Before you blindly agree with the beginning of my headline, please allow me to defend myself. Has anyone else ever rocked an enrollment — and I mean, really crushed it — only then to have the owner of the company call you unexpectedly when the enrollment is complete to tell you they need to meet with you immediately? Let me …
The science behind ‘the magic thank-you note’
Anyone else find it terribly ironic that I’m the one preaching the importance of writing personalized handwritten thank-you notes, and now I’m writing, via a keyboard, a mass thank-you to everyone who has expressed genuine interest in what my original note said? I guess that makes me somewhat of a hypocrite — please forgive me. I’ve shared my story with thousands …
Jimmy Fallon shouldn’t be the only one writing thank you notes
One of my favorite comedy bits on the new Tonight Show Starring Jimmy Fallon is his Friday night “thank you notes” segment. Sure, they’re hilarious and witty, and the musical interaction with his band member and his cohost is comedy gold, but what I like most is that Jimmy hand writes each note one-by-one. Riddle me this: You just had …
The most critical characteristics of an enterprising adviser
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
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
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 …