Virtual University

A recent McKinsey report concludes that personal lines insurance, by and large, has become a commodity. It also questions the viability and value of the agent. This article excerpts one…

What does an agency sell? One might say an agency sells price. Fair enough. But what are they selling for price? An insurance policy? Any policy? Is whether or not…

Is there a Sales Personality? Yes. That’s why it takes a charismatic person to become a good salesperson. And, unfortunately, some sales personalities don’t end up in sales roles in…

Most problems and complaints both outside and inside your company arise from poor communication. Poor communication most often results from either miscommunication or a lack of communication. This article identifies…

Can your little agency compete with the “big boys,” the direct sales organizations that have billion dollar advertising budgets? Yes! In this article, customer service expert Shep Hyken gives you…

A freelance journalist was working on a story about what questions a consumer or business owner should ask when buying insurance. She was seeking five questions each from several insurance…

The best salespeople know their clients. They know more about clients than their competitors know. They know how to ask questions that go beyond product needs. They know how to…

Salespeople are often alone as they make sales calls. Many say they don’t get coached. Most are hungry for good feedback and would benefit greatly from it. However, you can…

If there is a chance to win deals in a competitive marketplace, we must be more assertive, have established rapport, and make a second and third effort. It’s not easy…

A painfully uncomfortable sales scenario is the team call with a senior that does not go well.  Whether the senior has been blindsided or the salesperson just wasn’t prepared, a…