Insurance agents are like toasters. Let me explain… Everyone owns and uses at least one small appliance at home. It might be a toaster, a garage door opener or a microwave oven. No doubt it’s something we use every day. And yet, we can’t recall the brand name of the appliance. We all know what [...]
Why I Left My Insurance Agent
April 29, 2007 By Leave a Comment
I was talking to a friend the other day, explaining what I do for a living, when she interrupted me and proceeded to tell me all about how wonderful her insurance agent was. Her story caused me to reflect on why I left my previous agent. I don’t think my previous agent will be upset [...]
Attract or Pursue? You Choose…
March 2, 2006 By Leave a Comment
Whether you’re building a territory or a book of business, a big key to success is finding prospects – or more accurately, finding the right prospects. The question is whether you’re pursuing or attracting your prospects. Both methods work, but attracting prospects is ever so much more fun and results in many more of your [...]
Dealing with Employee Terminations
November 17, 2005 By Leave a Comment
In a recent workshop I conducted on “The Art of Dealing with Difficult People”, we spent some time discussing terminations. If you’ve ever had to terminate someone, you know how difficult and stressful this can be. (Donald Trump excluded!) Over the years, I’ve developed a leadership philosophy that has enabled me to let someone go [...]
