Don’t Teach a Man to Fish, Take him on a Fishing Trip!
February 9, 2021
We’ve all heard it. Give a man a fish, feed him for a day. Teach a man to fish, feed him for a lifetime. But
Recent Blog Posts
3 Steps to Managing Success
February 2, 2021
Everybody wants to be successful, and you, as a producer, are no different. There are three things regarding your success that you need to be
How Do You Make Money for Your Clients?
January 26, 2021
I have a question for you today. As a producer, what are you doing to help your clients make money? Do you even understand what
5 Tools Every Producer Must Possess
January 20, 2021
Do you have the right behaviors to succeed in the commercial insurance game? I don’t know. You’re the one that’s going to have to answer
Dare to Dream
January 13, 2021
Do you dare to dream? What are your dreams? How are you going to achieve them? Do you visualize them? That’s one of the most
Don’t Sell Yourself Short!
January 6, 2021
It’s 2021, and it’s a new year. And I hate even to be cliche, but it may be time for a new you. Today I’m
3 Types of Insurance People
January 5, 2021
If COVID has taught me anything, it’s that there are three types of people in the insurance industry. And as we head into the new
What is Evergreen Content?
November 13, 2020
Ever since this whole coronavirus thing started, I have been preaching, preaching, and creating evergreen content for all of you. I suddenly realized I haven’t
What is Your Sales Process?
November 6, 2020
If you ever hear me talk, you’re going to hear me say time and again, “It’s never the process. It’s always the person.” The problem
Do You Produce or Do You Practice?
November 6, 2020
My question for you today is do you produce or you just practice? That’s the topic of today’s post. I hear it all the time
Is Your Desire to Succeed Greater Than Your Team’s?
November 6, 2020
One of the things I was thinking about today is how come it is that leaders have a greater desire for their people to succeed
Total Cost of Risk – How do you use it?
October 14, 2020
But David, how do I get my clients to understand total cost of risk? I don’t understand what all does it mean, and why is
Total Cost of Risk – What are the components?
October 12, 2020
Okay, David, I get it. My clients need to understand the total cost of risk, but my problem is I don’t even know what all
What is Total Cost of Risk?
October 8, 2020
Is total cost of risk even a thing, or is it just a cliche buzzword that insurance salespeople are out there using, trying to make
Effectively Communicate Your Capabilities
October 7, 2020
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 ensure
Give Them the Why
September 30, 2020
https://www.youtube.com/watch?v=BrtjgEIjhYY&t=39s One of the things I want you to think about as you’re interacting with your clients and your prospects is to make sure that
3 Mistakes Agents Make When Using Content Marketing
September 23, 2020
Are you a content creator? If so, I want to talk to you today about the three mistakes that most agents make when trying to
3 Things to Discuss with Clients & Prospects Concerning Total Cost of Risk
September 16, 2020
Just because you understand the total cost of risk doesn’t mean that your clients and prospects do. There are several things you need to do
Quit Complaining When you Lose an Account
September 9, 2020
I’m going to warn you today, people, I am fired up. I am so sick and tired of insurance salespeople making excuses for losing deals.
Understanding Fee for Service
August 27, 2020
One of the things that I talk about that people get excited to listen to me describe is how I like to work for a