Top Producers approach every call as a great listener rather than a great talker. When selling insurance or any product or service, you have to listen to what your clients tell you. Most of the time sales people are thinking of what they’re going to say next so they don’t hear what a prospect is telling them. This is a sure road to mediocrity and one you want to avoid. Continue reading "Good Listeners Sell more than Good Talkers"

There are 2 types of sales people in the Personal Lines Insurance Business. Order takers and sales people. Order takers typically look for the low hanging fruit. The client is already on the phone, wants to buy today and has a means of payment. There are no objections and the effort required is minimal. They sell the product(s) they’re most familiar with so they “don’t have to deal with” another carriers software. Most agencies with more than a handful of agents have a few order takers on their staff. They’re the ones usually complaining about rates, the quality of leads, Continue reading "Personal Lines Order Taker or Sales Person"