Tag: Selling insurance

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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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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Customer Service Focus

Manufacturers, distributors, contractors, retailers, service and e-commerce operations have many common denominators. At the same time, each business sector has its own specialized business insurance and risk management …

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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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It All Adds Up

According to Investopedia, the “Pareto Principle” states that for many events, roughly 80% of the effects come from 20% of the causes. Management consultant Joseph M. Juran suggested …

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