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 […]

Is Your Marketing and Sales Plan Backwards?

Your small business marketing and selling strategy must begin long after a sale is ever made.   Average marketing starts months before a sale is made, great marketing starts months after you make a sale. When I speak with most business owners about their sales and marketing plan, they generally are looking for ways to […]

How Do You Define Value? Hint, It’s Not About You

The term value is often thrown around, but is not quantifiable. Why? Value is subjective and based on perception. Here’s the key, value is a feeling and it cannot be defined by you. Value is not dependent on what you think is valuable for your prospects and customers. The ONLY thing that matters in regard […]

The Future is Bright for Business

Don’t discount Millennials solely based on perception. I often hear that tomorrow’s business generation of Millennials (today’s high school and college kids) do not possess the skills needed to make it the professional world. I hear that young people can’t look you in the eye, carry on a conversation, or communicate other than by text. I […]

You Gotta Believe Baby!

Most sales professionals attribute their sales to clever marketing, great products or services, and the best pricing. While all of those attributes are part of sales success, the key ingredient to all highly successful producers is belief. Belief is not about being smarter than your competition or putting in more hours (although both certainly help), belief […]

Sell With Your Ears, Not Your Mouth

If you are in sales there is a good chance you like to talk. I have had sales meetings in the past when I walked out of the appointment sky-high because I felt like I said everything right. I used fancy phrases, intelligent terms, and felt I dazzled the prospect. Unfortunately, that feeling of elation […]