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 …
This is not a message around religion but rather around FAITH. In my many years in the Insurance Industry and in running my Small Business I have found that there is “ONE” important belief that drives everything else…..FAITH. When you embark on developing your own small business you take a leap into the unknown. Will it work? How will I …
Happy Saturday…weekend…a break from work OR is it? You have probably become accustom to taking off from work on Saturday and Sunday and working your Insurance Agency/Business Monday-Friday. I get it, I am not much different than most of you that are reading this message today. Yet, as a follow-up to my conversation yesterday “Think Like Your Customer..Not Like Yourself”, …
“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 …
Urgency and the production that it creates is AMAZING. In our Industry, Insurance and like many other Sales Industries we deal with commission cut-off dates, production and incentive cut-offs, etc. Yet, what I have found is that PRODUCERS produce and strive to PUSH to their limits up to the last hour of those cut-offs. Today, the focus of my conversation …
