It happens…. We are calling out on leads or winbacks and the prospect says, “I had a bad experience with your company in the past…” This apprehension is tricky to deal with and is one that we must be quick and confident at responding to if we are going to have a chance. This week... Read more »
There is a reason that this topic won by a landslide during last week’s poll - because it is one that stops so many producers in their tracks. The trick is to not take this comment as rejection or that they don't want to buy AND not to leave the call back in their hands.... Read more »
This will be one of those shows that you walk away saying, “That makes so much sense,” and one that you will be able to use what we share immediately to see an impact on your sales. We will go through some very specific sales and service examples where the way that you present price... Read more »
Have you ever gotten to the end of a quoting conversation where you knew the whole time the price was going to be higher, and you are just hoping they will still say yes? Well, hope is not a strategy! This week we are going to talk about new specific strategies on how to talk... Read more »
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 »