More people have health insurance than ever before, but many still struggle to pay for care. A recently released report says medical debt is the No. 1 reason consumers reported being contacted by a collection agency. If efforts to overhaul the Affordable Care Act result in more people losing their Read more
Your Existing Power Base To build up your clientele as quickly as possible, your first task is to make a list of your Power Base – these are 100 people who you already know. These are NOT your first 100 prospects; they’re just 100 people who you can practice your Read more
I’ve talked to several agents in the last few days who are having a tough time setting appointments and getting them to stick. Think about this: Saying something like, “I’m open anytime this week. What works well for you?” sounds weak and desperate. Producers and players don’t have open schedules. Read more
The great cellist Jacqueline Du Pre was a prodigy from an early age. At age six, she was running, cello over her head, down the performance hall where she was one of the performers that day. She was smiling and laughing and running. A janitor, figuring she must have just Read more
In this job, we expect to lose. It’s hard work, especially in the beginning, facing a mountain of no’s, struggling daily to get in that rhythm of perpetual yeses. Loss is unfortunately woven into the fabric of a sales job, so we not only expect to lose, but we learn Read more
We often have agents who work as a team to work on accounts. Perhaps one of them has an “in” with a particular prospect, but needs a more experienced agent to help the prospect make a decision. Maybe one agent is a terrific prospector and can open conversations, but needs help Read more
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Rachel Burnett, my business partner in San Angelo, led the Dynasty conference call this morning. Here are my notes from her call: It all boils down to good old-fashioned activity. I’ve discovered there are so many talented people in our company and I learn from all of them. I’ve come Read more
I gave a talk to some of our top agents a few months ago and I stumbled across this excellent article on the same topic by Jessica Rovello, the Co-founder and CEO of Arkadium. If you like what she has to say, I highly recommend you follow her on Twitter at @JessRovello Read more
FOR IMMEDIATE RELEASE: The Renaissance Hotel The Arboretum Austin, TX Monday, September 19 9:00 am – 12:00 noon CST As you may know, our Growth Council has suggested that we replace 36 local state meetings with a national telecast, available through webinar or conf call. The Austin State Workshop will Read more