This October marks my 31st anniversary in the insurance industry. Many things have changed since my first insurance sale. Initially,...
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Theories are good…in theory. Hundreds of theories have been put forth on selling. I have read the books, attended the...
This past week I had the great fortune of speaking at the IIABO annual convention in Sunriver Oregon. Let me...
Ask any successful producer in our business what is the single most important activity or skill they attribute to their...
How can you be bored when you are selling a product that protects people’s lives, health and businesses? Our products...
We have covered Pareto’s 80/20 rule and discussed how often it applies to not only sales, but in many other...
Pareto was right. The 80/20 rule works in insurance. If you applied the 80/20 rule to your book you’ve probably...
Pareto’s Principal and book growth Vilfredo Pareto Business management thinker Joseph M. Juran suggested the 80/20 principle and named it...