Sales & Marketing

There’s nothing complicated about being successful in business. It’s simple and it goes like this: It’s all about making a name for yourself. That’s it, self-promotion. Getting known. Whether it’s finding and impressing prospects, keeping current customers, or moving ahead in a career, volunteering has long been the platform for gaining visibility. For some, it’s serving on company committees and …

When meeting with a client or prospect, being able to tell a relatable business story can help build an unparalleled rapport and trust. It’s easy to learn to tell stories. We tell them every day and don’t even realize it. A general definition of a story is, “an account of something that happened.” They can be imaginary, traditional, or true …

We’ve all seen those fundraiser thermometers, haven’t we? It’s a simple and fun way to chart the progress of a charity or organization in their quest for raising the necessary funds. Everyone can visually see if they’re reaching their goal, and it encourages everyone to strive further. Do you use a visual aid of this type for your sales goals? …

Take your business to the next level by creating an “It’s All-About-Them” (IAAT) experience for your clients. A company that is founded on the IAAT principle will have valuable services right out of the gate. Ask any successful financial advisor, and they will tell you.  In order to get new clients and keep the existing ones coming back for more, …

While even the word “negotiation” can evoke fear, stress, and anxiety for many, the intent is quite simple: to discuss and ultimately agree on a deal.  Whether it’s a multi-million dollar contract or just deciding where to meet for lunch, life is rife with negotiations.  And, the negotiation process is a lot like a chess game where strategy reigns supreme—one …

By Wesley Young, September 19, 2014 The path to purchase differs from product to product, but there’s much all local businesses can learn from the “last mile” of the insurance-buying process. Every purchase is a unique journey. A consumer starts with a need, desire, impulse or inspiration; he or she takes actions that lead toward the satisfaction of that feeling; …

By David Prosser, September 9, 2014 Could a new small business finally give millions of U.S. consumers access to price comparison services that operate across the insurance industry – something consumers in other countries have been taking for granted for years? PolicyGenius, the firm in question, certainly hopes so. Let us rewind a little. To consumers outside of Britain, the …

By Kathryn Mayer, September 4, 2014 What does practically every other industry have that the insurance industry doesn’t? A connection with its consumers. That’s one reason Americans are, well, just not into insurance, argued Maria Ferrante-Schepis, managing principal, insurance and financial services at Maddock Douglas and co-author of the book “Flirting with the Uninterested: Innovation in a Sold Not Bought …

If your business isn’t growing, you need to get a handle on the way you’re running it.  Many insurance agents tend to spend a great deal of time performing unnecessary tasks that contribute little to the growth of their business.  The 80/20 rule, otherwise known as the Pareto Principle, teaches that only 20% of your actions should lead to 80% …

By Michael Idinopulos, August 27, 2014 It’s the dawn of a new day for social in the insurance industry. I spent last week at LIMRA/LOMA’s Social Media conference in Boston. I always like LIMRA events. As an industry association, LIMRA convenes a high-powered group of insurance executives. It has traditionally been a refreshingly open and non-commercial environment, where industry leaders …