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If You Don’t Hate Your Sales Coach… Something Could be Wrong
Over the past 20 years, I’ve surveyed hundreds of high-performing athletes in all levels of sports including professional, college, high school and club sports. Not once have I found an athlete, including Heisman Trophy winners, Hall of Fame winners, Division 1...
read moreHow to Write Great Headlines, So Prospects Don’t Forget You
Renewal dates only come around once a year, but insurance problems can creep up on your prospect at any point. That’s why you need to become a marketer to support your prospecting activities and be there when they have a problem, not just when they are renewing. Ries...
read moreProspecting: The No. 1 Source of New Production
If you’re a new producer and want to be successful, there is one thing you need to be very diligent about: Prospecting. If you walk around your office and ask for other’s opinions, you’ll get a variety of options on how to go about this task. Be careful who you listen...
read moreSales Leaders and Training
Sales leaders have a tough job. They work with producers that are misplaced and burnt out. They work with underwriters in producers’ clothing. They work with the unmotivated and those with low self-esteem. Many times, sales leaders give up on doing their job; just as...
read moreThe Absolute Secret to Building a Great Sales Team
The difference between where your agency is today and where it will be in five years from now is in direct proportion to your ability to develop your sales team. That’s a mantra that I ask every one of my agency owner clients to ponder. There is plenty of time for...
read moreThe Wedge: What Motivates Salespeople
When Brett Favre was inducted into the NFL Hall of Fame, he looked up at the sky and said: “Dad, I hope I made you proud.” Favre’s dad was a high school football coach. He was a hard man to please. He told Brett: “You play even if you’re hurt: I don’t want to see you...
read moreThe Wedge: Two Pains in Life
Have you ever laid in bed with the alarm going off and pushed the snooze button? You’re thinking: “Come on, just 15 more minutes.” A few minutes later, the alarm goes off again, and you either get up or push snooze again. Suppose that you’re getting up early to go...
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Hiring New Producers: What’s Your Agency Identity?
"No one really wants a new producer. What you really want is a person that can, and will develop a Million Dollars of Revenue, and do it profitably." - Randy Schwantz Agency owners struggle with recruiting new producers because they have an identity crisis... The...
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New Producers: If they Won’t Prospect, You Just Lost $50,000…
"Before the first interview ever takes place, I highly recommend the candidate completes the GRIT Personality Inventory: GPI and CLAS." - Randy Schwantz The #1 reason new producers fail is because they didn’t prospect enough. When they don’t prospect enough, they...
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New Producer Hiring: The Four Best Hours You’ll Ever Invest
"GRIT digs into the psyche of a REAL producer and how you can determine that BEFORE you make the commitment, not after... saving $100,000s of lost producer payroll and overhead expenses.” - Randy Schwantz When you hire a new producer, you just committed either for...
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