Category: Prospecting

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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The New, New World

During the Age of Discovery, after Europeans made landfall in what would later be called the Americas, new trade routes brought new power, riches and wealth to the …

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The Agency’s Seven Deadly Traps

The Agency’s Seven Deadly Traps are the obstacles that most often undermine an agency’s ability to realize it’s Best Version Possible (BVP). Now I doubt that many agencies …

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Rise Above

All insurance agencies should have business goals that are well thought out. Your agency goals for this year should include:

Maximizing market opportunities; Driving increased sales; Reducing customer …

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Built to Last

You’ll be pleased to learn that my daughter, Emily, is now a college graduate. Her double major: anthropology and sculpture.

The anthropology is interesting, definitely. But the sculpture? …

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