From time to time, you may get a list of Family Heritage policyholders in the area you’re working. These policyholders either have an active Family Heritage policy but their agent is no longer with the company, or they used to have Read more
You’ll get reports every week of your policyholders who have policies who have lapsed or whose bank accounts have moved. Many of these policyholders have no idea that their policies have been canceled! Taking care of these policyholders isn’t just Read more
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 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 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 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 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, 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 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 Read more