Archives
Sales Velocity: Your Key Metric for Sustainable Business Growth
Is your business truly growing, or are you just riding the wave of a favorable market? In today’s competitive market, understanding your business’s growth potential is crucial. Sales Velocity, a term coined by Reagan Consulting, stands out as a key metric to ensure you’re not just relying on favorable market conditions but are building sustainable…
9 Ways to Encourage Your Clients to Send Business Your Way
Referrals are the most efficient and effective form of marketing you can do. Yet, many professionals struggle with how to ask without feeling pushy. In this episode, I’ll break down actionable strategies to seamlessly integrate referral requests into your client interactions, ensuring your new business pipeline stays overflowing with qualified leads. Listen here.
Creating a Personal Action Plan: Making Progress Your Focus
Want to achieve big goals in your business? Then you need to follow a comprehensive plan, built from a strong model. Top performers understand that success is only possible when their plan is grounded in a solid blueprint, and they make the implementation process their primary focus. Even when distractions arise, concentrating on the process…
The Best Time to Work on Your Business
In this episode of the Top Producer Podcast, I emphasize the importance of working on your business, not just in it. It’s easy to neglect planning and development when business is booming, but this can lead to challenges when market cycles change, clients are lost, or pipelines dry up. Listen
LinkedIn Networking: When to use Business vs. Private Contact Details
In the latest episode of the Top Producer Podcast, I dive into the importance of using LinkedIn as a business tool. LinkedIn, with its 1 billion users, is the leader in professional networking platforms. But to truly leverage it for business development, you need to manage your profile strategically. One common mistake I see is…
The Importance of Proactive Customer Relations: A Tale of Two CEOs
I have a deep admiration for CEOs and leaders who take a proactive approach to customer relationships. During Melbourne’s lockdown, I placed a click-and-collect order at my local Bunnings, just a couple of blocks away. After 10 days of waiting and several unsuccessful attempts to contact the store, I decided to reach out directly to…
Top Producer Secrets: Follow The Proven Recipe For Sales Success
Just as a chef follows a tested recipe to create a delicious dish, sales professionals should follow proven processes to achieve consistent results. In this podcast, I explain the three key steps of the sales process—building rapport, identifying problems, and presenting solutions—and discuss the established ‘recipes’ for mastering each of these areas. By following these…
Keep Your Eye on These Three Growth Metrics
Over the last eight years, most insurance brokers firms have enjoyed significant organic growth riding the market tailwind of increasing rates. In fact, it would be challenging for any firm not to grow in this rate environment. However, the latest Marsh index on commercial premiums indicates this tailwind will not be as strong in the…
Effective Prospecting: How to Fill Your Sales Pipeline
Are you struggling to keep your sales pipeline full of qualified prospects? Whether you’re a seasoned professional or just starting out, mastering the art of prospecting is crucial for sustained business growth and success. I invite you to join me for an exclusive, free webinar on June 16, from 10am to 11am AEST. In this…
Master Your Sales Meetings: 10 Steps to Drive Results and Boost Productivity
Are you struggling to make your sales meetings effective? Sales meetings, when conducted effectively, can build a culture of accountability, skyrocket your team’s productivity, and keep your business on track to achieve your growth objectives. Here’s how to make every minute count: 1. Schedule regular meetings and appoint a rotating chairperson to ensure each session…
