Eat the Frog

I use a lot of analogies in my trainings.  Most of these are either sports related or are more real life examples of situations that I have run into myself or have been told working with agents throughout the country. The newest one that I have heard and been using is inspired by Mark Twain … Read more

My Favorite Line of Business to Sell

My favorite line of business to sell is an Umbrella policy.  There are a number of reasons for this. I’m going to give my top seven reasons why this is my favorite line of business to sell.  These are in no particular order except when it comes to the last one which is my number … Read more

Avoiding Selling on Price

In 90% of the agencies that we visit there is at least one employee that believes that clients only care about price.  I can usually get them to admit that it is not true of all clients. I will also accept the fact that there are prospects and clients that only care about price.  So … Read more

Avoiding the Insurance Sales Rollercoaster

Selling insurance is hard work as the product isn’t exactly glamorous. It is something that few people actually want to buy, but they are forced to.  Sometimes it’s mandatory and sometimes people know that there is value, but at the end of the day, there are so many other things on which they would prefer … Read more