As I continue to develop this Daily Blog page and gather information from my Subscribers, a common thread has been coming through recently, “How To Do A Client Review” Let me first say, I will be making this a Video based training in the next couple weeks…SO KEEP YOUR EYES OUT FOR THAT. At the same time I did not …
Today is Wednesday…what many call Hump Day, huh? What does hump day symbolize for you when you think about it? For many, many people (predominantly employees) they look at Hump Day as the midpoint of the week, you are half way through the week and almost to the weekend. As I sit here on vacation thinking about today as the …
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 …
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 …
As I continue with you my further research into the book, “80/20 Sales and Marketing” by Perry Marshall, he is educating me on a simple concept that will apply to all of us in the Insurance Industry. The Power Triangle: The three sides/steps to selling anything. The first step is getting traffic: You gotta get human bodies, eyes, and ears, to sell to—without …
