Agency Management

We recently read an article in a national training magazine that, in the course of making a point about sales training, used “insurance” as an example of a commodity sale.…

Jeff is a 22 year old producer who has been in the insurance business for less than a year. He came from a finance industry company where he was involved…

“Ready, shoot, aim.” Unfortunately, that’s the all too common description of the field salesperson’s modus operandi. In a misguided attempt to stay busy and see as many people as possible,…

The rules are changing. We are at the beginning of a new paradigm for the field salesperson. The new paradigm is this: Today, not only must the product or service…

You need to ask questions to start a sale, but you need to ask the right questions to close one. Unless you learn to probe and clarify throughout the entire…

A salesperson I know recently walked into a client’s office he had visited often. Everything seemed the same as usual. But he quickly sensed something was wrong. When the client…

Wouldn’t it be wonderful to glide through objections easily, comfortably and with success? Objections are the bane of most financial advisors and salespeople. Unfortunately, there is no way to avoid…

Have you ever had a hard time persuading people to see your point of view, to do something for you, or to sell them a product or service? Most of…

There is so much emphasis placed on probing, but so little time spent doing it. I have video taped over 1,000 sales interviews and only one person had an accurate…

The average producer is literally wasting tens of thousands of dollars a year quoting on accounts they have either little chance of writing or shouldn’t even be trying to write.…