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...
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...
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...
10
MAY
2013

SHARKPROOF: CLIENT RETENTION STRATEGIES

Shark Proof. That’s an interesting name for an article on Insurance sales, right? It’s designed to get your attention because you need to read this article. A Shark is what I call the kind of producer you don’t want anywhere near your clients. It’s actually a huge compliment. It...
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...
21
JUN
2011

THE TRUTH ABOUT THE COMPETITION

Say what you will about the competition- Just don’t say anything bad. The cardinal rule about not bad mouthing the competition is both virtuous, and professional. Knocking the competition usually backfires, and creates a negative impression on the person throwing rocks. At the...