Daniel reached for the phone, which felt like it was getting heavier with every dial. As he dialed the number, he told himself: “OK, 80 down and just 20 more to go. You can do this.” “Hello, Johnson & Smith …
One of my mentors, Dan Sullivan, says: “All progress starts with telling the truth.” Is it true that you don’t spend enough time prospecting to have a pipeline of real opportunities that you can win? And that by winning them, …
Over the past 20 years, I’ve surveyed hundreds of high-performing athletes in all levels of sports including professional, college, high school and club sports. Not once have I found an athlete, including Heisman Trophy winners, Hall of Fame winners, Division …
Renewal dates only come around once a year, but insurance problems can creep up on your prospect at any point. That’s why you need to become a marketer to support your prospecting activities and be there when they have a …
If you’re a new producer and want to be successful, there is one thing you need to be very diligent about: Prospecting. If you walk around your office and ask for other’s opinions, you’ll get a variety of options on …
Sales leaders have a tough job. They work with producers that are misplaced and burnt out. They work with underwriters in producers’ clothing. They work with the unmotivated and those with low self-esteem. Many times, sales leaders give up on …
The difference between where your agency is today and where it will be in five years from now is in direct proportion to your ability to develop your sales team. That’s a mantra that I ask every one of my …
When Brett Favre was inducted into the NFL Hall of Fame, he looked up at the sky and said: “Dad, I hope I made you proud.” Favre’s dad was a high school football coach. He was a hard man to …
Fear is the No. 1 killer of sales performance. There are a lot of salespeople that avoid making cold calls because of fear. They avoid asking clients for introductions. They avoid setting meaningful and powerful goals. They avoid asking their …
Have you ever laid in bed with the alarm going off and pushed the snooze button? You’re thinking: “Come on, just 15 more minutes.” A few minutes later, the alarm goes off again, and you either get up or push …
