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 …
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 …
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 …
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 …