What is Your Value?

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 […]

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 […]

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 […]

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 #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 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, […]