Art Seifert, Glatfelter Insurance Group

Confidence is a major component of sales success. Sometimes, it pays to be bold. However, being bold can be uncertain…it requires high risk tolerance.

Paying attention to forms and becoming a forms expert pays off exponentially. People respect and trust expertise.

Clients want insurance experts in their class of business. They want specialists. They want problem solvers.

By specializing, increased revenue is almost a guarantee. Specialists not only become an expert in the niche, but a trusted adviser.

The more value I brought to a relationship, the less my client talked about price. My clients wanted value and were willing to pay a little extra to get it.

Written goals are imperative in sales. But did you know that how the goal is written can impact how your mind interprets it?

Establishing credibility as a young producer is crucial. Higher prices with insurance grow with experience and confidence.

As a young producer, you need to be realistic. You can use this to sell value and a higher price. Understand the importance of right sized expectations.

People should make purchases based on reason, but more often purchases are made based on bias and emotion.

In order to be successful selling value, you need to sincerely understand your client's emotional state.