We all know that if we don’t ask our customers about who they have their life insurance with, we are doing them a disservice. Yet, for some reason, we notice that most P&C producers simply don’t ask. It may be because they feel uncomfortable asking, it may be because it feels like it’s just “one... Read more »
It happens… We have a great conversation and the price is just slightly different than what they are paying. The prospect then says, “it’s just not a big enough difference to switch.” It’s up to us to change their perspective. We definitely can’t think all is lost when someone says this! This week we will... Read more »
We all know just how important it is to highlight the benefits that we offer to our prospects, and specifically the ones that will differentiate us from the competition. How we do this can definitely help us close the sale if done right, but it can also backfire if done in a way that makes... Read more »
This week we are going to stream a LIVE practice session from our own team. As producers, it is crucial that we are open to coaching, that we know how to be coached and what it sounds like, and that we implement the suggestions that we are given. In this session producers will learn how... Read more »
This week we are going to work on a call that many of us dread taking and one that is especially prevalent right now in our industry - “Why did my rates go up?” We are going to really focus on how as producers, we can stay positive when presented with this question and, more... Read more »
We are always finding that people want to unlock the secret cure to how to be as successful as they can and should be in sales. Some people think it’s talent that makes them successful. Some think it’s hard work, and others think it’s being smart. Well, we do know one thing for sure without... Read more »
This week we are going to revisit one of our most popular episodes ever, where we are going to let you hear what a quote sounds like “from hello to bind.” We will have one of our producers role play, uninterrupted, an entire quote, literally from the time a lead answers the phone all the... Read more »
Ummm, excuse me, “We paid for this lead!” I think this is what most of us want to say when we call a new lead, and they say, “I just decided to stay where I’m at. I’m good…” This week will be breaking down the psychology of why a prospect would say this when they... Read more »
The easiest way to predict our success in sales is to make sure we are getting the right number of “at-bats” needed to get us there. Increasing your quote volume is a way to guarantee that you will make more sales. In this episode, we will focus on exactly that - creating specific strategies to... Read more »
Things change. People change. Our environment changes. If we are going to reach our true potential, it is crucial that we pay attention to what is happening around us and that we listen closely to the cues that our prospects give us as to what type of consumer they are. Join us this week to... Read more »
It's never a fun call to take, when someone says, "I want to cancel my policies with your agency." Our immediate response is going to be everything with this one! This week we will focus on a process that will help you extend these conversations and take them to a place where your customer will... Read more »
We are definitely hearing it more these days that people want an “apples to apples” quote. We also have always known and still know that there is no such thing as apples to apples because every company has different features and benefits. The trick is keeping our wits about us and helping to shift the... Read more »