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
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
Flip the Script on the Phones
July 17, 2020
One of the things COVID has done is it has forced everybody to tighten up their phone game. If you’re still not having success, you
3 Ways COVID has Changed the Way We Communicate
July 16, 2020
COVID has completely changed the way we communicate going forward. It’s never going to be the same. That’s what I want to talk to you
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,
Treating Technology as a Team Member
July 6, 2020
Look, if anybody gets it, I do. Running a commercial book of business has all kinds of pressure involved. But when you add new business
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
Do You Believe in Minimum Revenue Thresholds?
June 26, 2020
Do you think that your producers should have a minimum account value before it can go into their book of business? I do. I was
How are you Compensated?
June 24, 2020
Are you selling a product, or are you out there solving problems? Listen, you don’t have to be an insurance salesman to succeed in this
Branding is a Constant Process
June 22, 2020
This morning, my good friend Chris Greene reached out to me and asked for my thoughts on an upcoming branding campaign he’s working on. Chris,
Stop Running Your Business Like an Insurance Agency!
June 19, 2020
You want more business, you want more business, you want more business. I get it. All of us do, but here’s the problem. You’re running
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