FOLLOW THESE STEPS TO IDENTIFY, TARGET, AND WRITE YOUR BEST PROSPECTS

In training more than 4,000 producers in our programs, I’ve recognized a highly predictable “producer’s improvement cycle.” Although I’ve mentioned...

“If speaking is silver, then listening is gold” Turkish Proverb

Perceptive listening is the key to great insurance production.

Have you ever had a sales appointment where you felt like a rock star on the big stage or an attorney...

Top Leaders Adhere to Core Commitments

There are literally scores of strategies and behaviors that agencies can implement in their quest to achieve great results. However, I’ve found that the greatest results come from focusing on a few...

The quality of your answers is determined by the quality of your questions.  

While asking great questions to our team members, clients, and other influencers is critical, the most important questions we can ask are the ones that we ask...

THE RULES OF THE GAME: ROGER’S TOP 10 FOR POWERING GROWTH, PROFITS, AND RETENTION

In a recent article, I discussed what I would do if I were an agency sales manager. It got a phenomenal response, prompting a huge number of questions and...

“Your Best Clients are your Competitions Best Prospects”

It’s easy to take for granted the things we value the most. This is especially true with relationships, including the relationships we have with our best insurance clients....