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 [...]
Create Referral Systems That Really Work
February 17, 2007 By Leave a Comment
I think it’s the dream of every professional to have their business grow by referral only. Imagine not having to cold call or advertise! What a way to grow a business. Can it really be accomplished? Yes it can. In fact, I know a handful of professionals that not only grow their business by referrals, [...]
Protect Your Attitude
January 30, 2007 By Leave a Comment
An important key to high productivity and effective leadership, not to mention sales and marketing success, is to have and maintain a positive attitude. Nothing else will have a greater effect on you than your attitude. Remember the saying, “Your Attitude Determines Your Altitude”? It’s true. Having a negative attitude or even a neutral, apathetic [...]
Time or Money?
December 20, 2006 By Leave a Comment
Unless you’re one of the few people who have all the business they need, then you’re always working on bringing in new business. And in order to bring in new business, it almost always requires an investment. Most of us, when we think of investing, think of investing money. The truth is that we have [...]
Stop Offering Insurance Quotes
November 26, 2006 By 1 Comment
Don’t you just get tired of prospective clients asking for a quote? You know what I mean. Your phone rings and someone on the other end wants a quote for some coverage or another. Most insurance agents I know will ask them a few questions to make certain that they give them an accurate quote, [...]
How to Drive Agent Production
October 28, 2006 By Leave a Comment
I’m regularly asked by clients how to increase agent production. After all, only two things matter in this business – making a difference in the lives of others and increasing production. My suggestions are effective and proven, but nevertheless, are often not what managers and company executives expect. My philosophy is simple, but it’s not [...]
Strike Gold with Effective Prospecting
September 15, 2006 By Leave a Comment
Whether you’re looking for new agents or new clients, the key to finding them is effective prospecting. There are numerous ways to go about prospecting. Some of them are active methods, while others are passive. Active prospecting methods are things like Personal Observation, Public Speaking, Agent and Client Referrals, Networking, and Centers of Influence, while [...]
Overcoming Call Reluctance
May 24, 2006 By Leave a Comment
Everyone in marketing faces it at one time or another – reluctance to pick up the phone and make calls. Logically, it makes no sense to feel that way. We believe in our product or service. We have a script that’s either been given to us or one that we’ve carefully written out. We have [...]
The Keys to High Retention
April 27, 2006 By Leave a Comment
One of the most frustrating things in our business is when, after working hard to get a client, they leave after a short period of time. In fact, rather than being a client, they’ve really become a customer. Why does this happen? Even though we sold them the policy they needed, they up and go. [...]
