Have you ever considered sending a handwritten note to thank a prospect for hanging up on you? 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 …
For Benefits, Word Choice Can Prove Paramount
How “Ancillary” and “Voluntary” may be hurting your enhanced benefit sales I just closed my first 50-life case and couldn’t wait for the employee group meeting. Visions of 80% employee participation were letting my mind cash checks that inevitably my mouth hadn’t yet written. While presenting, I proceeded to, innocently enough, refer to the majority of their employees as “tow …
Join the ‘voluntary’ revolution
To say that I’m a bit humbled and overwhelmed with the incredible honor that has been bestowed upon me as the 2017 Voluntary Adviser of the Year by Employee Benefit Adviser would be an understatement. I’ve had the privilege of working with and being surrounded by some of the most talented and amazing colleagues in the enhanced benefits industry throughout …
How to adopt a time-proven sales closing strategy
Seventeen years ago, I was a college intern with zero sales experience and no insurance background. My manager was an old-school sales pro who preferred to have a conversation with prospects, and for the most part, shoot from the hip. To say he wasn’t a great closer, however, would be a lie. In fact, he remains one of the top …
The millennial marketing tactic your competitors aren’t using
“Hey cuz, do you Snap?” That’s the question my millennial client asked me a couple of years ago via text message. My response was probably not very different from yours would have been at that time and probably is still: ‘Isn’t Snapchat just for teens sending each other questionable videos?’ Similar things were initially said about text messaging, YouTube, Facebook, …
10.5 ways coaching youth baseball is the same as leading a sales team — Part 3
Over the last many weeks, I’ve shared with you the first seven ways that coaching my daughter’s youth baseball team was the same as coaching all of my sales teams throughout the course of my 16-year professional career. (See Part 1 and Part 2.) I hope you’re as excited to see the final similarities revealed as I am to share …
10.5 ways coaching youth baseball is the same as leading a sales team – Part 2
Last time, I shared with you the first three ways that coaching my daughter’s youth baseball team was the same as coaching all of my sales teams throughout the course of my 16-year professional career. This time, I’m continuing down the list starting with No.4, in this second of a three-part series. 4) I was fortunate enough to have a …
10.5 ways coaching youth baseball is the same as leading a sales team
My daughter is playing baseball, not softball. Why, you ask? How about, why not? When recruiting new sales professionals to join my sales team, it never crosses my mind that I should only hire a man because women can’t be in sales. That would be akin to telling the qualified and talented women I interview that they’d be better off …
Boy am I stupid: Assumptions wreak havoc
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 …
- Page 1 of 2
- 1
- 2