21
APR
2013

WHY TRADITIONAL SALES TRAINING DOESN’T WORK

Theories are good…in theory. Hundreds of theories have been put forth on selling. I have read the books, attended the seminars, and used the techniques as a producer. Few delivered results, fewer still were effective in the complex process of an insurance sale. I have...
26
SEP
2012

FINDING SUPERIOR PRODUCTION TALENT

DC: Historically, what has consistently been the biggest challenge you face as an agency owner? Owner: “In our infancy we were always worried about cash flow,  capitalization, and carrier appointments. Recently, it’s been the economy, and health care reform. But consistently over...
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...
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...
07
DEC
2010

PLANNING TO WIN IN 2011

The end of 2010 is fast approaching, good luck, good health, and good fortune to all of you in 2011. Sales managers and principals; By now, it is critical to have production results for 2010, and projections for 2011. The difference between excellence and mediocrity involves...
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...