Anthony Cole Training

JUNE 21, 2013

I once worked with a local insurance company that was acquired by an insurance holding company. I have a very close friend who also is in the insurance business and he alone , with a very limited sales support teams and half the time, has built a 4 million dollar operation!

Insurance 169

Insurance Insurance Face-to-face Guarantee 169

Anthony Cole Training

AUGUST 22, 2016

We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association).

Insurance 120

Insurance Insurance Banking Webinar Metrics 120

Anthony Cole Training

FEBRUARY 21, 2013

In 1987, when I entered the life insurance business with David Zimmerman at National Life of Vermont, I learned that selling life insurance was truly "selling" and my experience with Nautilus had been merely "order-taking". What else are you besides a banker, an accountant, and insurance agent? in Dallas, Texas.

Insurance 211

Insurance Insurance Hiring Sales Qualified Lead 211

Anthony Cole Training

MARCH 31, 2015

I got into the life insurance business as an agent with National Life of Vermont. I came into the business as a life insurance agent only to find out that others in that business were calling themselves planners, consultants, advisors, risk managers and a variety of other titles.

Insurance 120

Insurance Insurance Advertising Advertising 120

Anthony Cole Training

OCTOBER 23, 2012

Doug: Doug had been working on an insurance account in eastern Pennsylvania. He had a strong relationship with an inside coach and in a very short period of time leveraged that relationship to develop strong relationships with the decision makers on who provided commercial insurance for their firm. He didn't gt the business.

Insurance 181

Insurance Insurance Hiring Decision Maker 181

Anthony Cole Training

JUNE 21, 2013

I used to work with a local insurance company that was acquired by an insurance holding company. I have a very close friend who also is in the insurance business and has built a $4 million dollar operation alone , with a very limited sales support team and half the time!

Insurance 154

Insurance Insurance Face-to-face Guarantee 154

Anthony Cole Training

OCTOBER 23, 2012

Doug: Doug had been working on an insurance account in eastern Pennsylvania. He had a strong relationship with an inside contact, and in a very short period of time, leveraged that relationship to develop strong relationships with the decision-makers who provided commercial insurance for their firm. He didn't get the business.

Hiring 136

Hiring Insurance Insurance Decision Maker 136

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. I failed in the life insurance business. The General Agent was Dave and his manager was Bob. The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. You do the math.

Sales Management 204

Sales Management SME Incentives Incentive 204

Anthony Cole Training

MARCH 10, 2014

In 1989, while I was in Cincinnati working as an insurance agent for David Zimmerman (who actually recruited me to play at UCONN), I attended a life insurance conference. I was my own motivator. The main speaker was Mark Victor Hansen, who later became the creator of all those “Chicken Soup” books.

Motivation 208

Motivation Insurance Insurance Coaching 208

Anthony Cole Training

JANUARY 22, 2014

Dennis Sweeny, a great insurance agent, kept all his information on paper. Okay, I’ll admit that it IS happening, but is it because of the pipeline management tool? The answer is no. Companies grew in the past. Sales people sold and were successful way before ACT, Goldmine, and SalesForce.com.

Pipeline 169

Pipeline GoldMine Insurance Insurance 169

Anthony Cole Training

FEBRUARY 23, 2015

Even if you are in the financial services space or the insurance space or maybe you work in IT, it is possible that an experience with a doctor’s office or an automobile mechanic could, in fact, be your competition. Think about that for a moment. So, let’s translate that to selling.

Competition 120

Competition Insurance Insurance Call-back 120

Anthony Cole Training

JANUARY 16, 2014

In 1988, I, like many other new life insurance agents, was trying to figure out how to get in front of more people. We explored several different strategies that could be implemented. It reminded me of a pivotal conversation about prospecting that I had years ago when I was new to selling.

Prospecting 159

Prospecting Insurance Insurance Pivotal 159

Anthony Cole Training

SEPTEMBER 4, 2014

Years ago, I was working with Dudley Fulton who is now President and CEO of Towne Insurance Brokerage. Budgets are being discussed, business plans are being reviewed and evaluation of talent is taking place. With all of this happening, why not take a different view of how “it works”?

Sales Management 169

Sales Management Negotiation Insurance Insurance 169

Anthony Cole Training

JULY 18, 2013

My good friend at Alliant Insurance Services, Ron Stewart, shared this piece of wisdom with me in our very first meeting: "Just because they aren''t sick doesn''t mean they can''t get better.". Regardless of where your sales people are on the bell curve, they can get better.

Hiring 193

Hiring Guidelines Intent Insurance 193

Anthony Cole Training

APRIL 1, 2013

Recently, while working with an international insurance firm, I was told that their tool had initially been very usefull and effective. These applications, which range from simple excel spread sheets (SalesForce.com) to internally designed database systems, are used with the hope of assessing sales productivity and/or predicting future sales.

Lead Rank 189

Lead Rank Lead Scoring Insurance Insurance 189

Anthony Cole Training

JULY 18, 2013

My good friend at Alliant Insurance Services, Ron Stewart, shared this piece of wisdom with me in our very first meeting: "Just because they aren''t sick doesn''t mean they can''t get better.". Regardless of where your sales people are on the bell curve, they can get better.

Hiring 169

Hiring Sales Management Guidelines Intent 169

Anthony Cole Training

OCTOBER 21, 2010

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! I just read an article in Business Insurance about the continued softening of the property and casualty markets. What that means to non-insurance people is that rates continue to fall. Click here to listen to Tonys BEW Interview.

Hiring 120

Hiring Marketing Insurance Insurance 120

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.".

Motivation 186

Motivation Insurance Insurance Discount 186

Anthony Cole Training

DECEMBER 10, 2014

He was the one who introduced me to EPIC Insurance and Tony D’Asaro. He was just 50 years young. I haven’t seen Scott in a couple of years but, like my relationship with Chuck, we stayed connected via phone and email. We ended up doing business with Tony but, when I went to EPIC in the spring, I found out Scott was no longer there.

Insurance 189

Insurance Insurance eBook Up-Sell 189

Anthony Cole Training

OCTOBER 18, 2012

When I left Nautilus in 1987 and moved to Cincinnati with my wife Linda I got into the life insurance business and then I discovered what selling was really all about. The 50% deposit and 50% check required before the equipment came off of the truck. After two years of struggling I hired a coach.

Hiring 198

Hiring Exercises Proposal Decision Maker 198

Anthony Cole Training

JUNE 11, 2013

Insurance is different than banking which is different than wholesaling which is different than manufacturing. And, yes, the actual business of their business may be different, but the nature of their business (selling) is not. In other words, to use an old cliché, "selling is selling."

Buying Cycle 191

Buying Cycle Education Objections Insurance 191

Anthony Cole Training

MARCH 19, 2013

BISA is the Bank Insurance and Securities Association. During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed.

Hiring 198

Hiring Banking Survey Conference 198

Anthony Cole Training

MAY 30, 2013

Several years ago, while conducting a sales training and sales management workshop to rebuild an insurance agency, I was talking with one of the highly successful agents who asked: "Tony, When is enough enough?" I responded with, "Ask me another question because that''s the wrong one.".

Motivation 149

Motivation Insurance Insurance Discount 149

Anthony Cole Training

AUGUST 9, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! For many of our insurance clients, that number is closer to $10,000 to $15,000 dollars per sale. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Click here to listen to Tonys BEW Interview.

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

Anthony Cole Training

JANUARY 5, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to listen to Tonys BEW Interview. Tony Cole on TV. Alltop.com. Browse by Tag.

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Anthony Cole Training

JANUARY 14, 2015

Several years ago, I was with a crowd of insurance agents in Cincinnati and heard Mark Victor Hansen say, “Motivation is an inside-out job.”. Unfortunately, you cannot motivate your people. You cannot inject them with passion or motivation or inspiration. It’s something that they have to bring to the game.

Hiring 120

Hiring Motivation Insurance Insurance 120

Anthony Cole Training

JUNE 7, 2010

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Years ago, I had a discussion with a very successful insurance professional. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio!

Hiring 120

Hiring Ideal Customer Profile Insurance Insurance 120

Anthony Cole Training

JUNE 2, 2023

Every organization has sales coaching and a sales method. What many companies either don’t know or unsure of is this: What direct impact does our sales coaching and sales method have on improving sales?

Sales Coaching 246

Sales Coaching Coaching Hiring Sales 246

Anthony Cole Training

MARCH 24, 2010

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! If you sell insurance, role play banking. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Tony Cole on TV. Alltop.com.

Hiring 120

Hiring Ideal Customer Profile Insurance Insurance 120

Anthony Cole Training

JULY 28, 2010

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! We left very good jobs with above average incomes behind and I entered the world of life insurance sales under the tutelage of my good friend, David Zimmerman. Listen to Tonys Live Interview with Business Expert Radio! Tony Cole on TV.

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

Anthony Cole Training

APRIL 19, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to listen to Tonys BEW Interview. Tony Cole on TV. Alltop.com. Browse by Tag.

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

Anthony Cole Training

MAY 19, 2023

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Sales Management 226

Sales Management Hiring Sales Opportunity 226

Anthony Cole Training

MAY 26, 2023

In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2023 and beyond?"

Hiring 216

Hiring Sales Insurance Insurance 216

Anthony Cole Training

SEPTEMBER 26, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to listen to Tonys BEW Interview. Tony Cole on TV. Alltop.com. Browse by Tag.

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Anthony Cole Training

OCTOBER 25, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to listen to Tonys BEW Interview. Tony Cole on TV. Alltop.com. Browse by Tag.

Hiring 181

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 181

Anthony Cole Training

JANUARY 16, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to listen to Tonys BEW Interview. Tony Cole on TV. Alltop.com. Browse by Tag.

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

Anthony Cole Training

FEBRUARY 6, 2012

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Listen to Tonys Live Interview with Business Expert Radio! Click here to listen to Tonys BEW Interview. Tony Cole on TV. Alltop.com. Browse by Tag.

Coaching 191

Coaching Hiring Ideal Customer Profile Journal 191