Insurance Sales Q&A
In this Q&A, I’m answering five of the most common questions I hear from insurance producers and agency leaders about selling more effectively in today’s market.
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August 2026
Coachability: The Trait That Separates Good Producers From Great Ones
Trying to sell like someone else is like trying to swing a golf club like Tiger Woods. Your body isn’t built like his. Your rhythm isn’t his rhythm. Copying his mechanics won’t get you his results.
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Stop Trying to Sell Like Tiger Woods
Trying to sell like someone else is like trying to swing a golf club like Tiger Woods. Your body isn’t built like his. Your rhythm isn’t his rhythm. Copying his mechanics won’t get you his results.
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Stop Selling a Policy. Start Selling an Identity.
Belief Comes Before Behavior. This shows up everywhere in insurance, but it’s especially true in employee benefits.
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How To Develop Elite Producers: The 4 Cs
What does it really take to develop elite insurance producers?
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Confused Prospects Don’t Buy
A prospect who leaves your meeting unsure of what happens next won’t say yes. They won’t say no either. They’ll just go quiet, and you’ll find yourself scheduling a third, fourth, fifth meeting that never moves toward a decision.
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