Four Obligations Every Insurance Agent Has

The Science and Art of Selling

You, like every other successful insurance agent, should be interested in any movement which works toward human betterment; but there are certain fields in which your profession enables you to do particularly valuable work: 1.

Sales CRM for Small Businesses with BIG Ambition


We can’t afford to let opportunities fall through the cracks – Resource scarcity is often a key problem for small businesses, with many employees wearing multiple hats. With Leads360 Express, sales managers will gain more control, visibility and peace of mind.

How Financial Professionals Can Take Their LinkedIn Profile to the Next Level

Hyper-Connected Selling

The image of the small town insurance agent who knows everyone (and everyone’s business) is deeply ingrained into our minds. Customers can buy insurance policies and stocks online – without ever talking to a live person. Update December 2018.

2 Things You Can Do to Ensure Your Success This Year

Alice Heiman

Now, you need an insurance plan for you and your team. Have they given me the resources I need to hit those goals? Then make a list of what you’d like to improve on in the upcoming year and what resources you can use to get there. RESOURCES NEEDED. Resources Sales Sales leadership sales relationships Mindset Planning Sales LeadershipYou’ve got your number and you’ve got a great strategy to hit your number. Now, how are you going to make it happen?

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

But, with a little effort (or a great resource for insider intel), company “trigger” events like these are gold, usually indicating that money is going to be spent. Insurance. Insurance. Insurance. Insurance. Insurance. Insurance. Insurance.

Executive Coaching Helps New Leaders Succeed

Steven Rosen

As most organizations do not have the resources to support new leaders, this leaves the new leader in a position of sink or swim. I provide executive coaching for leaders in their first 90 days as both an insurance policy and a way of doubling down on your investment.

The REALLY BIG Upselling Sales Mistake

Increase Sales

Insurance Non-Health – The agent wants all the insurance and provides a solution including insurance not requested by the prospect. Marketing Firms – With so many small business owners not having the resources to have separate marketing departments, they turn to marketing firms.

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.

The ONE Secret to Selling More

Anthony Cole Training

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. More Resources: Why is Qualifying Prospect So Hard eBook.

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?”.

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".

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

Anthony Cole Training

They all clearly exhibit: high-road ethics, hard work, practical experience, and solid judgment in the application of special skills and knowledge of their insurance profession. They also exhibit commitment to being masterful in their expertise in insurance.

Are Your Strategic Partnerships Your Passive Sales Force?

Understanding the Sales Force

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.

2 Ways to Ensure Sales Success

Alice Heiman

Now, you need an insurance plan for you and your team. Have they given me the resources I need to hit those goals? Then make a list of what you’d like to improve on in the upcoming year and what resources you can use to get there.

Sales Managers – Why Isn’t Goal Setting Easy?

Anthony Cole Training

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. Resources: Personal Goal Setting Workshop.

3 Most Effective Ways to Further Engage Your B2B Leads

Sales and Marketing Management

Customers have too many resources available for vendors to get away with lying – Google knows everyone’s secrets. Servicing multiple industries, including auto insurance, post-secondary education, health insurance and home services, Underground Elephant provides cloud-based SaaS marketing technology and platforms that deliver qualified calls, clicks and inquiries

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


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 Training costs: Training a new sales person consumes resources. Bad sales hires are expensive. But even highly experienced sales leaders may be surprised to learn just how expensive these bad hires can be.

Reaping the Value of Long-term Leads


This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry.

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How to Use Digital Engagement on LinkedIn To Sell And Hire, with Jenn Walsh, Episode #87


Jenn is a seasoned sales professional in the insurance industry and has recently started her new consulting company, Genuine Shift. A big part of that is utilizing the social media resources your company provides. Resources Mentioned. Subscribe to Selling With Social.

Good Reads for B2B Marketing - Respect Your Competition


The pervasiveness of technology not only is changing our lives but also corporate America,” said Michael Keller, CIO at Nationwide Mutual Insurance. Do you have a resource from your sphere to share? Online content in the sales and marketing industries is dynamic and constantly changing.

Key to Sales Success: Find More Prospects - Duh!

Anthony Cole Training

In 1988, I, like many other new life insurance agents, was trying to figure out how to get in front of more people. Additional resources: Demo : On line learning. Duh is right.

Why Aren’t Your Sales People Selling as Expected? (Part 3)

Anthony Cole Training

My very good friend, Tim Mackey, in our very first meeting over 20 years ago, described money (wealth) this way - “Money is a resource. A resource just like water, food and air. Community passions that require contributions of time, money or resources.

Long-Term Leads Demand Attention Now


This is an advantageous position to be in—and one that leads to more deals closing and a reputation as the go-to resource in your category. They’re insuring money spent to generate leads isn’t wasted simply because the qualified prospect isn’t in a hurry. If you’re interested in learning more about how to effectively nurture your long-term opportunities to increase marketing ROI, click here to for a resource on that topic or send an email to

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No Product Differentiation? No Problem. A CEO Who Found Another Way to Grow

Sales Benchmark Index

The majority of our volume comes from direct repair programs (DRP) that requires you be on the insurance company’s preferred list. Dedicated Strategic Resources were needed to quarterback the relationship. There was a missing piece to the puzzle: Steve didn’t have dedicated strategic resources. We partnered with a consulting firm to help us identify the right sales resources, define the sales processes, and determine the proper metrics and sales incentives.”.

The Data of Effective Business Models


Both customer-facing and internal resource data are more important than ever, and it is vital for a business to find ways to effectively manage and protect that information. In the event of a breach, data breach insurance exists that can still offer up some protection, even after the fact. Data breach insurance providers offer a quick response in the event of a data breach and help businesses to prepare for and prevent data breaches from occurring in the first place.

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Four Components to Optimize Your Sales Organization

Braveheart Sales

Resources (people, capital, other assets). 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.

"American Icon" Has It Right for Sales Managers

Anthony Cole Training

Years ago, I was working with Dudley Fulton who is now President and CEO of Towne Insurance Brokerage. Additional resources: Workshop / Keynote - 5 Keys to a More Productive Sales Team Sales Managed Environment Video Survey - Do We Have What It Takes To Grow?

#IWD2015 A Love Story, An Entrepreneurial Journey and A Grateful Legacy

Bernadette McClelland

People today seem to think numbing the pain and getting through the loneliness, the sadness, the feelings of hopelessness and disappointment, is to resort to resources that are external to them. Resources that are so deep within us that many people have buried theirs beneath layers of fear.

Busting Sales Myth #4 - It's the Nature of the Business

Anthony Cole Training

Insurance is different than banking which is different than wholesaling which is different than manufacturing. Here are some additional resources: Sales Process Survey.

Everything You Need to Know About Sales Commission in 2019 (For Reps & Leaders)

Hubspot Sales

Luckily, I've compiled some resources for you to determine the best sales commission structure for your sales team or yourself. Insurance Sales Agents. Did you know 43% of workers would be willing to leave their companies for a 10% salary increase ?

You Can’t Automate Me: November Referral Selling Insights

No More Cold Calling

She went to another computer, came back, and told me that insurance didn’t cover my prescription, so it wasn’t filled. I came across No More Cold Calling while looking for resources for our next blog and I knew I had to reach out immediately, kudos on a fantastic blog.

Five Ways Live Chat Can Increase Sales

Sales and Marketing Management

Connecting with website visitors through live chat also takes less time and human resources than phone support. According to Business Insider, Insurance Sales could save 60 percent, Financial Services could cut costs by 46 percent, and Sales and Customer Service could save 36 percent and 29 percent, respectively ( Source ). Author: Tony Medrano Discovering how to efficiently locate, convert, up-sell and retain top customers are critical success metrics for any growing company.

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Busting Sales Myth #3 - When Enough is Enough

Anthony Cole Training

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?" Extra resources: Tony Robbins - Awaken the Giant Within.

Time Is Short – Get It Right

Anthony Cole Training

He was the one who introduced me to EPIC Insurance and Tony D’Asaro. It’s also important work because it provides the resources (time and money) that we need to support our families, our communities and ourselves.

Top 7 Sales Lessons from BISA's 2013 Annual Convention

Anthony Cole Training

BISA is the Bank Insurance and Securities Association. Additional resources to help you find out: Why are 80% of sales people failing. During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed.

How to Write a Simple yet Powerful Cover Letter (Part Two)

Mr. Inside Sales

While a cover letter is a huge benefit for job applicants, there are both things to avoid and some definite best practices you can use to insure your cover letter is heads and tails above anybody else’s.

How to Get a Real Estate License in 7 Steps

Hubspot Sales

Understand what resources you’ll need to budget before you begin. Check your state’s real estate commission to find out whether you need to have Errors and Omissions (E&O) insurance before you apply. Sometimes, your brokerage will sell you E&O insurance.

The 3 Top Industries for Social Selling with LinkedIn

No More Cold Calling

Business Services: Industries like Commercial Insurance, Commercial Real Estate, and Business Banking benefit from the long-term payoff of a LinkedIn investment. Not every industry lends itself to social networking. Find out where you can get the most bang for your social-selling buck.

Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

Arts & Entertainment, Construction, Human Resources, Legal & Government, and Real Estate have the highest open rates. Insurance: 38%. What is the average email open rate for human resources companies? What is the average email open rate for insurance companies?

Making Sales Playbooks Work for You


If you’ve hired a sales manager to lead your sales team, this is your insurance policy that execution at 5,000 feet will occur in alignment with the goals you set at 30,000 feet. This article is not about whether it’s important to have a playbook…it’s important. If you don’t have one, do your company a big favor and take the time to get it done. Rather, this article is about what is sometimes missing from playbooks, which is crucial for getting business development right.