While it’s not always true, most sales managers get stuck with dealing with under-performers. Under-performers come in a lot of different packages. It could be the underwriter who was hired to be a producer. This could be a smart individual …
Yes, I’m stuck in the middle with you And I’m wondering what it is I should do It’s so hard to keep this smile from my face, Losing control, and I’m all over the place Clowns to the left of …
An agency owner in Alabama wrote me, “How come my producers don’t invest their own money to improve themselves?” He went on to say, “he was self-motivated” and was confused why his producers were not. As we got deeper into …
I want to think of myself as a great father. If I’m not, I would never know until some kind friend pointed it out. It’s at that point I would get to tell him he’s wrong or accept his critique. …
We need to find many, not one, silver bullets to have people save for a life that is going to be closer to 100 years,” Joseph Coughlin, director of MIT’s AgeLab. That came right out of the USA Today, on …
Almost everyone is talking about it like it’s a new trend in the insurance business: “we have to hire new producers.” The problem started back in 2007 when the near depression hit the United States. The bottom fell out of …
Have you ever been guilty of saying something to someone and they took it wrong and maybe got offended. In defense, you said, “That’s not what I meant.” The same could be true in this instance if you’re the agency …
I’ve been a sales guy for 28 years. My first sales job was selling vacuum cleaners. It was very hard because to me $320 for a vacuum was a lot of money (about what I made a month back then). …
