“I’m satisfied with my current supplier” is an objection too many sales professionals run in to and aren’t sure how to get past. Sales trainer and author Randy Schwantz specializes in teaching sales professionals how to overcome this oh-too-common roadblock by driving a wedge between...
When you sell something you should ring the bell and celebrate...
When you hire a new producer, what is your attitude and how are you going to train them? There are a lot of agency owners that spend money to hire producers, and time to technically train them. But then right after that, it's either sink or...
The Top 20% of your producers are great salespeople. You’re probably one of them. You guys produce year in and year out. You hit your numbers and, in fact, you are probably carrying the agency on your shoulders. If not for you, your insurance agency’s...
You're probably ahead of me on this, but its' worth taking a quick look. It takes about 60 seconds. Go to this link- https://www.google.com/webmasters/tools/mobile-friendly/ and put your web address in there and hit go. It rapidly lets you know if your website is mobile friendly. Why's...
[caption id="attachment_256" align="alignleft" width="300"] Grow Agency Revenue with Sales Training[/caption] Most agencies don’t have a producer problem… they have a sales leadership problem. If an insurance agency owner fills the Sales Leadership void, the agency grows, however, if they don’t, agency stagnates. Quitting is probably the number...
When you're hiring New Producers, you want to pick a star. Here are two Stars, one shines bright, the other one is tarnished. Dirk has been a Dallas Maverick since 1998. He's tall, but not very athletic. Dirk's #1 attribute is his work ethic, #2 is his...
Selling insurance is pretty hard, but not impossible. If you're new to the industry, be cautious who you hitch your wagon to. There are a lot of good agencies, a few great ones, and a whole slew of mediocre, poor and bad. Three questions you should ask...
Have You Leveraged Your Number One Prospecting Asset? When I’m talking to a group of producers, and it really doesn’t matter how big the agency is, I’ll ask them: “How many times in the last 90 days have you asked one of your best clients for...
5 Strategic Thoughts - Change the way you sell I'm going to lay out 5 thoughts that I consider to be very strategic. I'll delve into each one so you can see what I'm talking about. Here they are: Someone has to lose for you to win. It’s...
It's Not About The Money. It's About The Preparation For The Money. For years I’ve been sharing with you that you should be saving a lot of money. Preparation is KING! What does a 4-year university cost? There is a range… $60,000 up to $200,000 and more. ...