The Rule of Seven

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…

Reservicing Family Heritage Customers

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 a Family Heritage policy but let it go. Either way, Read more…

Taking Care of Lapsed Policyholders

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 good business, it’s a huge favor to them! Many of Read more…

The Hot 100

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…

Splitting Business

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…

Rachel Burnett Technical Training

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…