Shark Proof The three I’s in Shark proofing are Insulation –Investment – Influence In the first two installments, we covered Insulation & Investment. Today I finish the series with Influence. As you remember, a ” Shark” is what I …
Shark proof In part one of this series, we defined a shark as the kind of producer you don’t want anywhere near your clients. Sharks are experienced professionals who know the business, and are experts at breaking relationships. The 3 …
In 2010, I wrote an article on shark proofing new clients for the Insurance Journal. Because of it’s popularity, this topic expanded into webinars, and 1/2 day seminars. I thought I should revisit and update the original article, so I …
Your Sales iQ By David Connolly As insurance agents, what we sell is an …
Your Sales iQ By David Connolly Buyer Facilitation VS Selling What’s the difference? Buyer facilitation is helping prospects discover for themselves why they should do business with us. Selling is telling them why they should …
Written By David Connolly iQ Consulting Inc. The incumbent agent stands between you and sales success. For you to win, they must lose. Understand, we are not just asking prospects to do business with us, we are asking them …
Finding Superior Production Talent By David Connolly President iQ Consulting An excerpt from an interview with a successful agency owner DC: Historically, what has consistently been the biggest challenge you face as an agency owner? Owner: “In our infancy we were …
Success or failure on paper By: David Connolly iQ Consulting They are the primary form of communication with our underwriters. They have a substantial impact on our reputation. They are often the difference between winning …
4Th Quarter Activity Everyone understands the concept of spring cleaning and the activities associated with renewal after winter. In our business, Fall, or the 4th quarter represents a period in our business cycle where we engage in specific activities required to …
Will Rogers said “it aint so much the things we know that get us in trouble, it’s the things we know that aint so.” Truer words have never been spoken about one of the most abused words in our vocabulary. …
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