Insurance Producer Tips

You’re a successful Business-to-Business (B2B) sales rep. You do well. You make a good living. You work for a reputable company. You sell a quality product or service. You like your boss and colleagues too. You’re comfortable in a great sales JOB. In your gut, you wonder: Is my “great JOB” a “crappy CAREER”? How… Continue Reading

Business-to-Business (B2B) sales reps are frustrated with bad compensation plans. Income caps. How does that ever make sense for a salesperson? Confusing and complicated incentive plans. Reps unsure what they’re earning. Ever-changing, black-box formulas. Worst of all: little or no residual commissions. This last offense – a company not sharing recurring revenue with the sales… Continue Reading

A prospective client asked me how to weigh the odds for success with a new producer hire. My answer: it’s ~50% WHO you hire and ~50% WHAT YOU DO after the hire that determines a successful outcome. Nature AND nurture. Maybe my percentages are off but my point is to avoid the following scenario. Agent/broker… Continue Reading

“Location, location, location”. Classic real estate cliche. WHERE is THE criteria when buying/selling a home. Same thing goes when you choose a sales career. WHERE you work matters. The WHERE needs to be a great “fit” for you. WHERE questions that smart salespeople ask when making career choices: Can I work close to home? This… Continue Reading

As a recruiting business owner, I get to be my own boss. What a blessing. And a wretched curse. The blessing far outweighs the curse or else I’d return to being an employee. That and I’m too far gone to be an employee again. What’s the the most bedeviling self-employment curse? (No, not buying small… Continue Reading