“You cannot change your sales team overnight, but you can change your hiring process overnight and improve your sales team forever.” ~ Randy Schwantz Very …
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Imagine it’s almost 2,000 years ago and you’re a peasant living in Italy. Your boss sends you into Rome to get some supplies. You saddle …
When you hire the right new producer, oh does it feel good. That newbie comes strolling in with that look on his face, arms crossed, …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
Discipline begins at home (well, in this case, in the office!) – during weekly sales meetings. Think about it. How do your sales meetings go? …
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