May 05, 2016
in Sonders Selling Tips
The Feldman Method Part 1: How Insurance Producers can Overcome Objections with Creativity
Let's jump into the mind of one of the world’s greatest insurance salesman.
He's a world record holder AND in your industry. To understand what made Ben Feldman the world’s great insurance salesman, we need to understand who he was, why he did what he did, and learn about his methodology. In my estimation, three of the greatest factors that resulted in his remarkable sales success was his ability to: (1) overcome objections with creativity; (2) his belief in his pro...
May 03, 2016
in Digital Insurer
Take a Selfie, Get Life Insurance
Let's see if I can annoy you.
Ok, this shouldn't be too hard. Think of someone standing in your way trying to use a selfie stick.
Mission accomplished, right?
Those in the insurance industry might have a whole new set of reasons to be annoyed by the selfie in the coming years. Startups like Cover and Trov, are betting that some customers will jump at the ability to use a picture captured by mobile device to sign up for issue insurance.
Cover, a free app for Android and iOS devices, allow...
April 29, 2016
4 Expert Tips to Build Your Producer Dream Team
With more than 20 years of insurance sales experience, I’ve endured the ups and downs of growing, training and building a team of producers. As the President of McCredie Insurance Agency, I strive to be on the forefront of the changes our industry is enduring. While building a team of passionate, successful producers is just one way I continue to thrive within a disruptive climate, it’s been vital to our advancement.
As I continue to promote improvement among my producers, I have l...
April 28, 2016
in Sonders Selling Tips
4 Ways Insurance Producers Can Disrupt the Normal Sales Process
Becoming a skilled sales person is a relatively linear process. It’s not complicated, but it takes work. I’ll never forget when I first started working in insurance in an office full of people who had been there 20 years and some even longer. Whenever I came up with a new idea I was firmly told that “this is the way we’ve always done things before!” Change is hard sometimes, but life itself is sustained by change.
Being a successful insurance salesperson may mean...
April 27, 2016
in Customer Service
3 Ways You're Multi-tasking Wrong and How to Fix It
If I could share the list of my top skills with you, multi-tasking would be right there at the top. But while I’ve always prided myself on my ability to perform more than one task at a time, I learned the hard way that not all multi-tasking is creating equal.
Do you know what type of multi-tasker you are? I made a flowchart below so you can see which category you fall into. Depending on what type of multi-tasker you are, I’ll offer some easy fixes that might help you work just a lit...