Agency Blog

Business Math 101 – The only course that counts

June 05, 2017

If there’s one goal all businesses have in common, it’s profitable growth. But, while we all work towards that goal every day, we all know it doesn’t just happen.

While the goal is elusive and challenging in its pursuit, it is a simple formula that drives the results.

(X)(Y) + Z = Profitable growth

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Has Your Sales Process Become a Driverless Car?

May 01, 2017

We are all well aware of the huge shift of power in the "sales process." Gone are the days when the salesperson was in control. Now the buyer reigns supreme. Sure, there are many factors that have influenced the shift, but there is definitely one primary factor: Access to information.

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Insurance Sales: A Relationship Business or Not?

April 17, 2017

Insurance advisers are definitely in the sales business, but is this a relationship business, as well?

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You Can’t Make This SH*T Up!

March 20, 2017

I received a call from a client (a benefits broker we'll call Joe) asking for some advice. He wanted to talk about a prospect he was looking to close, but who had just called him with a question that left him shaking his head.

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Prospects Won’t Give You Time? – It’s Not Them, It’s You

February 27, 2017

We spend a fair amount of time and energy training insurance producers. Of course, given that it is their agency owners who engage our services, some producers come into training more excited to be there than others. To be fair, some would rather be anywhere else but sitting there with us for two days of training; we call these folks “hostages."

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Your Price-Product-Service Message is Killing You!

February 20, 2017

In so many ways, the sales game has changed. Well, to be fair, the buying game has changed, but too many salespeople still take the same old, tired approach.

By now, I hope you are aware that buyers are doing most of their research online and mostly have their mind made up before they are even willing to meet with you.

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Put on Your Big Boy Pants

January 03, 2017

I don’t know about you, but I am so tired of the whining and excuse making.

  • “Selling is SO hard these days.”
  • “I can’t get anybody to take a meeting.”
  • “They don’t even open my email.”
  • “Nobody will answer their phone.”
  • “I don’t think they even listen to voicemail.”
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Don’t Focus On a Sales Goal for 2017, Focus On a “Leads Generated” Goal

December 12, 2016

As we start thinking about the new year, most agencies are (hopefully) starting to set goals for 2017. The cornerstone goal is likely the amount of new business they need to write as an agency, followed closely by the allocated goal for each producer.

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Dude, Do You Know How Bad Your Numbers Suck?!

December 05, 2016

They suck so bad, you can’t even afford to write that new account.

Do you have any idea of how upside down you are on a majority of your book of business? You may want to make sure you are sitting down for this one.

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Automate the Transactional – It’s All About Advice and Results

November 28, 2016

Let me take a guess, you are BEYOND crazy busy, right? And, while all of your busy-ness is important, it probably doesn’t really feel like it’s moving you forward does it? You probably even find yourself wishing/hoping/praying that you had time to stop and have actual, strategic-level discussions with your clients or – how crazy is this – go out and actually sell something new. Am I right?

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