What is Your “Rule of 5?”

Last week I attended the International Maxwell Certification in Orlando, FL. This event is inspiring, encouraging, and filled with great new ideas. One of the ideas shared last week was “The Rule of 5” from John Maxwell. I have read about “ The Rule of 5” before in John’s book, “Put Your Dream to the […]

Are You Replaceable?

How do you determine your value in the marketplace? In other words, why should someone pay your for your services? Why would they choose you? My business mentor, Paul Martinelli states there are three questions to ask when determining your value. 1) What is the need for your services in the marketplace? 2) Do you […]

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 […]

Are You Riding a Dead Horse?

One of the hardest activities for any human being to do consistently is think. There is a reason that most of us today, don’t like to sit in silence. When we sit in silence with no radio, TV, or smartphone game, we have to allow our brain to work. Thinking requires discipline and the ability […]

The One Thing You Can’t Afford to Lose

It’s been said that you can survive 40 days without food, 4 days without water, 4 minutes without oxygen, but we can only survive about 4 seconds without hope. Napoleon Bonaparte said, “Leaders are dealers in hope.” Top Leaders and sales producers have to be able to take a punch in the gut and keep […]

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 […]

Don’t be This

There is a common sickness among many businesses today.  It’s not caused by marketplace competition, consumer changes, or economic conditions.  Although the condition can be treated, it requires hard work, commitment, and a desire to go above and beyond what is expected. What is the sickness?   Settling for average. To maximize your potential, you […]

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 […]