The most critical characteristics of an enterprising adviser

In Careers & coaching, Sales by Eric Silverman

Lou Holtz is widely known as a legendary college football coach and mentor, but it wasn’t until late 2006 that I finally learned of this brilliant and extraordinary coaching icon. At a management meeting in Atlanta, I noticed that Lou Holtz had been hired to motivate all of the sales managers in attendance. The only thing that went through my …

How to run a successful sales internship program

In Careers & coaching by Eric Silverman

College kids are referred to as millennials these days, but the top two questions that I get asked by agents and agencies who want to start or better their insurance sales internship program haven’’t changed at all. Let’’s remember why millennials need an internship in the first place. The sharpest ones seek an internship to garner professional experience in a …

Recruiting millennials isn’’t complicated, but requires proactive effort

In Careers & coaching by Eric Silverman

Business-oriented reality shows are everywhere  illustrating the exciting world of selling real estate, flipping houses, becoming the next apprentice and watching aspiring entrepreneurs seek millionaire partners to invest in their idea. What I don’’t see are any reality shows depicting the allure of selling insurance. Why? Because insurance just isn’’t very sexy. Don’’t get me wrong. I love insurance and …