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 [...]
Stop Selling Insurance!
February 19, 2006 By 2 Comments
Whenever I conduct a workshop or give a talk to a group of agents, I ask how many of them are in the business of selling insurance. Inevitably about 25% raise their hands. My response to them is, “If you’re in the business of selling insurance you’ll have a hard time succeeding because NO ONE [...]
Is Your Message Vanilla?
October 28, 2005 By Leave a Comment
Ever wonder why you don’t get more referrals? Ever wonder why, when money wasn’t the issue, a prospect didn’t buy from you? It may be because of your message. (or lack of one!) Often I’ll ask an agent why someone should do business with them. Their answer often goes something like this: “I have good [...]
Effectively Leverage Your Business Network
August 30, 2005 By 3 Comments
Anyone who is in the business of finding prospective clients has heard about the importance of building relationships with centers of influence. Unfortunately, most marketers have had little success with this concept. Here’s why… To start with, many of us don’t even know someone who could be considered a true center of influence! A “Center [...]
Don’t Strive for Mediocrity!
December 20, 2004 By Leave a Comment
This is the time of year when insurance professionals are focused on finishing the year strong and reaching all those goals their company has set – premiums written, policies issued, agents recruited, etc. It’s also the time we begin to think about next year. We think about what goals we’d like to attain, how we’re [...]
Help Agents Drive Up Retention
November 15, 2004 By Leave a Comment
We’re in an interesting industry. People generally relate to their insurance and their agents in a manner similar to the way they relate to their garage door openers and coffee makers. Let me explain… When things work well for us, when the garage door opener and the coffee maker work the way we expect them [...]
