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 […]

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, […]

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 […]

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 […]

4 Ways to Make the Ordinary….Extraordinary

Tony Dungy says, “Do the ordinary things better than anyone else and you will achieve excellence.” Are you or your business looking for the “magic pill?” You know, that one secret thing that once you find will propel and carry you to dynamic success. I don’t mean to be the bearer of bad news, but […]

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 […]