CURE FOR HABITUAL WHEEL SPINNING

7 Habits that are Important, but not Urgent We are getting bombarded by tips, tricks, tactics and tools to be a better sales person.  Success no longer comes from who spends the most time at the office working hard, it comes from being the best at what matters most.  I continue to think back to …

WE HATE BIG BROTHER!!!!!!

Don’t confuse this subject with “We Hate MY Big Brother”.  He’s a roofer and I have about 30 pounds of Insurance-itis.  Not a fight I’m up for.   No…I’m talking about sales managers requiring your sales reports so they can “check-up” on you.   For some reason Big Brother doesn’t sit so well with most insurance …

STOP WEARING THE “BUSY” BADGE OF HONOR?

Is it just me or do people use the term “Busy” like a badge of honor. As a society we ask, “are you staying busy” and if they answer yes, it’s a good thing!!?? Or, when your boss comes to town and sees a lot a paperwork on your desk and sticky notes on the …

WHEN WILL COOPERATION TRUMP COMPETITION?

Our business environment is changing!!!  Social media, podcasts, blogs and webinars are opening people’s eyes to a new world of cooperation, mentoring and community.   We also know our industry is aging, and as the seasoned veterans look towards retirement, a new generation of agent is emerging and I am excited to see what the future …

DO YOU HAVE A CRUSH ON RISK MANAGEMENT?

Insurance professionals have a passionate crush on the concept of Risk Management.  It’s much like that woman that just moved in across the street.  The “Total Cost of Risk” approach gives us the chills like when she drives by in her vintage red convertible, her long hair blowing in the wind. She makes you go …

WHAT DO WE REALLY SELL? PAPER OR PEACE OF MIND?

What kind of world would we live in if we really sold only commodity insurance policies.   Move over Steve Carrell, our “Office’s” paper outsells your paper all day, every day, for a much higher price.  Cha-ching!!! But seriously, if we don’t sell a commodity like paper then why are people willing to part with …

DO YOU SPEAK THE LANGUAGE OF MONEY?

Basis points, 1099s, and balance sheets–Oh My!  What language is this? Insurance agency owners need to speak a lot of languages, financ-ese is one of the toughest.   It’s a language that has been misunderstood for decades. Your long term success rests on your ability to speak and understand the language as it was intended.  Here is the …