One of the most common questions I receive at my keynote addresses and workshops is how to infuse an organization with a culture of sales for growth. The …
Read MoreThe Evolving World of Sales
Long before a salesperson meets a customer, that customer researched the features and benefits of the products and services in question, read online reviews from other customers and …
Read MoreAgency Multipliers and Their Ripple Effect on Your Success
This month I’m going to focus on those behaviors and strategies that literally can and will multiply your agency’s results. The reality is that, ultimately, it’s all about …
Read MoreWhen Hiring New Producers Begin with the End in Mind
Almost everyone is talking about it like it’s a new trend in the insurance business: “We have to hire new producers”.
The problem started back in 2007 when …
Read MoreWhen Hiring Seek the Help of a Bad Cop
I checked my email first thing this morning and got a resignation letter from someone on my team, a relatively new hire. She couldn’t put up with the …
Read MoreMinding Your Business: Traditional Producer Hiring Process is Arcane & Should be Shot!
I want to think of myself as a great father. If I’m not, I would never know until some kind friend pointed it out. It’s at that point …
Read More5 Rules for Hiring Quality Producers
A simple and obvious solution to many, likely most, agencies’ growth issues is to hire a quality producer. As proven by the 70%-80% failure rate for such hires, …
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