Category Archives: Uncategorized
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.
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…
Top Producer Podcast
There are no short cuts. Listen here
Your Best Investment
Top professionals spend 10-to-15 percent of their time learning. Gaining new knowledge and skills. They view this as an investment in themselves that provides three advantages: Wisdom – knowing what to do Competence – knowing how to do it. Foresight – Knowing when to do it. It also provides a healthy confidence – allowing you…
7 Mistakes Many Professionals Make
Why do so many financial services businesses struggle to produce superior growth results? Here are 7 observations I have made: 1. Many professionals don’t have an industry-targeted niche focus Marketing is expensive and ego bruising. The key to predictable, significant growth is to be ‘somebody special’ to a particular group of businesses. 2. Many…
Five Growth Fundamentals
In this podcast I share the five growth fundamentals every professional should know about. Incorporate these ideas you will be playing in the big leagues. Listen here
