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
Recent Blog Posts
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
Do You Disclose Your Compensation?
August 25, 2020
I have a question for you today. What do you tell your clients when they ask you how much you’re getting paid to represent them?
My Technology Doesn’t Have to be Your Technology
August 18, 2020
What’s up, everybody? I have got a news flash for you. My technology does not have to be your technology. So many times as agency
5 Tools Every Producer Needs
August 12, 2020
You in the sales game and having problems during COVID? You looking for some help and some resources that’ll take your game to the next
Overcoming Objections – I’m Happy With What I’m Paying
August 7, 2020
Look, I love it when people tell me they’re happy with what they’re paying for insurance. That tells me they don’t understand their total cost
Overcoming Objections – I Renew in 30 Days
August 5, 2020
But I renew in under 30 days. Yeah, I know, I did my research before I called you. And honestly, if this were going to
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
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