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 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, […]

How Creating Content for Your Business Builds Authority

Buyers today are presented with more choices, more information, and more power than ever before in history.   Imagine you are a business owner shopping for workers compensation insurance between two agents.  The first agent has a contact page on their company website, and the other agent has produced blog posts, white papers, and conducted […]

The Most Underutilized Sales Skill for Insurance Agents

“Great stories agree with our world view. The best stories don’t teach people anything new. Instead, the best stories agree with what the audience already believes and makes the members of the audience feel smart and secure when reminded how right they were in the first place.” Seth Godin As an insurance agent, there are […]

The 4 Components of Finding a Niche for Your Insurance Agency

The idea of creating a niche to grow your book of business for insurance agents is certainly not a new idea. However, I often hear from insurance agents wanting to find their niche market, but unsure of where to start. This is a common question as there is no perfect science to establishing yourself as an […]

The First Steps to Any Insurance Agency Marketing Plan

Discover Your Why and Establish Clear Goals Pete is a 2nd generation insurance agency owner. He took over the business full-time 6 years ago from his father. Pete loves the industry, the local community, and the relationships that have been built over many years. However, Pete is stuck. With changing technology, customer needs, and old […]

Does Your Insurance Agency Want to Sell More? Teach First

Insurance agencies, do you want more sales?  Your prospects and customers don’t want to see your website or brochure filled with company and product information. Consumers today are smarter than ever before. Obtaining new information is easy and fast. These new savvy consumers don’t care about your company’s history, features, or sales pitch. Today’s consumers […]