It’s easy to get complacent but if you want to build something real, you can’t wait around for year three to get serious. You have to operate with urgency, starting now.
The Insurance Industry Rewards Mediocrity Read More »
Three things separate producers who win consistently from producers who grind and wonder why doors keep closing: detachment from the deal, making the conversation about the prospect, and trading scarcity for abundance.
Prospects Feel Your Energy Before They Hear Your Pitch Read More »
Buying a book feels fast. It feels like progress you can measure. But growth built only on purchases skips the slower work that builds a business people want to stick around for.
Why Developing Producers Beats Buying Them Read More »
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.
Insurance Sales Q&A Read More »
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.
Coachability: The Trait That Separates Good Producers From Great Ones Read More »
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.
Stop Trying to Sell Like Tiger Woods Read More »
Belief Comes Before Behavior. This shows up everywhere in insurance, but it’s especially true in employee benefits.
Stop Selling a Policy. Start Selling an Identity. Read More »
What does it really take to develop elite insurance producers?
How To Develop Elite Producers: The 4 Cs Read More »
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.
Confused Prospects Don’t Buy Read More »
Somewhere down the line, a premium jumps, a claim gets denied, or coverage doesn’t match what the client thought they had. This moment decides whether you keep the client or lose them.
The Real Reason Clients Start Shopping For A New Broker Read More »
