Category Archives: Uncategorized
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
Clifton’s Top Producer Podcast
Business rarely falls into your lap. You must go out, explore, and find new clients. In this podcast I share 10 things every professional should know about selling and marketing their services. Listen here
Focusing On Your Strenghts
Peter Drucker said, “Build on your strengths; do not build on weakness.” Spend time with a select group of prospects, treat them as clients, and use your strengths and competitors’ weaknesses to your benefit.
The Easy Way
Leveraging your natural market is the easiest way to promote, market and sell your services. Listen here
Two People Lose When You Don’t Make a Sale
It’s a mistake to overlook the facts that your products and services do not sell themselves, salespeople sell them. Becoming an effective salesperson requires training. To communicate the value of your offering for your existing and prospective clients. When you don’t make a sale, there are two losers. The prospect loses out on the value of…
