Dear Charlie, After having worked for you for 22 years, I can attest, you’re a great guy and a great friend. I appreciate the times you were there for me when I was having personal hardship; it truly means a lot. Charlie, you’re one of the nicest...
An agency owner named John called me up and said in a very sober tone, “We need to double our new business, can you help us?” John told me how he is the top producer and had just inherited the job of sales manager. He told...
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 to be a producer. This could be a smart individual who just can’t deal with rejection...
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 why his producers were not. As we got deeper into the discussion I asked him, “if...
You can blame producers all day long for being lazy, ambivalent or anything else. All that does is make you a victim. Stop being a victim of Producer Sales Motivation. It is a Leadership problem rather than a Producer problem. That empowers you to do...
If you are an agency owner or sales manager, you have probably read somewhere about the importance of your agency’s culture… And if you have read any successful CEOs bio you can see they all buy into it… “I came to see in my time at...
Have you ever been guilty of saying something to someone and they took it wrong and maybe got offended. In defense, you said, “That’s not what I meant.” The same could be true in this instance if you’re the agency sales leader, you’re saying things that...
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...
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...
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...