Don’t bother setting goals. It’s a waste of time. Let me explain why I feel this way about goals and then offer a better alternative. See if this scenario sounds familiar…
Stop Trying to Be Normal
February 9, 2010 By Leave a Comment
Stop trying to be normal. It undermines your success and keeps you in a state of mediocrity. It’s an interesting phenomenon.
Manage Stress to Boost Productivity
October 30, 2009 By Leave a Comment
We live in a time when it seems like we’re regularly put into situations that cause us stress. Sometimes we feel a little stress for a short time and sometimes we feel a lot of stress for a long time. The fact is that when we feel stress, especially for extended periods of time, not [...]
On the Importance of Gratitude
May 12, 2009 By Leave a Comment
There are very few things more influential in our success than the practice of being grateful – having an attitude of gratitude. It affects our perspective, our energy, our ability to see the good, and our effectiveness at creating the future we want. Being grateful means enjoying and being appreciative of the things we have [...]
How to Retain Agents in a Tough Economy
December 1, 2008 By Leave a Comment
Finding good agents is always a challenge. It’s time-consuming and usually requires some financial investment as well. So it just makes sense – after going through all the effort to bring them on board – to invest a bit more time and money to retain them. Many organizations approach this task from the wrong perspective. [...]
Does Attitude Really Count?
September 24, 2008 By 2 Comments
For as long as I’ve been a professional I’ve heard that a person’s attitude makes a difference. You’ve probably heard all the cute sayings about attitude – “Your Attitude Determines Your Altitude”, Attitude is Everything”, “The Only Thing You Can Control is Your Attitude”. Every sales manager talks about attitude. Every leader talks about attitude. [...]
Close More Sales Without Selling!
July 7, 2008 By Leave a Comment
Let’s face it… No one likes to be “sold” something. To me, being “sold” is when somebody convinces me to buy something – whether or not I really needed or wanted it. Have you ever been convinced by someone to buy something, maybe even against your better judgment, and then regretted having made the purchase? [...]
Marketing Strategies in a Tough Economy
June 3, 2008 By Leave a Comment
Wow! Talk about a marketing challenge… A weak economy. People in a wait-and-see mode. Bad news on the financial scene every day. The consequence? Prospects are reluctant to make a decision. They’re hesitant to spend much money or make any kind of long-term (or short-term, for that matter) commitment. So as sales professionals, we become [...]
Effective Phone Techniques
March 5, 2008 By Leave a Comment
Anyone who conducts marketing and sales has to deal with using the phone as an important communication tool. The problem is that most people don’t maximize its effectiveness. Using the phone poorly can inadvertently act as a detriment to our success. Understand that the phone conveys our personality, our sincerity, our belief, our energy, our [...]
The 3 Keys to Referral Success
February 3, 2008 By Leave a Comment
Don’t you get tired of hearing about how great referrals are? Especially if you’re not getting enough of them? I am always speaking to managers, agents and advisors who say they’re so tired of chasing “suspects” and would love real prospects – specifically prospects that come from referrals. I have one acquaintance (a P&C agent) [...]
