Four Obligations Every Insurance Agent Has

The Science and Art of Selling

The members of any profession, since they constitute a specifically trained group of people, are looked upon to assume the responsibility of leadership in work allied to their own. The social significance of this function of the insurance agent should be praised.

Two Types of Objections When Selling Insurance

The Science and Art of Selling

It would be out of the question, of course, to assign any objection to a definite group and to prescribe a way of meeting that objection. Then, too, he may be just “dead broke” and his financial condition will obviously constitute a hindrance to the sale of any kind of insurance.

2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles

Hyper-Connected Selling

In coaching hundreds of insurance agents over the years, I’ve become aware of a challenge that has arisen for many of them. They don’t sell a few straightforward insurance products anymore. The two most common products in this category are auto and home/fire insurance.

Friday Sales Leadership and Your Leadership Peer Group

The Sales Hunter

At the same time, this “safe house” group of 2-3 others can serve an even bigger role and that is in helping to keep each other focused and motivated. This is where having a peer group is worth far more than most people realize. Who are you spending your time with?

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Team or Family? | Jeffrey Gitomer | Best Sales Trainer | Best.

Jeffrey Gitomer

Tweet Share Whenever I ask a leader how many people are in their group, they will respond with a number and the word team. Health and dental insurance is provided. Life insurance is provided. Store. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact.

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The Impact Sales Process has on Quota Attainment: What you Need to Know

Smart Selling Tools

At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process. Kurlan is the CEO of Objective Management Group and no one knows the subject better.

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Trouble Growing Sales? Solution #2: No More Bad Prospects

Anthony Cole Training

First with Nautilus Exercise Equipment, then in the insurance business and for the last 23 years with Anthony Cole Training Group. I’ve been working on growing sales for over 30 years.

Sales and Successful Interviewing: Don't Judge - Sell More

Anthony Cole Training

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Tony Cole, Founder and CEO of Anthony Cole Training Group. Recently, I was working with a group from the Freestore Foodbank here in Cincinnati.

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Are You About to be “Commoditized” Or Will You Survive?

Jonathan Farrington

There is a huge post-commoditization grave-yard somewhere full of petrol pump attendants, insurance agents, mobile phone salesmen and women, newspaper sellers, and a whole host of other ex-salespeople made redundant by the internet – and it is filling up fast.

10 Boston Companies with Amazing Perks and Benefits


Some companies will even offer health insurance for your pet and cover your gym membership, among other cool perks. Circle doesn’t shirk when it comes to health insurance. Life insurance is also available. They even offer health insurance for your pet!

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

Insurance. UnitedHealth Group. Unlike UnitedHealth Group, Bank of America is divesting from their money-market fund product, selling off a credit-card business, and responding to multiple costly data privacy issues. Insurance. Insurance. Insurance. Insurance.

Episode #071: The Winner’s Edge with Johnny Quinn

Jeff Shore

The audience and age groups he speaks to are just as diverse. When he is not on the road speaking, he and his wife own and operate the Johnny Quinn Insurance Agency, helping families all over the state of Texas with their insurance needs. His team delivers a Gold Medal customer experience for everything insurance: Auto, Home, Life, Speciality, Business, Commercial and more. In This Episode of The Buyer’s Mind with Jeff Shore: Johnny Quinn and Jeff talk about success.

Are Your Strategic Partnerships Your Passive Sales Force?

Understanding the Sales Force

At both Objective Management Group and Kurlan & Associates , one of my roles is to identify strategic partners. Understanding the Sales Force by Dave Kurlan Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business.

Serving Others Never Goes Out of Style

Sales and Marketing Management

The most recent index study is a joint effort of The Society for Incentive Travel Excellence (SITE), Incentive Research Foundation (IRF), and Financial and Insurance Conference Professionals (FICP). Author: Paul Nolan Helping others is energizing.

Sustainable Sales Success Tip #10 - Be The Best You Can Be

Increase Sales

This past week at a regular B2B networking group, South Shore Business Networking , the question was asked about sales success specific to what makes you different?

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Are You Preparing for the Future?

Smooth Sale

A reverse mortgage contributes to the wealth only of the insurance company. #2. The ‘one-day’ mentality was hers for acquiring medical insurance. After the fact, Jeannie realized the importance of having insurance. Create a peer group dedicated to exchanging ideas.

What is the Toughest Thing About Sales?

Anthony Cole Training

I was in my second year of my insurance career with National Life of Vermont. I didn''t stay in the insurance business for 30 years. I was in that business for about 6 and then started Anthony Cole Training Group. Prospecting, prospecting, prospecting.

PRO, FUN & MON: 3 Really Good Things to Manage To in Selling

Anthony Cole Training

In addition to being a principle at the UNICO Group, he is an avid traveler and “a nutcase of a Nebraska Football Fan”. If you spent enough time in Lincoln, you would soon discover that “a nutcase of a Nebraska Football Fan” is not a group of one.

The True Cost of a Bad Sales Hire and How to Avoid It


They do not work well with others or contribute significantly to group initiatives. Benefits: All expenses paid for an employee’s benefits (health insurance, disability insurance, etc.) But in 2018, the average company spent $5,655 on annual health insurance for a single employee. For disability insurance , employers paid $0.11 Bad sales hires are expensive.

Sales Operations: The Guide They Never Gave You


Insurance sales rep. Gathering resources at my stage in career involves the practice of active networking, user conferences, sales leadership groups, slack channels, above par googling skills, and sheer grit to piece together a resource pool. “What was your first job?”.

April 1st - A Day for Sales People to Remember

Anthony Cole Training

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.

Are You the Hare or the Tortoise in Your Marketing Approach?

Increase Sales

” My last words to him were: “I have insurance with people I already know and trust.” Hi Leanne, I’m reaching out to you because we are both part of a LinkedIn group (name withheld). Do you remember the Hare and the Tortoise fable?

Are You Working Your Referral Base?


Some percentage of this group either knows someone who could use your product or knows someone who has contacts who could be beneficial. Industries: Medical technology, healthcare, insurance, manufacturing, technology, software, security.

Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries.

The Evolving Risks and Roles of CISOs in 2016

DiscoverOrg Sales

Cybersecurity insurance or cyber liability insurance. Brian Lozada, CISO, Abacus Group, LLC. Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected.

Lunch and Learn - 12 Sales Lessons from Rich Ambrose

Anthony Cole Training

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".

Who is Your Sales Competition?

Anthony Cole Training

A Guest Blog By Mark Trinkle, Sales Development Expert, Anthony Cole Training Group. Hello, this is Mark Trinkle with Anthony Cole Training Group and I want to ask you one simple question.

Research: Current Sales Performance Challenges Faced by Industry Leaders

The Brooks Group

The Brooks Group is proud to announce the launch of the Sales Performance Research Center. The goal of our most recent survey was to gauge the current state of sales performance and sales challenges among the group of participants we polled.

Success and Risk Taking - Are Your People Failing Enough?

Anthony Cole Training

Barbara Nowak - Rowe as a member of the Harvard Business Revue group in Linkedin asked the question: Do you agree that "one that never fails is not trying hard enough"? Doug: Doug had been working on an insurance account in eastern Pennsylvania.

Why Young, Male Salespeople are at a Huge Disadvantage

Understanding the Sales Force

I thought it could signify the importance of additional findings in Objective Management Group's Sales Candidate Assessments, and it could influence how we train salespeople in the future. Young, male, insurance salespeople have almost no chance of getting women to trust them.

The Only Question You Have To Answer

The Pipeline

The difference in buyers in this group, is not whether they will run the other way, they all do, but how soon, why, and how much insight you will be able to share before they do in fact run. All the whitepaper, ROI calculators, and other expectations many players have are more about insurance, CYA, than understanding, or taking in information or knowledge. By Tibor Shanto. Usually, with a teaser title like this, I would build the argument then the conclusion.

Combating Disengagement: What can be done about workers’ lack of interest in their jobs?

Sales and Marketing Management

One of those was Michael Stahl, executive vice president and chief marketing officer at HealthMarkets, an independent agency that sells health insurance, Medicare, life and supplemental insurance products nationwide. However, HealthMarkets supports its mission of focusing on helping customers find the best insurance products by “tilting” pay for its salespeople toward fixed compensation rather than commission.

Opinion: Why Sales Win Rates Have Reached an All-Time Low

Understanding the Sales Force

Objective Management Group (OMG), having assessed 700,000 salespeople, tells us that one key piece of data remains unchanged. An owner I spoke with yesterday was totally freaking out over the 40% increase in his costs to provide health insurance.

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Why You Don't Have Enough New Opportunities in the Pipeline

Understanding the Sales Force

And most of all, just like being part of a referral group where you have zero control over whether or not a member makes a valuable introduction to you, ever, similarly you have no control over whether your LinkedIn network will ever produce fruit. How about insurance and investment professionals? Hire a firm like Objective Management Group to help you identify and select true hunters. (c)

3 Ways to Achieve a Winning Sales Attitude

Hubspot Sales

Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. Salespeople who scored high in optimism sold 33% more insurance than those who scored lower. I’m pretty sure this group focused on raising the bar and not defaulting to excuses.

Data Reveals Missing Accountability Traits in Sales Leaders

Braveheart Sales

Data from Objective Management Group, January 2019). By the way, excuses are easily refuted by simply saying “What are you going to do differently to insure this doesn’t happen again?”. Statistics abound about the abysmal state of quota attainment by salespeople.

5 Keys to Building Successful Sales Teams – Let’s Talk Motivation

Anthony Cole Training

There were 3 other groups of boys practicing, running, throwing and catching. 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.

The Crucial Points of CRM Implementation


Industries are different—manufacturing is drastically different than finance or insurance. The results mean lowered risk factors, leveraged opportunities, and ever-increasing transparency and visibility of business processes within your company, division, or group.

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The Sales Playbooks Every Sales Team Needs


At Leap | Carpenter | Kemps Insurance Agency, we use playbooks to help train new hires,” says Adam J. One, in particular is a call centre group in the health insurance industry– a very competitive space,” says Louise Taylor of Unbridled.

Four Components to Optimize Your Sales Organization

Braveheart Sales

A simple way to improve team sales effectiveness is to insure sales managers are spending 80% of their time motivating, coaching and holding their people accountable to appropriate activities. I recently gave a presentation at the ESA Leadership Summit on ways to optimize a sales organization.