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UPDATES & EVENTS

The Sales Iceberg Sep 13, 2018

LOOK BELOW THE SURFACE TO SEE WHAT DRIVES YOUR SALES SUCCESS

We all know the tragic tale of the RMS Titanic, which sank in 1912 after it struck an iceberg south of the Grand Banks of Newfoundland. Of course, it was the mass beneath the surface...

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Stop Drifting and Create Your Best Agency Aug 02, 2018

HOW TO CHART A NEW COURSE AND STAY FOCUSED ON IT

After all these years of coaching independent agency leadership teams and producers, I’m not surprised by very much. For example, it doesn’t surprise me that the vast majority of...

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No Risk, No Nothing Jul 19, 2018

If you have been an insurance sales producer longer than 10 minutes, you know all about risk.

A risk is defined as “exposure to danger.”

Danger surrounds insurance producers every day. It could be in the form of a manager, company,...

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What Is Holding Your Agency Back? Jul 05, 2018

REVENUE AND PROFITS DEPEND ON FULL-TIME PRODUCERS

We see that the average producer is a part-timer at best. Even though most of them will still do okay, they’ll never be great, and at the end of their career they’ll have tons of...

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THREE IMPORTANT STEPS INSURANCE PROFESSIONALS CAN TAKE TO BUILD LEADERSHIP APTITUDE Jun 14, 2018

If I asked you to list some characteristics of great leaders, what would you say? Do words like courage, tenacity, compassion, vision, drive, authenticity, determination, empathy, understanding, and results-focused come to mind?

Those are all...

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Crafting the Perfect Sales Pipeline May 31, 2018

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...

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