| August 30, 2024 | Comments Closed |
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
Read More
| August 16, 2024 | Comments Closed |
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…
Read More
| August 10, 2024 | Comments Closed |
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…
Read More
| August 9, 2024 | Comments Closed |
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…
Read More
| July 31, 2024 | Comments Closed |
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…
Read More
| July 10, 2024 | Comments Closed |
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…
Read More
| June 30, 2024 | Comments Closed |
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…
Read More
| November 1, 2023 | Comments Closed |
Top Producer Podcast
Finding Your Routine The right routine helps you to get from here to there faster and acheive more done by focusing on your highest priorities. Routines are essential for selling and growing your business. In this podcast I discuss how to find and develop the right routine for you. Listen here.
Read More
| November 1, 2023 | Comments Closed |
It’s Time to Stop Selling and Start Focusing on Making Rain
‘Rainmaking’ is a metaphor for bringing in new business and making more money. It’s the highest form of business development. Selling intangibles is hard work. It’s built on reputation, relationships and trust. It’s quite different from selling a car, which is based on features, benefits and price. Most professionals are technically well-trained to be accountants,…
Read More
