WHAT DO YOU REALLY WANT? Assuming you know, are you willing to pay the price? [I]f you try to sell someone what they need but they don’t want it, they’re not going to buy it! By Roger Sitkins What do you want? Whenever I ask that question at our various training and development programs, I almost always hear, “I want more.” While that sounds reasonable, it invariably leads to
Management
DO YOU WANT TO START A PODCAST? Best practices for beginning a program Personally, I enjoy that my interactions with others, and not just producers, allows me to add to my insurance acumen. By Christopher W. Cook How many of you read the title of this article to the rhythm of “Do You Want to Build a Snowman?” from Disney’s Frozen? Who’s doing it now? You’re welcome. Last year, I
DON’T OVERLOOK PERPETUATION, EVEN NOW! There is no downside to exploration; do the research and seek advice By Matt Sprang Stories of independent agencies selling for unheard of multiples seem to take on a life of their own, leading one to believe the traditional means of passing on an agency from one generation to the next—agency perpetuation—is no longer worth considering. Agency values have continued to rise—despite the pandemic, inflation
CROSS-SELLING BEST PRACTICES Discover the “acre of diamonds” right in front of you By Christopher W. Cook Have you heard the story of the “Acres of Diamonds”? Having originated in the 1800s, it tells the tale of a farmer who hears about the value of diamond mines from other farmers. So, he sells his farm to search the countryside far and wide for his new fortune. Sadly, he never does
HOW TO RECOGNIZE, AVOID AND PREVENT COMMISSION BREATH Garner bigger and better results by following these tips Do you have a process—an explicit strategy—or do you sell based on a whim or your mood that day? By Brent Kelly Have you ever had a conversation with a salesperson and knew the conversation was about them, not you? If so, did you think to yourself, this person is just trying to
