Marketing & Advertising

If recruiting is considered the lifeblood of an organization, then training must certainly be its pulse. Experienced salespeople are often reluctant to take time away from their busy schedules for training. As a result, over time, they frequently become less productive. It is only natural to expect commission-based salespeople to resist any activity that takes them away from their customers. …

Positive word of mouth is one of the most coveted outcomes of great products and service. It is also possibly the best thing that can happen to any business. A good reputation generates referrals—the most profitable leads that a business can receive. Clients acquired through referrals are more loyal, easier to close, more cost-efficient; and in turn are often the …

Botox is not a permanent solution to aging and wrinkles. It is a superficial fix and after a few months the same old wrinkles reappear. Sometimes, people tend to take for a similar short-sighted approach to their marketing efforts. Many businesses are looking for a quick fix to bring on new business fast.

If you played baseball as a kid, you’ve heard the term “hurry up and wait” a hundred times. The phrase refers to the wisdom of running as fast as you can to where the ball is going – and being prepared to make the catch when it gets there. Lazy ballplayers will try to time their run to get there …

It's been said that salespeople who avoid making phone calls have skinny children.

In the book Differentiate or Die, marketing guru Jack Trout talks about a Brand Keys study that found that motor oil, banks and insurance company brands have ZERO differentiation in the mind of the consumer.

Have you ever wondered why you seem to hit it off right away with some customers, while with others it’s more like oil and water? That’s because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences …

For most of us, the thought of change can send us into a panic attack.  For some of us, we might fear change because it disrupts our sense of security and consistency by challenging our perceptions.  As much as we crave stability and security, change is an inevitable part of life and we can either choose to embrace it or …

After working with hundreds of producers, agency owners and carrier teams alike, I’ve established some common reasons many producers don’t make it in the industry. 1. Not having enough to work on. Even with qualifying, learning to listen and asking the right questions, not having enough of “X” types or sizes to work on will ensure steady decline in your …

Wherever you are in your life, you are exactly where you are because of your beliefs.  When you speak to yourself what do you say – words of encouragement or words of criticism?  If you speak words of encouragement, you may have some level of confidence and be moderately successful at achieving your goals.  However, if you speak words of …