I spent the entire day today decluttering my house and freeing up space for CLARITY. Too many things does not always lead to happiness, in fact many times all of that STUFF can lead to overwhelm and complexity. Yet, that is not my message for you today. As I listened to Pandora radio today while working on cleaning and organizing, …
Today, I thought I would go back to the basics of what Insurance truly is. As I sit here in a local Starbucks writing today’s message it allowed me the ability to reflect on my surroundings. People working on Mac computers, Iphones, iPads and mulitiple other laptops. As people pull up in their BMWs, Mercedes Benz and Range Rovers (Orange …
An interesting phenomenon happening while I’m on vacation at a beach house. We sit in the house and watch as people walk by staring at us inside this beach house on the sand. It made me realize we are like the fish inside of a fish bowl with people staring at us as if we were in the bowl. This …
What is your “Unique Selling Proposition” Why should I buy from you right now, instead of buying anything else from anybody else next week? (Marshall, p. 65) If you have a great answer to that question, you can charge more money, have fatter margins, put more money into marketing and advertising, invest more in customer satisfaction and developing new product …
Inevitably in every business and particularly in your Insurance Agency you have a percentage of your clients that you cannot reach. The phone number you have for them is incorrect, you don’t have an accurate email address, they are not on social media, etc. Yet, in order for you to expand your Agency and capitalize on all the opportunities within …
How you present yourself during the first Sales call is crucial. In the Insurance Industry this is what I have found to be the most typical opening line, “Hello, this is John. I’m with XYZ Insurance Company, and we are a Top Rated Insurance Company in your area.” That is your opening statement, maybe what you were trained to do …
The “80/20 Sales and Marketing” by Perry Marshall continues to bring me immense insight into Sales, Marketing, Principles and Processes. Today, I share with you the concept of “Disqualification” as it pertains to your target market audience. In the book, Perry Marshall explains the “The Five Power Disqualifiers” utilize these tools when determining your target audience and you can reduce …
“Referrals – The best marketing program available today.” Quality referrals are warm people to contact with whom you will already have credibility. Credibility naturally occurs because you are being referred by a friend or family member. Other prospecting methods, such as advertising, direct mail and cold calling will produce results. However, the cost to benefit ratios of these methods will not …
One of the biggest challenges you face in the Insurance Industry (or any business for that matter) is that competition is fierce!!! Does your Company and/or Product represent the “lowest price” in the Market? I highly doubt that it does, which leaves the question that you must answer, DO YOU HAVE TO HAVE THE LOWEST PRICE TO WIN? I did …
For my daily followers, if you saw my message yesterday “The Seven Cardinal Rules of the 80/20 Sales Pro” I promised today that I would share a list of 40 media outlets to explore that are beneficial in this Digital World that we all live in. “80/20 Sales and Marketing” by Perry Marshall has and continues to be an insightful …
