Why it Sucks to be a Sales Manager in Most Agencies
While it’s not always true, most sales managers get stuck with dealing with under-performers. Under-performers come in a lot of different packages. It could be the underwriter who was hired […]
The Wedge: The Brutal Journey of a Newly Appointed Agency Sales Manager
Yes, I’m stuck in the middle with you And I’m wondering what it is I should do It’s so hard to keep this smile from my face, Losing control, and […]
Why Traditional Selling has Failed Us in Insurance
Selling insurance is challenging, but try being a buyer. To most buyers, everything looks alike. There’s a lack of differentiation in buyers’ minds from agency to agency and policy to […]
Why Agency Owners Must Drive Producer Growth
An agency owner in Alabama wrote me, “How come my producers don’t invest their own money to improve themselves?” He went on to say, “he was self-motivated” and was confused […]
When Hiring New Producers, How Much Baggage Can You Handle?
All new producers come with some baggage. And this baggage comes in all shapes and sizes. Some of them maybe too old and have lost their drive, others too young; they don’t have enough experience, are not technically strong and have never been trained to sell. Or perhaps they are really smart, but don’t have the personality or drive for a sales environment.
How To Do a Better Job of Finding, Hiring and Developing Producers That Really Produce
Produc HOW DO YOU FIND GOOD PRODUCERS? This is the wrong question to be asking as an agency owner. Instead they should be asking” “How do I find a really […]
Show How You’re Better Than the Competition
Differentiating your company in the marketplace is one of the most challenging things you can do, because the belief system that you’re better than your competition is very ingrained. In […]
Minding Your Business: Traditional Producer Hiring Process is Arcane & Should be Shot!
I want to think of myself as a great father. If I’m not, I would never know until some kind friend pointed it out. It’s at that point I would […]
Create a Disciplined Sales Approach
Discipline begins at home (well, in this case, in the office!) – during weekly sales meetings. Think about it. How do your sales meetings go? Are they run professionally, succinctly, […]
A System to Assure Quality Prospecting
Prospecting is the lifeblood of any business. When the pipeline dries up, people get desperate. Desperate people seldom work smart or efficiently. They waste time, resources and energy trying to […]