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.

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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?

A Lack Of Transformational Leadership

The Pipeline

Add to these real estate costs, insurance, and other expenses, for many, COVID seems a boon. It the most business-friendly environment in decades, and the resources freed up by tax cuts, leaders chose complacency. If transformation requires foresight and resources, the answer is clear.

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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.

Here’s the mind-set needed for generating power statements

Jeffrey Gitomer

Don’t sell insurance. Excerpted from Jeffrey Gitomer’s Sales Bible: The Ultimate Sales Resource. Tweet Here’s the mind-set needed for generating power statements: . Don’t sell drill bits. Sell the perfectly smooth holes they create. Don’t sell printing. Sell the brochures that will reflect your prospect’s image and impact her sales. Don’t sell cars. Sell the prestige and status you’ll have, or the smooth ride. Sell safe, financially-secure families protected from tragedy.

How to Understand Your Clients’ Indemnification Agreements

Anthony Iannarino

You need the investment to allow you to invest the time and resources in helping your client with the better results they need and to provide you the profit your company needs to succeed long term. You’ll see just how fair your client believes it is when they are insuring you.

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.

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.

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.

5 Cash Flow Errors To Avoid At All Costs


While the desire to quickly grow and expand your business is understandable, it’s important to be mindful of its growth so that you do not spend all your resources and overextend the company financially. Quotes for insurance can be obtained from a range of sources. CASH FLOW MANAGEMENT.

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.

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.

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.

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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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.

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.

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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New Website Showcases Artesian’s Evolution over the Last Decade

Artesian Solutions

ARCH is a sophisticated configurable decision engine that continuously monitors real-time credit risk and KYC data sources, and uniquely applies each bank or insurer’s own policies to that data.

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.

The Truth About These 10 Sales Training Myths

Anthony Iannarino

Without a curriculum and a full complement of tools and assessments, you miss too many resources, something you can acquire when you train your team. A good and effective training program will offer you resources to help you covert the principles to your business and your industry.

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 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?”.

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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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.

Are You Working Your Referral Base?


Consider Referral Resources. Brainstorm all your referral resources. As you’re building your referral base, consider past colleagues, past employees, professional support resources such as lawyers, financial people, industry group contacts and compatible business contacts (i.e.

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.

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.

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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How Great Sales Enablement Tools Drive Readiness


Sales enablement refers to the training, tools, content management, and resources provided to the sales team to help them successfully close more deals. Optimized content: organized, updated, and targeted resources positively impact the end result. Video Resources.

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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?

"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?

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.

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.

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.

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.

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.