What do you do when your world collapses? When your son is diagnosed with a rare and aggressive cancer, and you meet another father in the hospital who has lost his job and can’t afford a $2 parking fee?
In this episode, I break down the 3 unconventional sales rules that have generated millions for my company.
What if industry chaos is your biggest opportunity to build unbreakable trust?
Being a great salesperson doesn’t automatically make you a great CEO…
The insurance industry is addicted to “realistic” sales goals. We set safe, comfortable targets that we know we can hit, which feels like smart planning but is actually a blueprint for stagnation.
I recently took a small group of elite producers into the Northwoods to prove there’s a better way to get together than the typical insurance conference.
I was tired of the broken industry conference model: the fire hose of information, the unhealthy food, and the complete lack of focus on real growth.
The traditional sales playbook was written for extroverts. It tells you to work the room, dial for dollars, and constantly be “out there”, which is a model that drains introverts and forces them to play a game they’re not built for.
Every broker has that client who’s trapped—too big for small group rates but terrified of the massive financial risk of traditional self-funding.
Back in 2014, I was at a crossroads that every consultant hits: I knew the traditional way of selling benefits was broken, but I didn’t have the playbook to build something better.
