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...
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...
28
JUL
2011

THE WORD STRATEGY

Will Rogers said “it aint so much the things we know that get us in trouble, it’s the things we know that aint so.” Truer words have never been spoken about one of the most abused words in our vocabulary. That word is Strategy. Many misconceptions exist, from how people use the...
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....
26
JUL
2010

PARETOS 8020 CONTINUED: SHRINKING YOUR BOOK FOR GROWTH

Pareto was right. The 80/20 rule works in insurance. If you applied the 80/20 rule to your book you’ve probably discovered that the top 20% of your clients generate 80% of your revenue. Now what do we do with this information? When you reach the point where growth is challenging...