Don't be shocked when you learn the three things you should never do are exactly what you're told to do. These three things are setting you up for failure. It's no wonder over 90% of the people entering the insurance and finan...

A poor sales conversation can get you off tracking. Even though you may not be aware you're doing it, after a bad appointment you shut down and don't function at your best. You're calling a time out. I encourage you to take a...

Do you accept it when a prospect tells you they don't have the money to do business with you? Do you accept it when a prospect tells you their goal is more money? If you do you're falling into a sales trap that means no sale f...

Questions are a critical part of the sales process. Do you find that the questions you ask aren't producing the results you want? The way you structure the questions you ask, and the intent behind them have a dramatic impact o...

You've been trained to ask for referrals in a pushy, obnoxious, and downright embarrassing manner. When you use the tactics you've been trained to use it's very harmful to your relationship with your customer. Don't try asking...

Before you can ever sell anyone anything don't you have to sell them on having an appointment? If you're like most agents you find it difficult to fill your appointment book each week. If you could hold appointments each week ...

You will feel less stressed when you use this simple idea. You'll make better use of the time you have and feel much better about how you use your time. To have this happen all you need to do is analyze the whole project and b...

When you compete on price you lose. You don't want a business full of price shoppers because they're invariably your worst clients, so why would you ever want to intentionally attract them? Yet when you offer to quote someone ...

Are you trying to cram more into your day? If you are you're probably stressed out, exhausted, and irritable because you're working too hard. If this sounds like you take a time out. You've got to stop focusing on the wrong t...

Your ability to take the right actions at the right time for the right reasons is directly proportional to your time management skills. Are the in boxes in your work area overflowing: stack trays piled high, overwhelming amount...

If at some point you had a job there was always someone else you could either blame or count on to bail you out, but now as a business owner there's no one to count on but you. When things aren't going well it can feel like the...

The way you track your sales funnel and sales cycle can significantly impact your insurance sales success. Is the way you track now complicated and cumbersome? Could a simple system be more efficient and effective? Yes. You ...

Trade shows for your best prospects are a great way to generate leads if you know how to take advantage of the opportunity. You can reap the benefits without having to rent a booth. The down side to renting a booth in addition...