December 6, 2024
Historically, insurance has had a reputation as an industry slow to embrace change. However, it’s safe to say that technology and customer expectations are leaving insurers with no choice but to adapt. Individuals and businesses are changing how they buy …
August 8, 2018
CNA’s Emily Hathcoat launched a sales and marketing therapy session that promised tabloid-worthy confessions. Here is how she set the stage: “If you were to give your marketing and sales teams a relationship score, what would it be? Is it …
May 26, 2016
Do you have a minute to talk about your death? It isn’t easy to sell life insurance. Investing in a mutual fund, you feel like you’re saving money. Purchasing insurance, you feel like you’re spending it. “It’s not a pleasant …
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 …
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. …
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 …
May 26, 2011
iQ Universal Truth #3 The Rules of The Insurance Game One way to look at the competitive arena of insurance sales is to view it as a game. Going in with this attitude lessens the impact of a loss, and …
April 1, 2011
The natural laws which rule our universe are explained through physics, mathematics, chemistry, and other disciplines. These include Einstein’s theory of relativity, Kepler’s laws on planetary motion, and Newton’s and laws on gravitation. There is another group of natural laws …