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... x No Thanks Loading.. The Seven Habits Of Highly Effective Insurance Agencies 4/30/2013 by Al Diamond , CompleteMarkets Editor This content has not been rated yet. In 1989, Stephen Covey wrote his best seller, The Seven Habits of Highly Effective People. These habits aren't new or revolutionary — they're clarifications and reiterations of rock-solid principles in a format that's easily to understand (if still hard to accomplish) . But if agents follow the seven habits discussed in this article by Al Diamond, they'll assure their long-term personal and business success. That is a pretty strong statement, isn't it? But, if we put up a sign that read "Gold Here! Dig approximately 250 feet to reach it! Free shovels," most people wouldn't take us up on the offer. ... care of routine matters or crises. In the long run, neither is productive. Yes, we need to deal with routine matters. And we can't avoid some crises. But, Covey points out that the most productive use of our time is to accomplish those tasks that are not urgent, but important. Planning, not reacting, is important. Prevention, not repair, is important. Building relationships, not counseling to determine why they aren't working, is important. Of course, some important things are urgent as well. However, many of our customers and employees try to manipulate us with the "squeaky wheel" ploy. If they squeak often enough and loud enough, they figure that we'll have to take care of them. For some people, this is the only way ...

... it amazing that we spend so much time improving all our other skills but just assume that listening will take care of itself? ' The truth is that listening is a skill like any other. We can vastly improve this skill with training and practice. Let's focus on some areas that can always be improved and strive for better results. BARRIERS TO EFFECTIVE LISTENING Ineffective listeners typically have these 10 bad habits: Dismissing the subject as uninteresting. When someone talks about something that doesn't seem interesting, it's common to react by tuning out the speaker. Cure this habit by listening for information that is interesting. Almost any subject has aspects worth your attention. Labeling an entire subject as boring is a sure way to miss out on worthwhile information. Criticizing the speaker's delivery or mannerisms. It's hard to ... x No Thanks Loading.. Producer Success Lesson 30 6/8 /2015 by Randy Schwantz This content has not been rated yet. I DIDN'T HEAR YOU 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. Imagine a large road-building crew hacking its way through a dense jungle. The crew foreman is a few steps behind the workers, indicating the trees and bushes to cut. A pathway is beginning to form. The chief of the whole operation climbs a tall tree, looks around, and hollers down, Stop! We're in the wrong jungle! ' And the foreman ...

... 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. SILLY BOOKS AND MEETING WOMEN Do you have any silly books' - you know, the ones written by obscure experts' on subjects such as Building an Atomic Bomb with Things You Probably Have Around the Home. I make it a habit to commit the sillier concepts in these books to memory before I give them to my two-year-old, who promptly destroys them. One of my favorite silly books is one that tells men how to meet and get to know any woman, anytime, anywhere. The alleged secret is to find out what she's drinking, then smoothly move into her personal space' and offer her another round. You then ... x No Thanks Loading.. Producer Success Lesson 7 5/26/2015 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. SILLY BOOKS AND MEETING WOMEN Do you have any silly books' - you know, the ones written by obscure experts' on subjects such as Building an Atomic Bomb with Things You Probably Have Around the Home. I make it a habit to commit the sillier concepts in these books to memory before I give them to my two-year-old, who promptly destroys them. One of my favorite silly books is ...

... the participants fails to listen. Remember: a bore is an advisor who talks about himself, but a brilliant conversationalist is an advisor who listens while clients talk about themselves. Research proves that most people don't listen adequately (if at all), for three reasons: a) While the other person is talking, most people plan what they're going to say when it's their turn. It's a habit that will sabotage your success and ultimately embarrass you. If you want to listen better, you need a strategy — something to focus on or do that connects you to the other person. Here's the easiest and most rewarding strategy: write all the keywords (called Criteria') people say when they talk to you. b) Most people are visual. You're probably more stimulated by events ... on Credibility, his intent was to teach insurance and financial professionals how to conduct a Credibility Marketing Campaign. As the book grew beyond 200 pages, Lovas realized that he was writing two books. So, he published the strategy and the direct mail techniques and renamed the book Beyond Wave Marketing. What didn't get published were the specifics of what makes credibility. This series of articles discusses these credibility building concepts. &# 160 If it's true that the success of an insurance or financial business depends on developing loyal clients, how then, can we develop loyal clients when price seems so important? When you use price as the differentiator, you lose every time. Even if you get the account, your resources and energies will be drained because you won't be compensated for them adequately enough. ...

... the time. We withhold our thoughts and feelings from our loved ones, friends, clients, suppliers, and colleagues. And, they (including our clients) withhold information from us all the time. Let's look into this a little further. We need to create a business culture in which our clients feel totally comfortable with telling us "everything." So, I hope you're in the habit of checking in with your clients on a regular basis to make sure that they're completely forthcoming with how they feel about doing business with you. Want a gutsy way to ask this? Say to your clients, "Let's forget about the market for a minute. We believe we have strong strategies in place for moving forward. Looking at our relationship and my level of service, on a ... x No Thanks Loading.. Communication Builds Trust 4/30/2013 by CompleteMarkets Editor , bill cates 1 Verified Reviews - 5 of 5.0 1 2 3 4 5 Why we all need honest communication in our business and personal lives. In his book Just Be Honest, Steven Gaffney believes that withholding thoughts or feelings from others is a form of lying. If we accept this fact, we must admit that all of us lie a good deal of the time. We withhold our thoughts and feelings from our loved ones, friends, clients, suppliers, and colleagues. And, they (including our clients) withhold information from us all the time. Let's look into this a little further. We need to create a business culture in which our clients feel totally comfortable with telling us ...

... this concept of "becoming a student of the game." Become a student of referrals. Keep reading these articles. Check out our Referral Success Kit and Boot Camp. Check out other "referral experts." Then teach what you know to others. As you learn about getting referrals and pass this information on to others (your colleagues), the ideas get cemented into your awareness and habit base. As you teach what you know to them, they'll share their best practices with you. 3. Are you using an agenda? If you've attended any of my seminars or training sessions, you know I'm a huge believer in agendas for most meetings. An agenda will help the meeting run on time, giving you more time to hold a referral conversation. One of the last ... x No Thanks Loading.. Do You Forget To Ask For Referrals?4/30/2013 by CompleteMarkets Editor , bill cates This content has not been rated yet. A common referral challenge I hear in my seminars and coaching programs is the issue of "forgetting about asking for referrals." It seems that most people know this the best way to build a business, yet they forget to work the process. This article will address several basic questions you can ask yourself to make sure you keep asking for referrals top of mind. 1. Is it fear? Because you know how powerful referrals can be, not having them at the top of your awareness is usually a sign of some fear. How convenient is it that you "forget" to implement a referral system when ...

... up-to-date. In short: Wrong list+ right package = high degree of failure Perfect list+ lousy package = possible chance of success Perfect list+ right package = high degree of success List purchasing is both an art and a science-at least when the criterion is more complicated than within a mile radius of the store. Information is available on every consumer on earth-specifics on age, income, education, purchasing habits, driving habits, and bad habits. Want to know what size coffee cup your head of household drinks from? Wondering what size tires are on his/her car? Everything is available, from the absurd to the sublime. It's important to define the parameters you need early on. Here are the key elements to direct-mail success: the list (it had better be the right prospects ... the phrase direct mail' was used to define a piece that went in the mail to a particular individual on a list. Often there were no set parameters other than geography and the occasional emphasis on branding. Today, an effective direct-marketing campaign relies on detailed database information. With recognition of the cumulative effect of multiple mailings, each mailing is both a marketing piece (effectively branding the bank, building and reinforcing the image) and a response piece. Throughout the campaign and in anticipation of the next, the database is updated based on responses, profiles of product, and other criteria: .. And the envelope please. Package vs. envelope? Letter vs. flyer? Which works best? Packages and multiple pieces tend to produce higher responses than individual approaches. People process information differently ...

... how well you are doing every 30 days or so. Be conscious of the good and bad telephone techniques of others. Remember, the only way to find answers is to look for them. Telephone Self-Evaluation Do you answer the telephone with a smile? Is the information you give over the telephone clear and understandable? Do you take down telephone messages completely and accurately? Do you use good speech habits over the telephone? Do you treat every call as an important call? Do you speak slowly and allow the caller to ask questions? Do you apologize for errors and delays? Do you make the caller feel glad that they called? Do you screen calls in a non-intimidating way? Do you strive for professionalism through the use of effective telephone techniques? Do you screen calls tactfully? Do ... is most convenient for you. A great number of your customers probably have an answering machine or voice mail. If you are uncomfortable with the machines, think of them in this way: Realize that once you call, the burden of communicating is on the other guy. Use small steps to increase your comfort level. Leave a short message, then your name, then a longer message, and build on your successes. Ask people how you did or if your message was clear. If you're curious, record your voice on a cassette tape recorder and see how you sound. There is always room for improvement. Overall, answering devices are becoming more prevalent. See them as a challenge and realize that the first time is the hardest. Push yourself and build on your successes. Message ...

... The Ritz — Building A Customer Service Culture 5/9 /2013 by CompleteMarkets Editor , Bill Wilson This content has not been rated yet. If you've ever stayed at a Ritz-Carlton hotel, I'm betting that the experience was outstanding. Bill Wilson tells you how they manage to do it so much better than most hotel chains in this document. First, let me say that I don't make a habit of staying at Ritz-Carlton hotels. But I've had several occasions to do so while attending conferences. Not only have I never experienced a problem, but without exception each stay has been an exercise in indulgence. I've also experienced several examples of excellent customer service. On one occasion, I was preparing for a workshop and realized that I'd forgotten my overhead markers. Stepping into the hallway outside the ... x No Thanks Loading.. Puttin' On The Ritz — Building A Customer Service Culture 5/9 /2013 by CompleteMarkets Editor , Bill Wilson This content has not been rated yet. If you've ever stayed at a Ritz-Carlton hotel, I'm betting that the experience was outstanding. Bill Wilson tells you how they manage to do it so much better than most hotel chains in this document. First, let me say that I don't make a habit of staying at Ritz-Carlton hotels. But I've had several occasions to do so while attending conferences. Not only have I never experienced a problem, but without exception each stay has been an exercise in indulgence. I've also experienced several examples of excellent customer service. On one occasion, I was preparing for a workshop and realized that I'd forgotten my ...

... difficult decision. Second, I have worked with a number of agencies in which the younger generation, or their spouse, expects to earn as much as the older generation without working as much. This conflict between desiring, and sometimes demanding, 12 hours worth of pay for eight hours of work can cause tremendous conflict between partners and families. It can also destroy agencies if the owners' spending habits exceed the agency's ability to support those habits. Perhaps the solution is for the younger generation to be considerably more effective than the older generation. Few can do this, but it is possible. For example, producers who are selective in whom they write are much more successful. Most producers will sell any living entity willing to say "Yes" or even "Maybe." Successful producers ... in the Great Depression, perhaps they grew up with a stronger work ethic, or maybe (being almost exclusively men), they didn't feel that they needed to participate as much in child rearing. Mr. Wilson was also part of this generation. Younger agency owners seem to feel more responsibility for raising their kids, which is a key reason that they're less willing to spend so much time building their agencies. Even without kids though, my impression is that most aren't willing to work such long hours. I'm not suggesting that working only 10 hours per day, rather than 12, is a bad thing. However, not working 12 hours often presents two huge problems for agency owners. First, eight-hour days are almost always insufficient and many agency owners of the younger generation seem to ...