Influence In the first two installments, we covered Insulation & Investment. Today I finish the series with Influence. As you remember, a ” Shark”  is what I call the kind of producer you don’t want...
10
MAY
2013

SHARKPROOF PART 2: INVESTMENT

In part one of this series, we defined a shark as the kind of producer you don’t want anywhere near your clients.  Sharks are experienced professionals who know the business, and are experts at breaking relationships. The 3 I’s of shark proofing that create a near impregnable...