3 Reasons You’re Not Building Profitable Relationships in Your Insurance Business

“If you first help people get what they want, they will help you get what you want.” Zig Ziglar In my 15 years of working as an insurance producer for two successful agencies, I spoke to large number of insurance company marketing reps. Just like any profession, some marketing reps were really professional, knowledgeable, and […]

The Most Important Insurance Skill You Can Develop

We all want to improve the results we’re getting in our lives. For many people better results means more money. For others, it may mean more time, better relationships, or better health.   However YOU define success, I have come to fully realize, and it’s taken me longer than I care to admit, is that […]

Listen up!

“When I get ready to reason with a man, I spend one third of my time thinking about myself and what I am going to say–and two thirds thinking about him and what he is going to say.” Abraham Lincoln Abraham Lincoln is known as one of the greatest communicators of all time. His words […]

You Have to go First

“If you wait until you can do everything for everybody, instead of something for somebody, you’ll end up not doing anything for anybody.” Malcom Bane Yesterday I attended my local chamber of commerce business before hours. I arrived later than I wanted to and quite honestly, I questioned if I should even go inside at […]

The Benefits of Perceptive Listening in Insurance Communication

Are You a Perceptive Listener? “If speaking is sliver, 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 […]

The Biggest Mistake in Communication

I can recall one of the biggest lessons I learned in communication as a young insurance producer. I was working with a commercial prospect and submitted a very competitive quote. In fact, early the next week I called this prospect and asked if was ready to move forward. He said yes, but he did need […]

Connection Precedes Decision

How do you make important decisions? Think about the last sizable product your bought or the last big idea you bought into. What made you make that decision? I love this quote from my mentor, “Stop convincing and start connecting.” So many of us try to sell, whether it be a product or an idea, without […]

Stop Making Things so Complicated

“Life is hard, deliver easy” John C. Maxwell We live in a complex and noisy world. If you ask 10 people how their week is going, I venture to guess that at least half will answer, “busy.” It’s often said that knowledge is power. I firmly believe in the power of knowledge and education, but […]