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...
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...
26
FEB
2013

BUYER FACILITATION VS SELLING

What’s the difference?   Buyer facilitation is helping prospects discover for themselves why they should do business with us. Selling is telling them why they should do business with us. The difference may appear subtle,  but the 2 approaches couldn’t be more different, and...
26
JAN
2013

PRE-CALL PREPARATION FOR SALES SUCCESS

The incumbent agent stands between you and sales success.  For you to win, they must lose. Understand, we are not just asking prospects to do business with us, we are asking them to break a professional relationship. Why then do we enter into competitive situations not giving...
01
APR
2011

SERIES: NATURAL LAWS AS THEY APPLY TO SALES

The natural laws which rule our universe are explained through physics, mathematics, chemistry, and other disciplines. These include Einstein’s theory of relativity, Kepler’s laws on planetary motion, and Newton’s and laws on gravitation. There is another group of natural laws...
27
OCT
2010

ANATOMY OF A LARGE ACCOUNT SALE

This October marks my 31st anniversary in the insurance industry. Many things have changed since my first insurance sale. Initially, my experience and confidence level precluded me from effectively pursuing larger or complex accounts. As my knowledge base, and experience level...
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...