If we are formulating our next thought during that time instead of actively listening to our clients, there’s a lot of information that can be missed.

The appropriate use of rare, handwritten correspondence can solidify your position as someone to do business with.

Just like I know I’m going to order a Big Mac, when your client comes to a meeting, they typically know what insurance products they’re looking to buy.

An elevator pitch is NOT a sales pitch. Instead of trying to sell a product, you should try to describe what you do to help others.

To keep abreast of the latest strategies and industry news, you need to keep your finger on the pulse of the industry itself.

There seems to be a lot of discussion around the latest insurance applications and how they help a producer be more effective in the sales process.

The subject of value vs price can be a touchy one in this situation, but there are ways to make sure your client or prospect knows that cheaper isn't better.

Happy Halloween! Need some humor?

Let’s face it, salespeople get bum raps. The first word when describing “sales” is “pushy,” “sleazy,” “ugh,” “yuck,” “dishonest” and “manipulative.”

Take the time to make sure your prospects are comfortable with you, trust and depend on you and are able to see the true passion you have.