Overcoming Objections – I Just Renewed
August 3, 2020
I love it when the objection is: “But I just renewed.” There is no better time for me to meet with a prospect than 10
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Recent Blog Posts
Category: Sales
Overcoming Objections – I Don’t Like Insurance
July 31, 2020
I don’t like insurance. Guess what? Neither do I. Honestly, insurance is the commoditized shuffling of paperwork, in my opinion. But the good news is
Overcoming Objections – My Agent is my Friend!
July 28, 2020
Listen, if you’re in the sales game, objections? That’s the nature of the beast. We’re going to take the next few articles to talk about
3 Questions to Ask When Leading with Workers’ Comp
July 24, 2020
I have a lot of people ask me questions about how we lead with worker’s comp and what kind of questions should they ask to
Make Mentorship a Priority
July 21, 2020
My question for you today is, do you have a mentor? Are you mentoring somebody else? One of the things that needs to happen in
Who is Your Competition?
July 20, 2020
I just left Orange Theory, where for one hour, I got my butt just absolutely obliterated by soccer moms in yoga pants. The whole time
7 Things Salespeople can Learn from Forrest Gump
July 15, 2020
I read a lot, and I watch a lot of movies, and I always try to take lessons from everything that I put into my
You Have to be a Hybrid
July 7, 2020
Listen, if you’re going to be successful in this game, you got to turn yourself into a hybrid. If you don’t understand what that means,
Don’t Get Blinded by Premium
July 2, 2020
How many times have we heard it? But it’s a hundred thousand. But it’s a $200,000 account. But it’s $300,000 in premium. Guys, you can’t
Focus on Selling Value not Price
June 29, 2020
You’ve heard me say it a thousand times when this thing is over; every single account is up for grabs. What you have to remember
5 Communication Tips for Sales Leaders
June 17, 2020
Are you communicating your game plan to your team? Do they have any idea at all what’s going on or are you just expecting results
3 Things NOT to do When Listening
June 11, 2020
You’re going to see a common theme in all my stuff for the next little bit. And it all has to do with listening. In
Your Prospect’s Reputation in the Marketplace
June 9, 2020
As you begin to move to selling on value as opposed to price, it’s extremely important that you understand some of the things you need
Learn to Listen so That You can Listen to Learn
June 8, 2020
I spent the last few days thinking about everything we’re facing right now in our world and even things that are going on in our
3 Steps to Asking Questions in a Prospect Meeting
June 7, 2020
My question for you today is, how much thought do you put into the questions that you’re asking your prospects in a meeting? You know,
Know Your Ideal Prospect
June 6, 2020
As you get started killing commercial insurance, something you have to do is create your ideal prospect profile. You cannot deliver value and an exceptional
3 Things That Separate Producers From Order-takers
June 4, 2020
What’s up, everybody? My question for you today is are you a producer or are you an order-taker? Today, I’m going to give you three
If You Want to be the Best, You Have to Beat the Best
May 30, 2020
I’m not a big believer in Monday motivation. I think you need to get your motivation going into the weekend because you have time to
3 Things to Give You a Leg Up on Your Competition
May 30, 2020
Today, I’m going to give you three things you can do to get a leg up on your competition. Now some of it may seem
You Have to be More Than a Salesperson
May 26, 2020
Look, if you’re going to be successful in the commercial insurance game as a producer, you have to understand that you have got to be