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Four Traits of Peak-Performance Producers

September 16, 2014

"Businessman With Chart" by AmbroA participant in a Beyond Insurance workshop recently asked, “What are the best practice characteristics of a successful producer?  Do I have the skillset to become a peak-performance producer?”

In 1961, the insurance industry hired Herbert M. Greenberg, Ph.D., to learn “what makes a good salesperson.”  Dr. Greenberg discovered that effective producers have three key traits, which remain valid today:  empathy, ego drive, and ego strength. Read more…

Make a Delegation Sandwich in 5 Easy Steps

September 9, 2014

"Cartoon Chef With Hamburger" by Mister GCDuring the visioning and goal setting module of Reach Your Peak – the 6-month producer coaching, mentoring and performance enhancement program — “climbers” frequently ask how to make their lives more efficient.  The key to achieving goals and to being more efficient is to delegate…the right way!

When you have a project, divide it into the beginning, middle, and end – 10%/80%/10%.  Get the project started off the way you want it.  Then give the middle 80% – all of it – to your team.  When your team has the project almost completed, help them finish the final 10% – and make the delegation sandwich! Read more…

Put Your Clients First and the Money Will Follow

September 3, 2014

"Economical Business Graph" by hywardsA few months ago, Bob, a Beyond Insurance Changing the Game…to Create Home Field Advantage workshop attendee, openly admitted that he was taking the workshop to learn the secrets to “increase his income 10 times in 10 years.” As an agency principal, he desperately wanted some quick tips that would make him a multi-millionaire. Read more…

So You Want To Start Your Own Insurance Agency?

August 19, 2014

insurance agencyOn October 10, 1990, I started The Addis Group from scratch.  No name, no revenue, no carriers, no customers, no reputation.  Only a dream, a network of supportive friends and a unique process.

Although it has been over 24 years, it seems like only yesterday that The Addis Group began.  What was the “recipe for success?” Read more…

The Addiction That is Crippling Our Industry . . . The Insurance Bid!

August 12, 2014

PillsOver the past seven years, I have treated over 800 patients at Beyond Insurance Treatment Centers.  Our patients are typically bright, well-educated, dedicated, attractive, community-minded producers, sales managers and agency principals who have become addicted to “The Insurance Bid”.

Our patients enter the two day session frustrated, angered and demoralized.  Their confidence and self-image have been rattled.  The addiction to The Insurance Bid has them caught in the “commodity trap” – the 90-day insurance bidding process.  They are fighting an uphill battle against commoditization.  Read more…

David Parsley Gives 5 Steps for Onboarding Excellence

August 5, 2014

ApplicationBeyond Insurance (BI) is happy to welcome back David Parsley, president of Parsley Performance Solutions, a strategic business partner of Profiles International, to discuss a report published by Profiles International, “Onboarding Excellence: Everything You Need to Know.” Read more…

The Path To Solution Selling

July 29, 2014

solutionThe words of wisdom have long held that “selling is about relationships and that in complex sales, relationships are the underpinning of sales success.  Over the past 10 years or so, there have been some disturbing hints that relationship-based selling may be less effective than it used to be.”  At least that’s what Professor Neil Rachham states in the introduction of The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson.

Rachham continues by stating: Read more…

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