It’s summertime! No one wants to be bothered. It’s too hot. It’s a beautiful day; everyone is out. No one is thinking about work. Prospects are getting ready to go on vacation. Everyone is on vacation. Prospects are just returning from their vacations. I’m preparing to go on vacation. I’m Read more…
This post originally appeared on Gitomer’s Sales Caffeine. He’s a terrific sales mentor and someone I follow religiously. As a HUGE fan of networking myself, it bothers me to see so many agents who are just plain horrible at it. This is definitely worth the read. How important is networking? Read more…
By some estimates, over 124 million job-related searches are conducted each month on Google.com – and that number will only continue to rise with the launch of Google Jobs. That figure doesn’t even factor in other major search engines. It’s you, the Agency Builder, who has the most influence on Read more…
My friend Rory Vaden wrote this on his blog and it was so good I had to share it here I recommend subscribing to everything he writes if you’re in the sales game – he’s absolutely terrific. Being in sales can be tough. On any given day, you deal with 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…
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…
This is a guest post by one of my agents. I’ve removed the names – but you might identify with the story. The worst statement anyone can make about himself or herself in any profession is to admit they are the worst at it. I’m admitting I am the worst salesman in the Read more…
This might be the best 6 minutes you invest today. Watch Howard Lewis, the CEO of Family Heritage, addressing the Presidential Performance Week attendees on their record breaking stay in Corpus Christi, TX last month.
If you’ve been reading me for any length of time at all, you’ll already know that I’m constantly looking for ways to make selling easier and more fun. Thanks to one of my new agents, I found an app recently which does just that. If you’re in territory sales of Read more…