This October marks my 31st anniversary in the insurance industry. Many things have changed since my first insurance sale. Initially, my experience and confidence level precluded me from effectively pursuing larger or complex accounts. As my knowledge base, and experience …
Theories are good…in theory. Hundreds of theories have been put forth on selling. I have read the books, attended the seminars, and used the techniques as a producer. Few delivered results, fewer still were effective in the complex process of …
This weekend in Minnesota, the woods had a telling tinge of the coming brilliant reds and golds of autumn. The sun pitched its rays at a slightly longer angle, hinting at the passing of yet another short summer. Saturday morning, …
Have you ever watched the movie “Speed” with Keanu Reeves, Dennis Hopper, and Sandra Bullock? Dennis Hopper plays a bitter and unstable bomb squad officer who gets hurt on the job and is forced to retire. He straps a bomb …
This past week I had the great fortune of speaking at the IIABO annual convention in Sunriver Oregon. Let me express my gratitude to Jim Perruca Executive Director of the IIAB of Oregon, and his staff for the incredible job …
Ask any successful producer in our business what is the single most important activity or skill they attribute to their success, and you’ll hear a variety of responses like: Developing relationships, presentation skills, the ability to close, coverage analysis, developing …
How can you be bored when you are selling a product that protects people’s lives, health and businesses? Our products protect people’s ability to make a living, provide for their families and pay for their children’s education. How many vocations …
We have covered Pareto’s 80/20 rule and discussed how often it applies to not only sales, but in many other areas of our business and our lives. Thank you all for your comments and posts. We discussed the practical application …
Pareto was right. The 80/20 rule works in insurance. If you applied the 80/20 rule to your book you’ve probably discovered that the top 20% of your clients generate 80% of your revenue. Now what do we do with this …
