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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…

The Ceiling of Complexity

July 22, 2014

"3d Character At Maze Shows Challenge Or Confused" by Stuart MilesA number of years ago I had the good fortune of being introduced to Dan Sullivan, Founder and President of Strategic Coach® (, an organization focused on helping entrepreneurs reach new levels of success and happiness.  At the time, I was struggling to break through the “ceiling of complexity,” a term Sullivan uses to describe what happens when entrepreneurs find themselves bogged down in activities that are boring, frustrating and exhausting.  Read more…

The Laws of Lifetime Growth

July 17, 2014

"Business Graph" by hywardsGrowth is a fundamental desire of all human beings.  It is the root of everything that gives us the feeling of accomplishment, satisfaction, meaning and progress.  Yet, sometimes, people stop growing.  If you have reached a point in your life in which you are no longer growing personally or professionally, I suggest you evaluate The Laws of Lifetime Growth as developed by Dan Sullivan, the Founder and President of Strategic Coach® ( Read more…

Agents Must Fight Back with Social Media

July 8, 2014

"Invisible Businessman Cloud Computing Head Brain Idea" by pakornCommoditization and superficial client relationships are the bane of every agent, yet there is one tool to combat both:  social media.   In today’s transactional marketplace, price is important but not all-powerful.  Businesses and consumers want to establish relationships with those they can trust and feel good about.  Agents & brokers who treat relationships as transactions leave themselves dangerously vulnerable to competitors.   Your relationships with both current and prospective clients must be developed, deepened and maintained continually, not just at renewal time or when a claim needs attention.

The reason is simple.  Today’s insurance and risk management buyers are subjected to more pitches, offers and come-ons and through more channels than ever – on TV, radio, smartphones, tablets,   and yes, social media ads.   These efforts work partly because of sheer saturation but also because most independent agents & brokers don’t fight back.  Read more…

5 Ways to Put the Pro Back in Professional

June 26, 2014

"Young Businessman Saving His Visiting Card" by imagerymajesticIndividuals who attend Beyond Insurance programs want to be viewed as “professionals.”  Yet putting the “pro” into “professional” doesn’t happen overnight.  The status has to be earned – and that takes time, dedication, and a strategy map.

Clients, prospects, and centers of influence will think of you as a professional when you take an active interest in them, their business, and their concerns.  You will know you have earned this position when you are the first person called when they have a business issue, want help shaping their thinking, or need a deeper understanding of a situation.  It is at this point that you will be viewed as their indispensable partner…a professional. Read more…

Seven Out-of-the-Box Promotional Ideas Every Producer Should Try

June 10, 2014

"Opening Box" by bplanetGetting your prospects’ attention isn’t easy.  Differentiating your message and getting your marketing to stand out can also be a challenge. It’s time for a little creativity.

Start by picking one day a week to work on marketing and prospecting for a fixed time frame of no more than two total hours.  Set aside dedicated time where you are working on improving, systematizing, and implementing new promotional strategies.  Consider Marketing Mondays or Reach-out Fridays.  Book one 40- or 50-minute “work” session, then take a 10-20 minute break.  During the break, do not check email, voicemail, social media, or do anything that might create a distraction.  Instead take a walk or run to get your creative juices flowing.  Then return to your planning session for one final hour.  You’ll be amazed at how productive you will be and how much you can accomplish when you block out time for creativity.

If you need some help starting the creative juices, below we’ve pulled some ideas and real world examples together that might help get off on the right foot.   Read more…

Overcoming Phone Anxiety – an Interview with The Prospecting Expert

June 3, 2014

Irritated Businessman Communicating On PhoneBeyond Insurance (BI) is happy to welcome Steve Kloyda, founder and president of the Prospecting Expert — a leading expert on transforming phone call reluctance, Steve has made more than 250,000 prospecting calls and analyzed more than 25,000 calls. Read more…


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