Are You Making Deposits or Withdrawals?

In his best-selling book, “The 7 Habits of Highly Effective People,” Steven Covey discusses the importance of an individual’s emotional bank account. It’s a powerful metaphor used when understanding the trust that is either built or lost in any human relationship. The relationships in business with insurance prospects and clients are no different. Every interaction you […]

6 Ways Listening Increases Your Influence

“You can make more friends in two weeks by becoming a good listener than you can in two years trying to get other people interested in you.” Dale Carnegie. You may have heard this quote before and like me, shook your head in agreement. However, there is a huge difference between knowing and doing. For […]

Increase Your Influence With a Laugh

At the end of humor is the height of listening.  the other person always wants to hear what’s next.”  Jeffrey Gitomer. How many times have you actually listened to the flight instructions before takeoff from the flight attendant? Unless you are petrified of flying and feel that these instruction may indeed save your life, the […]

The Only Way You Will Reach Your True Potential

Connecting with others will make or break you. “If I went back to college again, I’d concentrate on two areas: learning to write and to speak before an audience. Nothing in life is more important than the ability to communicate effectively.” Gerald Ford When I work with insurance agencies and sales producers, everyone wants to learn […]

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 […]

Who are you really attracting to your business?

Every insurance agency wants to attract more ideal customers, but most are not willing to also repel those potential customers that are not a good fit. One of the most common questions insurance agents ask is “How can I attract more prospective customers to grow my book of business?” Part of my answer usually surprises […]

Are you Selling the Wrong Solution?

Have you 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 the […]

The Three Questions Every Prospect is Asking

Every prospect you come in contact with 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 […]

Are you a Marketer or an Insurance Agent?

What’s more important to the success in your insurance business; Being a great marketer or a knowledgeable insurance agent?   Yes, you sell your insurance knowledge in the form of products and services for commissions, but that’s not why your clients buy from you. Every successful insurance agent today understands that they do much more […]

Is Personal Branding Selfish?

Is it selfish to build your personal brand?  I sure don’t think so, but some may disagree.   I often discuss why it’s important for salespeople to build their personal brand. Most great sales producers understand this concept and build a great personal brand. At the same time, I have had business owners, sales managers, […]