3 Questions to Connect to Your Insurance Prospect’s Heart

Have you ever felt like you have delivered a powerful and effective sales presentation only to realize that it did not connect with the prospect? This has happened to me on several occasions. I came into a prospect meeting energetic, ready, and full of answers. Unfortunately, I later realized that my answers did not address […]

Insurance Leadership or Management?

One of the principles I teach during my keynotes and workshops is, “True leadership is influence, nothing more, nothing less.” I had an insurance agency leader ask me to help him understand this philosophy better. He wanted to understand the difference between leadership and management. At first, I started to explain the power of influence […]

What Are Your Insurance Growth Success Vitals?

There are a few essential vital signs such as pulse, temperature, respiration rate, and blood pressure that determine the state of your body functions and your overall state of your health. In any health analysis, the vital signs are always the first thing that is checked.  The deliver the most information that is vital to your well-being […]

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 […]

Are You Willing to Face These 3 Risks?

No risk, no nothing! If you have been in sales or a commission only position for longer than 10 minutes, you know all about risk. Risk is defined as “exposure to danger.” Danger surrounds sales professionals everyday. It could be in the form of a manager, vendor, prospect, client, product, or service. That list could go on and […]

The Highest Calling of Leadership

How much time and energy do you put into self-leadership? I recently was interviewed on Agency Nation Radio by my longtime insurance friend Ryan Hanley. Ryan and his team at Agency Nation has invited me to speak this June at Elevate 2017. In this podcast episode, I discuss why self-leadership is the missing ingredient to success for many […]

Maybe You Should Quit

I had a discussion with an insurance producer a few years ago at an industry conference. We started talking about our business and the pros and cons of being an insurance producer. We had a friendly conversation that lasted for about 10 minutes. There was only one problem; This person couldn’t list anything he liked […]

The #1 Reason Most People Buy From You

Several years ago as an active insurance agent, I become curious about why my current clients selected me as their agent. Let’s face it, there are countless agents to choose from both locally and online. I wanted to get to the heart of the matter on how I earned their business. I set out to […]

Are you there yet?

If you have ever been on a long car trip with young kids you know the #1 question you will be asked repeatedly before you ever pull out of the driveway. “Are we there yet?” I have heard this question countless times on various trips with my family. After several answers of, “No, almost, getting […]

What Would You do if You Could Not Fail?

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 […]