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Why Insurance Agencies Fail to Find and Keep the Best Talent Dec 07, 2017

Imagine being in a business where every single person needs your product. Imagine being in a business where 90% of your clients will buy from you again every year…even if you are average. Imagine being in a business with unlimited opportunity for growth and financial freedom.

Every one of...

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7 Ways to Empower Your Insurance Agency Team to Greatness leadership Nov 27, 2017

The act of empowering others changes lives, and it’s a win-win situation for you and the people you empower.

When you think of customer experiences you have had with your cable company, phone company, or services run by a governmental entity, what are your typical feelings?

If you are like...

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The #1 Reason Your Insurance Agency Isn’t Growing growth leadership Nov 16, 2017

Several years ago, I heard a quote from leadership expert John Maxwell that caused me to stop and pause.  He said, “Everything rises and falls on leadership.” 

I think the word that caused me to stop and pause was EVERYTHING.

I believe that leadership is important in...

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Who is Running Your Agency’s Offense? leadership sales Nov 09, 2017

What is the number one job of the offensive coordinator for any football team?

To score points.

Yes, an offensive coordinator has other responsibilities, which I will discuss, but at the end of the day, the success of the offensive coordinator is based on putting points on the board.

Every...

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Make a Living or Make a Fortune producers sales Nov 01, 2017

Several years ago, I heard a quote that challenged me. Looking back, I now realized that it also has changed me.

“Work on your job, make a living. Work on yourself, make a fortune.” - Jim Rohn

As a commercial lines producer for 15 years, I attended a variety of sales and product...

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Three Communication Skills Vital to Every Insurance Producer communication producers Oct 26, 2017

Studies have shown that effective leadership and influence, whether it’s with your team, your clients, or your company partners is 87% people knowledge and only 13% product knowledge. 

Reflect on that statistic for a minute, almost 90% of our ultimate success is not determined by what...

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8 Habits of Highly Successful Insurance Producers producers Oct 17, 2017

Ask most insurance producers how their day was and it’s likely that you will receive an answer that revolves around the words, “I was really busy.”

In most cases, that is true. Insurance producers are often very busy. The problem is that they are often busy with activities that...

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Three Reasons Why Many New Insurance Agents Fail agents failure training Sep 01, 2017

By Brent Kelly

“Failure isn’t fatal, but failure to change might be” – John Wooden

Despite what some people may think, the insurance industry is a highly noble profession. So why do insurance agents come and go? Why do so many new insurance agents fail and experienced...

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Do You Believe in What You’re Selling? If Not, You Should Quit selling Sep 01, 2017

By Brent Kelly

Genuine belief in your product or service is vital for any salesperson’s success.

Without belief, what you are selling is a lie.

Seems pretty obvious right?  It should be, but I still see people selling products or services in the market they don’t believe in....

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Overcoming the “Too Young” Objection in Insurance Sales Sep 01, 2017

By Brent Kelly

Being a young insurance agent can seem downright overwhelming at times.

I started in the insurance business right out of college at the ripe old age of 22. I had superb initial training, wonderful mentors, learned as much as I could as quickly as possible,...

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Want to Ask Great Questions to Prospects and Customers? Think Scattergories propects sales Sep 01, 2017

By Brent M Kelly

Use creativity and differentiation when asking questions to stand out from your competition.

Do you remember the game Scattergories? It has always been one of my favorite games.

For those of you who are unfamiliar, let me briefly explain how the game works.

Every player...

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Build Your Confidence & Build Your Image confidence Sep 01, 2017

By Brent Kelly

You want others to believe in you, your company, your product or service, and the value you provide. However, the most important question to ask yourself is, “Do you believe in you?”

Do You Breed Confidence in Others?

How others perceive you is in direct correlation to...

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