I don’t know why it is so hard to talk about commissions with our clients, but I know that almost NO ONE brings up the subject and that should change. A common mistake that almost all agents make is not explaining that the client will not pay more to purchase an...
It is endlessly frustrating to get a new representative for an insurance carrier every year. Having been in business for 37 years, I understand that carriers hire and fire rapidly but we are seeing a pattern that is not conducive to good working relationship between...
Up-Selling is all the rage in sales and we can probably trace it back to McDonald’s. No, I don’t want want the second apple pie for 10 cents more, because I’ll just eat it and I feel bad enough about eating one. “You don’t need more...
How to make your phone Sales “Stickier” comes down to telesales agents taking the time to share more of themselves with the client.If you are new to selling on the phone, there is a trick to replicating the relationship that forms when you are face to...
You can’t beat President Trump for making headlines and polarizing opinions on absolutely.and.topic. Which makes him 100% unsafe for a business conversation. In our field of insurance distribution, the majority of agents are conservative Republicans, but even with...
