April 17, 2013
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 …
February 26, 2013
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 do business with us. The …
January 26, 2013
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 to …
September 26, 2012
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 …
February 23, 2012
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 and losing business. They are …
October 11, 2011
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 …
July 28, 2011
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. …
July 21, 2011
What makes you better or different than your competition? Ask every agent that question and you’ll get the same answer. I’m not kidding. Don’t believe it? I’ve worked with hundreds of agencies & brokers in North America. The first question …
June 21, 2011
Say what you will about the competition- Just don’t say anything bad. The cardinal rule about not bad mouthing the competition is both virtuous, and professional. Knocking the competition usually backfires, and creates a negative impression on the person throwing …