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The Most Important 30 Seconds in Every Conversation

communication success Sep 01, 2017

By Brent Kelly

“Hi my name is Brent. I help insurance leaders communicate with purpose, connect with confidence, and lead with greater influence so they achieve world-class results. I would love to see how I could help your organization. Here is my card, would you like to grab coffee or hop on a call sometime so you can learn more?”

While this is true and I am proud of what I do for insurance professionals and organizations, this is NOT the best way to open up a conversation. Yet this is how most people start conversations with others……by talking all about themselves.

The 30-second rule

I learned something from my mentor called the 30-second rule and I have applied it to my conversations with prospects, clients, business partners, and my family. It’s one of the best communication and leadership ideas I have ever learned and it’s something that any leader can and should apply to their daily conversations.

Most of the time, we focus our...

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Are You Turning Your Back on Success: Part Two

producer success Apr 28, 2016

In order to face success, rather than turn away from it, we must dedicate blocks of time during the week to work on each of these situations. If you do that as you plan your week, you’ll be in really good shape!

You may recall “The 12% Factor”: In any given week, you have 168 hours, of which 40 hours (24%) is work. Now if you can get just 20 hours of faceto- face time with clients, prospects or centers of influence (which most producers never come close to), that’s still only 12% of the week. How much time will you invest (not spend) in each of these areas in the coming week?

While the best producers are always scheduling at least two weeks into the future, most producers start off the week with an empty calendar. I know that most producers don’t even think about their schedules until Monday morning. (If they were following our “Producer’s Perfect Schedule,” they’d have 10 appointments the first week and another 10 appointments...

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