Are You Replaceable?

Have you ever heard the phrase, “All you insurance people are the same?”  How do you respond? What is your value in the marketplace? In other words, why should someone pay your for your services? Why should they choose you over all the rest? One of my business mentors, Paul Martinelli states there are three […]

Ask Yourself This Question Today!

What are some things you really want to achieve in your business and/or life? Is it more money, better relationships, bigger house, paying off credit card debt, taking more vacations, giving more to your favorite charity, or that fancy sports car? Now, let me ask the same question again with a caveat. What are some things […]

Three Questions Every Insurance Prospect is Asking You

Every prospect you encounter has some level of hesitation in doing business with you, but it all boils down to three main questions. I am long-time fan of the work of John C. Maxwell. John is known as the world’s leadership guru, and deservedly so. One of my favorite books from John C. Maxwell is, […]

Two Reasons Your Insurance Agency is Stagnant

I asked an insurance agency owner a few years ago about their goals. How did they envision their agency in the next 5 years? What I heard shocked me, yet as I talk with more and more insurance leaders, I realize that this attitude is far too common. He said, “It today’s competitive climate, we […]

The 3 Risks Every Insurance Producer Must Face

“Security is mostly a superstition. Life is either a daring adventure or nothing.” — Helen Keller If you have been an insurance sales producer longer than 10 minutes, you know all about risk. Risk is defined as “exposure to danger.” Danger surrounds insurance producers everyday. It could be in the form of a manager, company, […]

3 Ways Top Insurance Producers Grow Their Business Without Saying A Word

Are You a Perceptive Listener? “If speaking is silver, then listening is gold” Turkish Proverb Perceptive listening is the key to great insurance production. Have you ever had a sales appointment where you felt like a rock star on the big stage or an attorney delivering a spellbound closing statement. You rattled off all the […]

What Price Are You Placing on Yourself?

One of the most common frustrations I heard from insurance clients in my 15 years of insurance production was that the premium is too high. If you are an insurance producer, you probably hear things like……… “Can we get a better price?” “Can you do any better?” “Why is it so expensive?” “Why did the price […]

You’re Not Ready….And That’s OK

No certification, training, book, or program will determine if you are ready to take the next step in anything.  Sometimes, you just have to jump! In 2012, I was asked to speak in front of 100 agents at a top Midwest insurance agency. This was not only a top-notch insurance agency with explosive growth, but […]

Empowering Your Agency to Success

When you think of customer experiences you have had with your cable company, phone company, or services run by a governmental entity, what are your typical feelings? If you are like many, the words frustrated, annoyed, or maybe even dreadful come to mind. I had a recent phone conversation with my cable company to change […]

Moving Your Insurance Agency From Maintenance to Multiplication

Several years ago, I was speaking with an insurance agency principal about the future of the agency. This is a profitable agency with a solid history and equipped with the tools and resources to surge ahead. I asked the principal his goals for the agency over the next 5–10 years and his answer surprised me. […]