Your Sales iQ

Shark Proof – Revisited

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 …

Build And Deliver Proposals That Win

Buyer Facilitation VS Selling

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 …

Pre Call Preparation For Sales Success

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 …

Finding Superior Production Talent

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 …

Success or failure on paper

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 …

4th Quarter Activities

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 …

The Word Strategy

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. …

Un-commoditizing Insurance

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 …

The Truth About The Competition

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 …

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