In 2020, Americans have spent more time at home than ever before. From working at home to school closures, the family unit has shifted to the new normal. …Read More
Questions that have stumped the world’s greatest thinkers include: What is the meaning of life? Why do we exist? Another pressing, though less philosophical, question is, “How do …Read More
A recent survey of over 100 health/life insurance experts found that 59% of industry professionals believe that there is a major move online for consumers for the insurance …Read More
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 …Read More
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.
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 …Read More
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”. …Read More
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 …Read More
Email marketing is dead.
Every year, I hear the same thing. However, the data says something completely different. Per Statista, the total number of global email users was …Read More
Two years ago, I wrote a column on “speed-to-value,” in which the time agents took to respond to and resolve inquiries/requests from policyholders and prospects had become an …Read More