Improve Your Phone and Online Presence The COVID-19 pandemic has brought many changes to the way we do business, a number of which seem like they’re going to become permanent. One of them is fewer face-to-face meetings. In an industry like insurance sales that thrives on personal connections, this last Read more…
In a perfect world we have a list of the best prospects, they answer the phone the first time you reach out, and you close the deal all in one scoop. The reality sets in and studies show that only 2% of sales are made on the first call. You Read more…
How is Just as Important as What Whenever you onboard a new agent, there is a period of promise and opportunity. For them, it’s a shot at earning a good living and helping consumers meet a need. For you as the agency owner or manager, it’s a chance to see Read more…
Learning to Live on Commission For salaried workers, projecting finances can be oh-so-pleasantly straightforward: I earn X dollars per month. I subtract Y dollars in fixed monthly bills. Z is the remaining amount that I’ll have to save, invest or spend on special purchases. Most insurance agents don’t have that Read more…
One of the most important skills of a sales representative is being able to make cold calls. Cold calling involves associating with prospects, differentiating yourself from the mass, and risking failure. And naturally these things don’t come easy for introverted people. In spite of these challenges, introverted people have their Read more…
Creating Structure for Independent Agents For many independent insurance agents, part of the upside is freedom from other people’s rules. When you work for yourself, there are no tedious expense forms to fill out and get approved by a bean-counting CFO, and you don’t get side eye from your colleague Read more…
Two Approaches to Life Insurance Sales During a Pandemic For nearly a year, most adults around the world have had one thing in common: we’ve been thinking about death. It’s not a topic that any of us would choose to bond over, but there it is—death, in the corner of Read more…
Honing Your EQ The concept of emotional intelligence (EI) was first popularized by psychologist/journalist Daniel Goleman in his 1995 book, Emotional Intelligence: Why It Can Matter More Than IQ. The idea is of EI is being aware of our own feelings and other people’s feelings as well as being able Read more…
This post is part of a series on how to cultivate three traits that will help any insurance agent be more successful: being persistent, productive and personable. Click on each link to read them all. Part 2, Part 3. Learning to be Persistent Persistence is such an important quality that Read more…
It is hard to believe that 2020 is over. A lot happened in one year, but what sticks out the most to me is that we were able to put our feet to the pavement and get things done. I know “things” is relative to who is reading this, but Read more…