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 friend. Hey, here’s a newsflash for you. No is not a bad word. Everybody in society conditions us that no is terrible and we have to get to yes as fast as we can.
Here’s the problem: I’ve talked about in a previous article, if you get to yes quickly, that’s bad. That’s somebody saying, yep, sure. Yeah, why not? They have no interest in what you’re saying. They want the meeting to be over. They want you to get out of there. They don’t have the guts to tell you that, so they’re just telling you yes to get it wrapped up. This way, they can call you back later or probably shoot you an email, if you even get that, and tell you they’ve changed their mind. But when they say no, they’re engaged. See, no gives them the psychological perception that they are in control of the conversation.
If you get to a no, it doesn’t mean no, this is a hard no, and I’ll never talk to you. I don’t want to hear anything else that you have to say. It means not right now. I’m not ready, or in many cases, tell me more. See, if you let somebody have the thought that they’re controlling the conversation by giving you a no, you’ve already won. So as you frame your questions for your next sales call, as you frame your items for your next telemarketing script, as you frame your questions for your next cold call marketing drop, do something bizarre. Ask a question that is almost guaranteed to give you a no, and then watch how far you can take it after that.
If you can think outside the box; If you can create your questions ahead of time so that you’re using questions that end in no first, if you have the patience to take your time and guide that person along the buyer’s journey to get them to a yes. You’re going to kill it in commercial insurance.
Until next time: kill or get killed!
The insurance industry has changed drastically in recent years, with one of the most significant shifts being the rise of the remote workforce. While remote
The insurance industry is at a technological crossroads. For decades, operations have been fragmented, with multiple systems, manual workflows, and siloed data defining how agencies function. But the rise of artificial intelligence (AI), cloud-based CRM, and integration tools is ushering in a new era—one where automation, real-time insights, and seamless client experiences are possible.
The challenge of recruiting and retaining top-producing talent has pushed many agency principals to rethink how they reward long-term performance and loyalty. One of the
As the commercial insurance industry continues to evolve, independent agencies face mounting pressure from large brokerages that have the financial horsepower and digital infrastructure to
As someone who trains commercial insurance producers nationwide, I’ve seen firsthand that remote success hinges not just on tools and workflows, but on people feeling heard, supported, and connected. This post explores the key strategies that agency leaders can use to build emotional connection and employee engagement in a remote insurance agency, using lessons drawn from real-world experience and thoughtful leadership.
Fleet safety is a growing concern for businesses that rely on commercial vehicles. With increasing insurance premiums, rising accident rates, and evolving regulatory requirements, companies must take proactive measures to
Please confirm you want to block this member.
You will no longer be able to:
Please note: This action will also remove this member from your connections and send a report to the site admin. Please allow a few minutes for this process to complete.
Responses