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...
21
JUN
2011

UN-COMMODITIZING INSURANCE

What makes you better or different than your competition? Ask every agent that question and you’ll get the same answer. I’m not kidding. Don’t believe it? I’ve worked with hundreds of agencies & brokers in North America. The first question I always ask them is. “What makes...
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...
26
MAY
2011

IQ UNIVERSAL TRUTH #3 – THE RULES OF THE INSURANCE GAME

One way to look at the competitive arena of insurance sales is to view it as a game. Going in with this attitude lessens the impact of a loss, and the philosophy of “we’ll live to play another day” or “we’ll learn from our mistakes and get em next time” offers hope for future....
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...
10
JUL
2010

PARETOS PRINCIPAL AND BOOK GROWTH

Business management thinker Joseph M. Juran suggested the 80/20 principle and named it after Italian economist Vilfredo Pareto, who observed in 1906 that 80% of the land in Italy was owned by 20% of the population. He developed the principle by observing that 20% of the pea pods...