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
Killing Commercial Login
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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
Learn to Listen so That You can Listen to Learn
June 8, 2020
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
3 Steps to Asking Questions in a Prospect Meeting
June 7, 2020
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,
Know Your Ideal Prospect
June 6, 2020
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
3 Things That Separate Producers From Order-takers
June 4, 2020
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
Stop Providing Customer Service!
June 2, 2020
Look, if you’re a producer and you’re out there offering good customer service, I hate to rain on your parade, but your book is at
5 Things to do for Every Prospect Meeting
June 2, 2020
You’ve booked an appointment. Awesome. Great job. Now, what are you going to do? That’s what today’s article is about. Let me give you five
If You Want to be the Best, You Have to Beat the Best
May 30, 2020
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
3 Things to Give You a Leg Up on Your Competition
May 30, 2020
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