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... sales letters, and more! Communications Marketing Customer Service Planning Finance/Accounting Risk Management Human Resources Selling Legal and E&O Technology Life/Financial Services Glossaries Management Resources & Links Categories Popular Recent All Back Consultative Brokerage: A Thinking Player's Game 4/30/2013 12:00:00 AM by CompleteMarkets Editor , C.R. Ekern This content has not been rated yet. Selling, like golf, requires careful thought. As a young man, I occasionally played golf on a competitive basis. I was decent, but never really great. I always liked the quote from the immortal Bobby Jones, "Competitive golf is played mainly on a five-and-a-half-inch course, the space between your ears." Chi Chi Rodriguez once said, "Golf is a thinking man's game. You can have ... let these emotions cloud your judgment. Visualize each shot. A successful golfer visualizes each shot prior to executing a swing. Before taking action, they see the outcome and focus on the right mechanics. This is the same as a Consultative Brokerage transaction. Visualize each outcome of a client interaction. Ask yourself before each call, "What is my goal during this meeting?" Never choose your club before seeing the lie. A golfer will often anticipate the next club selection while moving down the fairway. This leads to judgments that aren't based on facts, but opinions. The resulting shot might not be effective. A successful broker determines their next action only after they've completely analyzed the client situation. This analysis involves choosing from a number of solutions. Don't wait in the fairway with a ...

... /2015 12:00:00 AM by Randy Schwantz This content has not been rated yet. Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales. Overheard at the country club: Golf Student: Is it spelled p-u-t, or p-u-t-t? Golf Pro: P-u-t-t is correct. Put' means to place something exactly where you want it. Putt' is the vain attempt to do the same thing. Self-promotion is a lot like this joke. You want to convey a particular message, and you've targeted a certain market where you want that message to be effective — so the ... /29/2015 12:00:00 AM by Randy Schwantz This content has not been rated yet. Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales. Overheard at the country club: Golf Student: Is it spelled p-u-t, or p-u-t-t? Golf Pro: P-u-t-t is correct. Put' means to place something exactly where you want it. Putt' is the vain attempt to do the same thing. Self-promotion is a lot like this joke. You want to convey a particular message, and you've targeted a certain market where you want that message to be effective — ...

...s. Overheard at the country club: Golf Student: Is it spelled p-u-t, or p-u-t-t? Golf Pro: P-u-t-t is correct. 'Put' means t...

... sales. All Articles by Randy Schwantz Comments (0 ) Producers-Why Aren'T You Doubling Your Income? This content has not been rated yet. Randy Schwantz 6/11/2015 12:00:00 AM Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. "John, what's your growth goal for this year?" He pauses and says "Um..around 65% ." "Uh-huh. Where's that from?" I asked. "Well, I doubt I can do 80% and I didn't want ... sound like a loser and say 50 %, so I came up with 65% ." All Articles by Randy Schwantz Comments (0 ) Selling Quality Is Quality Selling This content has not been rated yet. CompleteMarkets Editor , Eric Moberg 4/30/2013 10:43:12 PM SELLING QUALITY IS QUALITY SELLING by Eric Moberg Hello Mr. Jones, Im John Smith with the Smith Agency. Id very much like to offer you a no obligation quote on your i.. All Articles by CompleteMarkets Editor Comments (0 ) Spreading Life Wealth Among Employees This content has not been rated yet. CompleteMarkets Editor , George Nordhaus 4/30/2013 10:43:49 PM SPREADING LIFE WEALTH AMONG EMPLOYEES by George Nordhaus Dave Warren of Dodge, Warren and Peters, Torrance, California ...

... .. All Articles by CompleteMarkets Editor Comments (0 ) Producers-Why Aren'T You Doubling Your Income? This content has not been rated yet. Randy Schwantz 6/11/2015 12:00:00 AM Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. "John, what's your growth goal for this year?" He pauses and says "Um..around 65% ." "Uh-huh. Where's that from?" I asked. "Well, I doubt I can do 80% and I didn't want ... sound like a loser and say 50 %, so I came up with 65% ." All Articles by Randy Schwantz Comments (0 ) x No Thanks Loading.. Loading.. x No Thanks Loading.. ...

... .. All Articles by CompleteMarkets Editor Comments (0 ) Producers-Why Aren'T You Doubling Your Income? This content has not been rated yet. Randy Schwantz 6/11/2015 12:00:00 AM Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. "John, what's your growth goal for this year?" He pauses and says "Um..around 65% ." "Uh-huh. Where's that from?" I asked. "Well, I doubt I can do 80% and I didn't want ... sound like a loser and say 50 %, so I came up with 65% ." All Articles by Randy Schwantz Comments (0 ) Three Tips For Setting Goals This content has not been rated yet. CompleteMarkets Editor , bill cates 4/30/2013 12:00:00 AM THREE TIPS FOR SETTING GOALS by Bill Cates As you set goals, consider these three guidelines. (Although most people dont think of the third one, its just as important as the.. All Articles by CompleteMarkets Editor Comments (0 ) x No Thanks Loading.. Loading.. x No Thanks Loading.. ...

... Glossaries Management Resources & Links Categories Popular Recent All Back Producers-Why Aren'T You Doubling Your Income?6/11/2015 12:00:00 AM by Randy Schwantz This content has not been rated yet. Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. "John, what's your growth goal for this year?" He pauses and says "Um..around 65% ." "Uh-huh. Where's that from?" I asked. "Well, I doubt I can do 80% and I didn't want ... sound like a loser and say 50 %, so I came up with 65% ." John's was a typical response. Most producers don't have specific measurable goals. In fact, most producers receive goals from their agencies. That's hardly motivating. "Here's a goal that we want you to achieve for us. Now go out there and get busy." Your Personal Goals In my experience, three components really make a difference in producer growth. When I say "producer growth," I mean doubling your personal income. We've already spoken about one: specific measurable goals. If those goals are yours and you know why you're setting them, then you're that much more inclined to keep them in sight. Setting a goal of 65% growth in personal income for growth's sake isn't ...

...rship so that he could sell on the golf course. He also paid his staff quite w...

...g metal, including farm equipment, golf clubs, wire fences, etc. Stay away fr...

...me ago) and knowing how to swing a golf club, I fit right in. Being as committ...