Recent Blog Posts

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,

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

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

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

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

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

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

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,

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

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

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

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

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

People ask me all the time, “David, how do I set myself up to get agent of record letters?” And you know what? The process

So you’re using LinkedIn to build your business. Guess what? There are three things that I’m going to talk to you about today that I

Are you a one-trick pony, or are you a five-tool player? Does your audience know? How do they know? What have you done to make

  We are all conditioned to hate the word no, but I’m going to talk to you today about why no might be your best

For years, salespeople have heard, “All you have to do is get to yes.” In today’s article, I’m going to tell you exactly why yes

If you’re like most producers, you’re probably operating off of a sales funnel. Guess what? That’s more than likely half your problem. You’re going to