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Q & A with Tom DiLiegro, Owner, Benefit Advisors of Charleston
Coffee is for Marketers
You Call it a Sales Process; Prospects See it as a Buying Process
Commission, Bonuses, Fees – Oh my!
Hooray! You’re on Social Media! But Are You Adding Value to Your Clients?
Q & A with Barry Cohn, President, Really Great Employee Benefits (RGEB)
Approaching Benefits Like It’s Merely a Transaction? Your Days Are Numbered
Wanted: Benefits Advisors Willing to Collaborate Locally
Insurance Agency Revenue Covers a Multitude of Sins
Afraid of being schmarmy? That’s no excuse for not marketing.
Magnification & Amplification of Healthcare Problems and Solutions
Industry Transformation Takes a Community of Commitment | #Q4LiveTampa
It's Time for Insurance Agencies to Find a New Normal
Q4intelligence Partners with GoCo for Broker-Provided HR and Benefits Platform
Uncomfortable Conversations: As an Insurance Advisor, 'Tis Better to Give Than Receive
3 Keys to Defining Your Marketing Strategy
Shifting Needs and Shifting Priorities: Top Ideas for Insurance Agency Transformation
Are You Annoying The Crap Out of Your Prospects?
Insurance Advisors Can Save Healthcare
“Jacked Up” Insurance Renewal Meetings
Insurance Innovation – Illusion, Introspection, and Insecurity
Millennials Will Save the Insurance Industry
Benefits Advisor + 4th Quarter = THIS SUCKS!!
Investing for Sales Success: Insurance Producer Planning Guide
We Kinda Suck at This Leadership Thing
Moving Your Insurance Agency from Just Surviving to Thriving
Preparing Your Agency Plan for a Successful 2018
Zenefits + OneDigital = ?
When Your Insistence on Customer Service Becomes a Disservice
Changing Your Independent Insurance Agency May be More Shocking Than You Think
Software & Bad Hires Will Not Fix Poor Sales & Marketing Strategy
4 Things Scarier Than Making That Sales Prospecting Call
There Are No Shortcuts to Insurance Agency Growth & Success
Is Your Agency Marketing More College Professor or Circus Barker?
Change Your Approach to Agency Sales & Marketing or Get Thrown Out of the Office
Your Cowardly Ways Cheat Your Clients-- And Your Prospect Pipeline
Snake Oil by Any Other Name is Still Snake Oil
Are You a Skinny, Fat Producer?
Your Lifestyle (Business) is Killing You
Promoting Someone Else's Products is a Seriously Lame Way to Market Your Insurance Agency
Who Picks Up the Tab?
That Revenue Problem Doesn’t Go Away Just Because You Don’t Look at It
If Sales are Stagnant, You Probably Have a Marketing Problem
Business Math 101 – The only course that counts
Who Benefits Most from the Work You Do?
If You Wanna Score One for the Team, You Gotta Take the Freakin Shot
Q4i Went to NOLA and All I Got Was This Lousy Blog
No, I Will Not Give You Permission to Be Lazy
Has Your Sales Process Become a Driverless Car?
What Hamilton and Your Last Presentation DON’T Have in Common
Insurance Sales: A Relationship Business or Not?
Let them charge fees!
Raise Your Hand if You Still Want a Private Exchange
Introducing Q4i Insurance Agency Marketing + Lead Generation
You Can’t Make This SH*T Up!
When Insurance Agency M&A = Misaligned & Adversarial
No One Cares About Your Boring Brand
Prospects Won’t Give You Time? – It’s Not Them, It’s You
Your Price-Product-Service Message is Killing You!
Excuse Me, Your Brand is Showing
Shout it From the Hill (top) with NAHU - Let's reach 1.8M Impressions!
If Prospects Can’t Find You, You Don’t Exist: You. Must. Be. Marketing.
6 Keys to a More Intentional 2017
5 Unanticipated Outcomes of Agency Acquisitions
2017 Theme: Act with INTENT
Put on Your Big Boy Pants
Your Business Practices Are Abysmal! 5 Critical Ideas to Transform Your Insurance Agency
7 Critical Positioning & Communication Ideas That Can Transform Your Insurance Agency
Don’t Focus On a Sales Goal, Focus On a “Leads Generated” Goal
Dude, Do You Know How Bad Your Numbers Suck?!
Automate the Transactional – It’s All About Advice and Results
Put Down the Joust, You Look Silly
A Big Part of Who I Am is Because of NAHU Professional Development
Practicing and Prospecting: How Difficult Are You Making Sales?
Insurance Agencies Must Participate in Saving Themselves
Better Isn't Good Enough
4 Ways You’re Undermining Your Insurance Agency Growth
Improving Your Odds of Sales Success
Stop selling. Start listening.
5 Traits of Great Insurance Agency Leaders
7 (+1) Reasons “Sales” Is NOT a Dirty Word
Wanna Start a Business?
5 Ways to Play Offense with Your Insurance Agency Business Strategy
Why Next Year’s Sales Results Are on The Line— Right Now.
5 Quick Reminders as You Start Your Week
Not-So-Happily Ever After: When Fairy Tales Turn to Nightmares
Can We Please Stop Saying the M Word?
Politics and Consulting: The New Oil and Water?
Mr/Ms Agency Owner, Tear Down Those Walls
Coffee Shops Train their Employees and So Should Insurance Agencies
Winning and Losing in Sales Is Hugely Dependent on Your Marketing
Can You Spare a Good Idea For a Fellow Insurance Agency?
Kristi Birkeland to Lead Insurance Agency Marketing for Q4intelligence
Do Insurance Brokers REALLY Know Why Their Clients Hire Them?
New Insurance Broker Competition is Simply the Result of YOUR Demands
For Insurance Agency Growth, It’s Time to Pick Up the Pace
6 Insurance Marketing Ideas Your Agency Needs to Embrace
Your Insurance Agency Marketing Strategy is Completely Backwards
In the Race to Increase Sales, Most Insurance Agencies Can’t Even Find the Starting Line
Improve Insurance Agency Marketing & Selling by First Defining Your Brand
The Typical Insurance Sales Presentation is All Wrong
3 Pillars of Insurance Agency Growth
It’s Time to Reimagine Your Insurance Agency Marketing Message
Creating A More Effective Marketing Message for Insurance Agencies
Changes You Need to Make to Grow Your Insurance Agency
Lack of Leadership: Single Biggest Problem in Independent Insurance Agencies
For People Who Like To Talk, Insurance Agency Owners are Not Effective Communicators
Zenefits: Disrupting Lives, Not Just the Insurance Industry
Zenefits: A Story of Confidence, Culture and Resignation
Online Communication Requires High Trust in Employees
Insurance Producer Sales Goals Are A Joke
Lessons from A Unicorn Insurance Producer
Health insurance and benefits market shifts to individual needs says Michael Lujan
Develop Effective Insurance Agency Management Practices in 2016
How Technology Is Changing Employee Benefits Agencies in 2016
Invest in Basic Employee Benefits Communication in 2016 Recommends Jen Benz
Technology, Insurance Agencies and Clients: Alan Katz Prognosticates
2016 Health Insurance Trends from freshbenies
A 2016 Political Look at Insurance from Janet Trautwein
Hey Insurance Industry, Wake the #@$& Up!!
The High Cost of Insurance Agency Fears
Insurance Agency Marketing Will Be 2016’s Differentiator
Stop the “We Don’t Suck” Insurance Agency Marketing
Zenefits – Hubris, Milkshakes & Insurance Agency KPIs
Insurance Brokers and Social Media: The Fear Is Real
Fight Together, Not Against One Another
Beliefs Control Actions. Who Controls Your Beliefs?
Redefining Boundaries to Build a Better Business
Create A Differentiated Value Proposition to Catapult Your Business
Why Agencies Fail When Hiring Insurance Producers
A Sign of Zenefits' Desperation?
Insurance Industry Comes up Less-than-Mediocre in LinkedIn Social Selling Index
Technology Is Only As Good As the Strategy It Supports
Stop the Stagnancy and Commit to Changing Agency Operations
It’s NOT the Technology Stupid
Put the Right People in the Right Seats to Catapult Your Business
To Save an Industry – We Need YOU!!
What If You Did What You Knew You Needed To Do?
Zenefits' Battle with ADP Provides 2 Lessons and a Warning
What Makes A Really Great Week
You Owe It to Your Audience to Be Prepared
Invest Wisely to Drive Success and Catapult Your Business
Stay Young to Drive Success and Catapult Your Business
Bring Value and Insurance Brokers Can Have It All
11 Reasons Why the Texas Medical Board Is Wrong about Telehealth
Collaborate to Drive Success and Catapult Your Business
Sincerity and Belief Lead to Successful Selling
The Value of Offering a Private Exchange Solution
Don’t Let Zenefits Drink Your Milkshake
MLR = Making Less Revenue? It Doesn’t Have To
5 Flaws of a “Zenefits” Approach
Who’s In Control Here?
Are You A Leader or An Enabler?
When Is a Year Only 6 Months Long?
You’ll Never Transform Your Agency Without A Look Inside & Outside
Building Your Benefits Toolkit
2015 Is the Year to Simplify
10 Important Ideas to Transform Your Insurance Agency
Two Reasons Your Marketing Message is Killing You
Seven Disciplines of an Effective Sales Culture
Are You Trying To Sell With an Incomplete Sales System?
Insurance Advisors Have the Best Jobs and A Lot To Be Thankful For
How to Rehire Your Best Sales Talent
The Naked Truth About Producer Compensation
How to Define Your Purpose/Why
Getting Clear About Your Purpose and Why You Should Care
How to Secure Your Business Future
Not Providing Sales Training is a Leadership Failure
Don't Be A Commodity
Meeting Minimum Expectations Doesn't Impress Your Prospects
Tear Up Your Permission Slip for Mediocrity
Organizational Hierarchy of Needs
Use Networking Conferences to Build Your Business
4 Ways to Grow Your Business Using LinkedIn
How Cultured Is Your Agency?
Think You’re Best in the Room? Maybe It's Time for a New Definition of Success
Turning Your Sales Organization into a Client-Focused Culture
How to Make a Difference with Your Insurance Agency Website
Your Lack of Interest in Marketing is Costing You Clients
Businesses Need Therapy Too
Are You Energized or Paralyzed by Change?
Is Your Team Fighting With You or Against You?
How to Evolve and Grow Your Business
Your Team Isn't Celebrating Nearly Enough
The Unintended Consequences of Traditional Insurance Agency Management
Not All Referrals Are Good for Business
How Much Are Your Non-Selling Salespeople Hurting You?
How to Fill Your Prospect Pipeline with Client Referrals
Effective Leadership Comes From Different Seats on the Bus
Finding the Courage to Succeed
Shifting Buyer Expectations Are Changing Agency Marketing and Selling
Are You Delivering A Complete Sales Message?
The Death of Traditional Selling and How Brokers Are Accepting It
Work with Determination Because Others Need You To
How to Connect with Clients in More Meaningful Ways
Bringing More Value To The Sales Conversation (Video)
Why Your Agency Needs a Defined Sales Process
All Insurance Agencies Fear Something – What is it for you?
How Beliefs Seduce Us Into Obsolescence
Commoditization or Consultation?
Judgment, Fear, and Expectations
Outdated Ideas and Bad Decisions in Independent Agencies
My "Will" is Going to Kick Your "Can"!!
Independent Agencies Need More High Performers and Less Overachievers
Our Three Words for 2014
Dangerous Play: When Your "Consultative" Sales Process Is Actually Spreadsheet Selling
Insurance Agency Websites
Gifts From Dad
How Well Do You Understand Your Own Business?
9 Shocking Sales Statistics That Determine Your Success
You Can't Afford 'Free' as a Business Model
Perfect Practice & Preparation for Producers
Things Are A Mess With ACA And Businesses Need Your Help
Creating A New Mental Box For a New Business Model
Why Would Millennials Want To Work In Your Insurance Agency?
Why Consistent New Business Is So Critical
Slay The Demons With Killer Conversations
Help Wanted: Insurance Industry Needs New Ideas
Get Paid for the Value You Deliver
We Don't Suck As Bad As We Think We Do
What Is The Value Of That New Account?
Hard Work Crushes Oompa Loompas
The 5 Critical Indicators Every Producer Needs to Track
Fixating On the Competition
Kick the Askholes Out!
Who's Your Audience? You Might be Sending Mixed Messages
Getting Comfortable With Fee-for-Service
Why It's Great To Be An Independent Broker
Selling In “Unique” markets
Which Best Practices Are Stunting Your Agency Growth?
What I Learned At Camp This Summer
"How Stupid Are You?!" How NOT To Engage Your Prospect
Health Care Reform Isn’t the Problem
Embracing Your Inner Consultant
Typical Broker of Today vs. Consultant of Tomorrow
I Am The Greatest In The World!!
Proper Pre-call Planning Prepares You For Quality Prospecting
Day One Complete
Why Do I Want to Work With You?
Manufacturing Your Passion
An Open Letter to Independent Insurance and Benefits Agencies
Failure Is An Option
Are You Getting Outpaced By The New Hires?
What You Do When Class Is Not In Session
Sometimes All It Takes Is One Reason to Say Yes
Concerned For Your Future?
Selling Is A Team Sport
Insurance Agents Aren't Boring!
Is Your Agency Really Worth It?
Communication: Please Tell Me This Isn't Our New Normal
It's Time To Face Our Fears
Lessons I've Learned
Xtreme Discipline Drives Xtreme Results
When An Ownership Mentality Hurts You
Agency Leader or Zoo Keeper?
Nine Beliefs of Tomorrow's Successful Producers
Using Marketing to Challenge and Attract Prospects
Houston, We Have A Hiring Problem
There Is Only One Definition of Success
The Why Factor
Does Your Sales Experience Have Your Prospects Doing the Closing?
Gaining Confidence to Overcome Your Obstacles
Employees Love Change
Say It Out Loud And You Own It
What Is Your Word for 2013?
Sick and Tired of Being Sick and Tired
Proof Your Agency Shouldn't Work For "Free"
Your Next 90 Days - Expedite Everyone
Clients See Your Brand One Employee at a Time
Your Next 90 Days - Keep Your Balance
Competing for Talent - The Price of Providing Health Insurance vs. The Cost to Drop It
6 Reasons Your Insurance Agency is Dying - An Outsider’s Diagnosis
Make Your LinkedIn Profile Attractive to Desired Prospects
Your Sales Game Will be Won or Lost in the 4th Quarter
Insurance Agencies Should Be the Bellwether
Insurance Industry Suffers from A Deficit of Value
It’s All Fun and Games Until Someone Loses an Account
Planning for Producer Success
Improving Your Knowledge, Insight, and Advice
Insurance Brokers Are All The Same!
Your Next 90 Days - Create Coalitions
You Can Lead Them To Water
Why Value-Added Services Are Bad For Business
BGNLive Chicago 2012 - Being a Difference Maker
Innovation: Luxury or Necessity?
Guaranteed, Easy Referrals
Their Attitude + Your Structure = Winning Combination
Sometimes The Best Solution is Walking Directly into Discomfort
Your Next 90 Days - Build Your Team
Time and Money Reflect Beliefs and Values
It's Not You, It's Me
You’re So Vain, You Probably Think This Post Is About You
If You Can Read This, You're at Cyber Risk
"Excuse me, we didn't build what?!"
A Driver’s License and A Major Customer Service Disaster
A Lesson, An Insight, A Reinforcement
Your New Job Requirement
Taking Inventory of Your Relationships
Stand Up and Fight
"Go Giver" Challenge
Your Next 90 Days – Achieve Alignment
Roadmap to A Stronger Benefits Practice
Warning: This Relationship May Have a Significant Influence on You
Fully Define Your Ideal Clients for a Better Pipeline
Apathy – The Most Damaging Emotion of All
Psychic Office Closed Due to Unforeseen Circumstances
Your Next 90 Days – Negotiate Success
Prospecting: Job #1
Don't Allow Competitors to Determine Your Business Model
Of Course I Can!
Great Service Doesn’t Happen by Chance
What Do You Do When Your Heart Isn’t In It Anymore?
How Producers Are Like Excellent Waiters
Who Is the Real Enemy?
Tactical Marketing Activities are Wasting Your Time
Pursuing Even More Excellence
Is That Frog Soup I Smell?
Getting Beat vs. Losing
Permission Slips and Hall Passes
Develop Good Online Social Behaviors
Come Prepared and Blow Me Away
Why Are You Marketing To The Competition?
Teach, Tailor, and Control Throughout the Sales Process
Who’s Gonna Win?
Slow Down the Buying Process
Your Next 90 Days – Secure Early Wins
Agency Marketing: A Shift In Thinking
Your Next 90 Days – Match Strategy to Situation
Networking: Going All-In
Work Hard, Play Hard
Your Silence Speaks Volumes
Your Next 90 Days – Accelerate Your Learning
Your Next 90 Days
Be Committed or Go Home
Gone In an Instant – Our Year In Review
Some Favorite Books We Read in 2011
Commit to Your Social Media Accounts or Close Them
The Opportunity Is Yours…Or Someone Else’s
Mom, Have A Seat, Let's Solve a Problem
I Hate Grocery Shopping Because There Are Too Many Choices
Asking Your Way to Improved Performance
Pick Up Your Pace to Increase Your Production
Appeal to Individual Motivations
Selling Lessons from a 10 Year Old Professional
Is Your LinkedIn Profile Working For or Against You?
Vision – Talk About It Until They Mock You
Integrating Social Media into Business Operations
The Show and Tell of Sales Leadership
Rehire Your Best Talent
Using Social Media Tools Effectively in Your Agency
The Net - How Do You Present Yourself?
The Growing Up of Social Media
Finding the Courage to Ask for Referrals
Diagnosing Client Challenges
Mediocrity Is Exhausting
Filling the Pipeline: Positioning and Creating Opportunities
Planning and Accountability: Keys to Success
Use “What we do well” as a Business Planning Tool
Generating a Greater Return on Client Experience
Is Your Business Controlled by Paranoia?
Damn the Torpedoes, Full Speed Ahead!
Relationships Still Matter
Willpower vs. Self-Discipline
I Love My Job…er, Career!
Who’s Your Competition?
Do You Have a Job or a Career?
“Confidence…Confidence For Sale!”
Employee Benefits – Getting Creative with Local Offerings
Playing the Role of Business Advisor
Powerful Questions to Connect with Prospects
Playing to Win or Playing to Not Lose
Prospect Meetings – Do Your Homework
Give Me A Reason
New Talent Brings New Expectations
Lovin’ the Baby – A Secret to Talking to Business Owners
Same Words, Much Different Meaning
Creating a Vision and Leading a Team When You’re Not the CEO – Yes, It Can Be Done!
With Producer Opportunity Comes Responsibility
Broker of the Year - Taking a New Approach
Wander On In to the Insurance Industry
Employee and Client Free Agency
The Power of Vulnerability
The Power of the Personal Connection
18 Going on 8
The Exceptional Producer
Making a High-Velocity Culture Change
A Strong Culture Buys You Margin for Error
Looking for the Pony When the Insurance Industry Gives You Crap
You Have a Choice – Fight or Flight
Give Up the Corporate Lingo and Start Sharing Stories
Playing to Win? Or to Not Lose?
Are You Merging or Moving Out of the Way?
I’m Sorry, We’re All Out of Eggs
Grab the Snacks, We’re Taking a Road Trip!
Advisers Must Move ‘Faster and Stronger’
Delivering Exceptional Service
Always Be Learning
A Pipeline Built on Client Referrals Starts with the Right Conversation
Online Is the New First Impression
Is the “Agency” in your name holding you back from thinking bigger?
Professional Guidance Delivers Professional Results
Building the Right Business Model
Why You Need to Be a Specialist
Dynamic Pipelines - A Prospect in Motion Tends to Stay in Motion
Personal Development: Making an Investment in Your Agency
Manage Your Brand Through Client Expectations & Experiences
What Makes Your Agency Unique?
Choose Your Centers of Influence Wisely
Step Away from the Tools
My 4 Favorite Books I Read in 2010, and What I Learned From Them
Two Steps to Getting Your Agency Messaging in Sync with Your Clients’ Needs
Your Prospects Don't Care How Long You’ve Been in Business
What Are Your ODDS of Success in 2011?
You Hold the Key to the C-suite
Three Things We Wish Everyone Knew About Benefits Communication
Is the benefits glass half-full or half-empty?
Practicing What You Want to Be
"Addressing Client Needs" - What Does that Actually Mean?
The Difference Between First & Second Place is in the Details
Eliminate the Noise - Second in Command Principles
Budgeting Is Not the Same as Planning
Earning New Business by Exploring the Possibilities
Personal Accountability as a Means to Driving Results
Moving to Where Your Clients Need To Be
Your Web Strategy Must Change
Developing Business Acumen is Key to Understanding Client Needs
Seven Behaviors that Drive Sales Results
Timeliness: It Can Help Build Up or Tear Down Relationships
Reduced Commissions Can Benefit Your Business
Build Your Business Through Consistent Workouts
Increase Results with Planning and a Focus on the Vision
Want Better Results? Challenge Your Current Ways of Thinking
5 Steps to Improved Sales Performance
The Game has Changed, the Doors are Open - It’s Time to Just Connect with People
Motivation Can Often Come from Unusual Places
Need to Make a Change? 3 Steps from Indecision to Implementation
Make Tomorrow “Bring Your Inner Child to Work Day”
How to Chart Your Course
Thinking Like a Business Owner to Drive Productivity and Profitability
Survivor – Healthcare Reform Island
Your Employees Are Talking – Do You Know The Message They're Sending?
Talent Management Lessons from the King of Pop
7 Cultural Issues That Will Drive Sales Results
Benefits Producers – Your New Job Description
Mitigate Your Risk by Finding the Courage to Face Your Fears
Selling is a Transfer of Confidence – Know Your Sources
It's About Your Attitude!
5 Reasons Communication with Employees is More Important Than Ever
Welcome to Benefits Growth Network
Healthcare Reform – Challenge or Opportunity?
Personal Brand & Value
Breaking the Cycle of Commoditization
Confidence — What’s it worth to you?
Strategic Risk Management
Why do We Make “It” so Difficult?
Shortcut to Success
Leadership + Management
Marketing + Branding
Selling + Process
Things About Q4i
Tools + Resources
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