Do you set New Year's Resolutions? I've found that they've become a bit of a punching bag. In a very unscientific survey of those around me, most people seem to have given up on setting resolutions. Most people pay lip service to working on their goals, but they rarely make concrete plans. Instead, they express vague desires to improve in the new year. Resolutions get dismissed as a waste of time. Why start when you're just going to give up on them? I get it. We've set resolutions and goals before. And we've disappointed ourselves by giving up or not following through. So why put ourselves in a position to fail … [Read more...]
Who Will You Be Tomorrow?
Have You Gone to the Library for Your Workout?
Running a Small Business? Why a Sales Playbook is Key to Growth and Success
One of the first areas that many small business owners look to delegate is sales. Maybe they started their own firm because they liked the providing the service and, but they don't enjoy the business side. Maybe they enjoy selling but it just takes up too much of their time. Or maybe they just aren't very good at it. But a little time spent on creating a sales playbook can go a long way. It's common to want to pass on the sales activities (and headaches) to someone else. They figure that they will just hire a salesperson or two and then be able to wash their hands of any sales activities. It's true that having a robust sales team, … [Read more...]
2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles
(If this article resonates for the challenges you have in your agency, be sure to check into the Small Business Sales Manager Coaching Program) In coaching hundreds of insurance agents over the years, I've become aware of a challenge that has arisen for many of them. As they've added additional products and services to their mix, their sales processes have become jumbled and muddled. They don't sell a few straightforward insurance products anymore. Instead they are now insurance providers, financial planners, health-care agents, and wealth managers that offer a wide-range of financial products to their customers. It can be … [Read more...]
Create Massive Leverage with the Last Week of 2018: 15 Experts Show You How to Master 2019 Now
In December it gets way too dark, way too early (at least in the northern hemisphere). Here in Chicago, the sun sets around 5:00 and then it's a long, cold night. And the days themselves can be pretty grey. It's not very motivating. Then you add in the busyness and distractions of the holiday season, and it can be hard to focus and find motivation. Especially when you get to the week between Christmas and New Year's Day. Too often, I see people just bounce around like an aimless pinball during that week. They're half-in and half-out of business mode, half-in and half-out of relaxation mode, and 100% not-engaged in anything. So … [Read more...]
Sometimes the Only Way Through is To Do
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