One of my agents just asked me a great question – how do you rank the quality of your prospects? Think of it in terms of stars – like they do on Netflix or Amazon. A 5-star prospect would be: Two-income family Kids Connected in some way to other clients Read more
The name of the game in Prospecting is follow-up! So many salespeople are like shotguns – spraying out shrapnel everywhere without any organized campaign to capture territory and move the game forward. The best prospects are the ones who are hard to reach, but it’s often challenging to figure out the Read more
My wife just introduced me to Scarlett Ballantyne’s blog and I think it’s terrific. Scarlett isn’t in the insurance business – she is an independent business owner representing Stella & Dot‘s product line and has spent the last several years selling jewelry and recruiting her sales team to do the Read more
Bruce Lee was much more than a martial arts expert and movie star. He was also a Zen philosopher, and some consider him one of the most influential people of the 20th century. Recently, one of his “pocketbooks” was discovered, which has given us a chance to delve more deeply Read more
Are you looking forward to retirement or worrying about paying for it? You might be wondering: What if the stock market tanks? What about inflation? What if an illness or injury wipes out my savings? What if I outlive my money? We can help you stop worrying and start making Read more
Few products can help bridge a gap quite like critical illness insurance. This relatively affordable solution has the potential power to help cover medical costs not covered by traditional health plans, facilitate small business continuity from one generation/partner to another in the event of a covered illness, and generate incremental Read more
Seven is such a powerful number. Stop any person in the street and ask them to choose an odd number between 1 and 10. More often not, they will say the number 7. ‘Lucky 7’ is the world’s favorite number. There are seven days of the week, seven colors of the Read more
