The Buying Journey

Acquiring a new customer is expensive. In 2014, Adam Klauber, an analyst from William Blair & Co., an investment bank and financial services company, determined that direct insurers …

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Demolishing Sales Roadblocks

Insurance sales professionals take pride in being good at what they do, and invest a lot of time and energy in staying on top of their professional game.

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Are You Listening to Your Clients?

How often do you take your clients’ feedback into account? You probably respond immediately to any requests they have about their policies. But are you as quick to …

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Closing Deals with Influence

Selling isn’t a one-size-fits-all proposition because no two people are exactly alike. You must understand who you’re trying to influence and how to get them to say “yes”. …

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New Producer Onboarding Playbook

As an agency leader, you are acutely aware of the importance of attracting business development talent. You spend time and expense searching for sales professionals who demonstrate the …

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Scripting Your Success

Insurance industry icon and consultant Garry Kinder, along with his brother, Jack, trained me back in the 1980s. Garry says, “Ad-libs are for amateurs…All pros practice.”

In our …

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