Today I ponder a question to you that I believe will prove extremely valuable in your Business. I chose to start this Daily Blog page about 45 days ago and my list is growing every day and expanding. Why? The answer to this question will give you insight in ways to expand your Insurance Business or any business for that …
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 …
A few days back I discussed the idea of your Unique Selling Proposition and the “Four Questions Your USP (Unique Selling Proposition) Can and Should Answer” Why should I listen to you? Why should I do business with you instead of anybody and everybody else? What can your product do for me that no other product can do? What can …
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 …
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 …
“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 …
