Leadership, like class, is hard to define, but easy to spot.
Someone once defined management as “the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization.” Managers get results by establishing goals and working with and through people to achieve those goals.
As a manager, your success […]

“We’re in the relationship business……airplanes are what we use to provide a service.” remarked Colleen Barrett, President and COO Southwest Airlines remarked,
Are you in the relationship business? Of course you are. Everyone who has to work with, deal with, sell to, convince, etc. is! Unless you’re on a deserted island, you must […]

Steve was very upset when he called me a couple of months ago. “I did exactly what you taught me. I made 1424 dials and presented 171 prospecting offers. I got two appointments and I only made one sale. Am I doing something wrong, or doesn’t High Probability Prospecting work in the insurance industry?”
How long […]

Have you ever heard of the Golden Hour? I live with a paramedic - so I am always learning about medical terminology (whether I like it or not!) The one that caught my attention was Rob’s reference to “The Golden Hour.”
The first 60 minutes after someone has been injured are critical in EMS. […]

The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, our attitudes, our beliefs, and our emotions. The words we use in the persuasion process make […]

In this time of seeming constant change, no professional practices or firms can be complacent about their future. The threats come from various directions, some obvious and visible such as larger merged firms or new starts, and some less so, such as internet services. Unless you take these seriously, what does your future […]

I know this sounds sort of redundant, but it is true and, sadly, many sales people don’t know it.
I was working with a salesman this week who has had a rather slow start with his company. He is selling a specialty product line for the company and he has some unique customer requirements. […]

Whenever decision-makers are willing to meet with you, you have reached a favorable juncture of circumstances. If you are then prepared to take advantage of this opportunity by building a level of trust with these individuals, there is a good chance that they will tell you enough about themselves so that you can easily recommend […]

I have a simple sales philosophy: provide value first and make a friend at all costs.
Now, what’s YOURS? Do you believe every word of it? You should, if you want to be a great salesperson.
EVERY salesperson should have a sales philosophy that they firmly believe in. It represents your values and defines […]

For loan officers and mortgage brokers we are constantly on the look out for leads. Here are a few ideas to obtain more of them.
By far, your family and friends are your best source of lead referrals. Be sure to make your family and your entire circle of friends aware of the fact that you […]