Episodes

Episode 40 : The Elusive Second P
June 1, 2019

Episode 40 : The Elusive Second P

You have hired the right people on your team, now you must create world class processes for them to work within.
Episode 39 : Team First
May 11, 2019

Episode 39 : Team First

When I started in 1986 I began selling homeowners insurance out of the gold book, an annual that was published by every county in California showing all information of about residential property. I helped my dad grow his agency until 1998,
Episode 38 : Become The Leader You Would Follow - Part 2
April 28, 2019

Episode 38 : Become The Leader You Would Follow - Part 2

Develop The Leaders Around You… Welcome to Part 2 of Becoming The Leader You Would Follow.  In Part 1 of this series you learned the about the first 2 keys of 4 to leading a successful team (Episode 37) : 1. Training & Coaching 2.
Episode 37 : Become The Leader You Would Follow Part 1
April 13, 2019

Episode 37 : Become The Leader You Would Follow Part 1

Would I Follow Me? It is my sincere belief that you have unique gifts and talents that have ONLY been given to YOU. That you have a calling in your life and a significant purpose to live out. YOU ARE A LEADER In your own special way…you influence other...
Episode 36 : Ankle Biters Not Allowed
Jan. 19, 2019

Episode 36 : Ankle Biters Not Allowed

No matter what business you’re in, knowing your client base is the key to your success.  The more you understand who your top clients are, and more importantly who the ‘ankle biters’ are, the better your chances of growing your business.
Episode 35 : Your Destination Is Your Responsibility
Jan. 12, 2019

Episode 35 : Your Destination Is Your Responsibility

My granddaughter McKenna and I were watching “Alice in Wonderland” over the weekend…. “Excuse me, Sir,” Alice inquires. “Could you tell me which road to take?” Wisely, the caterpillar asks, “Where are you going?” Somewhat dismayed, Alice responds,
Episode 34 : Staying In Front of Your Marketplace Part 3
Dec. 8, 2018

Episode 34 : Staying In Front of Your Marketplace Part 3

Interact, Nurture & Engage One of my greatest mentors said, “Never be settled, complacency kills and never arrive.” You have won the business, now what?  Now you must build the relationship through consistent interaction and engagement.
Episode 33 : Staying in Front of Your Marketplace Part 2
Dec. 1, 2018

Episode 33 : Staying in Front of Your Marketplace Part 2

Retain The Clients You Already Have Please make sure you jot down the Top 10 Reasons to Stay in Touch on your “implement, execute and take action” plan calendar for Monday. I will guarantee your competitors are…..
Episode 32 : Staying in Front of Your Marketplace Part 1
Nov. 24, 2018

Episode 32 : Staying in Front of Your Marketplace Part 1

How To Acquire New Clients You must stay in front of your marketplace – all of the time!  In this 3 Part series you will discover how to keep your agency in front of your particular marketplace using online and offline strategies.
Episode 31 : Special Guest Chris Paradiso
Oct. 20, 2018

Episode 31 : Special Guest Chris Paradiso

Too Busy For More Money… As an agency owner for over 17 years, my good friend and agency owner, Chris Paradiso has faced the same challenges as many independent insurance agents across the country, but Chris took those challenges head on and committed ...
Episode 30 : WOW Experience
Sept. 21, 2018

Episode 30 : WOW Experience

Anything worth doing is worth doing with WOW! People will forget what you said. People will forget what you did. But people will never forget how you made them feel. – Maya Angelou Many organizations set out to satisfy their customers. This nowadays,
Episode 29 : Accelerate Your Sales Growth
Sept. 8, 2018

Episode 29 : Accelerate Your Sales Growth

Have you ever been part of a great team? A team where you loved to come to work every morning, a team that charged you up with energy, and a team that encouraged you to accomplish goals you thought were impossible.
Episode 28 : Special Guests Jeff & Una Roy
Aug. 18, 2018

Episode 28 : Special Guests Jeff & Una Roy

It’s The Right Thing To Do This Unstoppable Husband and Wife Team have built a Mega Successful Agency, 4 locations and were recognized as the most recent Rough Notes magazine Agency of the Month for their incredible strides in the digital marketing spa...
Episode 27 : Special Guest Jeb Blount
Aug. 11, 2018

Episode 27 : Special Guest Jeb Blount

Attitude & Mindset are a Choice In the demanding, stressful, and emotional world of sales the slightest inconvenience or bump in the road can turn your attitude toxic. For a Sales Producer, a bad attitude zone and the disruptive emotions that come with...
Episode 26 : Video Marketing
Aug. 3, 2018

Episode 26 : Video Marketing

Videos Are Smoking HOT! Videos are SMOKING HOT right now, this trend will likely continue. If you want to reach a marketplace, you MUST communicate in a manner in which your marketplace wants to communicate.
Episode 25 : Nurture Through Email
July 27, 2018

Episode 25 : Nurture Through Email

The URGENCY of Nurturing Your Herd You never get a second chance to make a great first impression. This saying applies to so many situations – dating, interviews, writing, reading and the list goes on. First impressions set the tone and are often impos...
Episode 24 : Intranet
July 21, 2018

Episode 24 : Intranet

The Friction-Free Agency The only thing that matters is helping you build a business that supports the life of your dreams.  About 12 years ago, our agency was gaining momentum and growing quickly. We had acquired an agency,
Episode 23 : Snail Mail Your Team
July 14, 2018

Episode 23 : Snail Mail Your Team

Motivate Your Team – All of the Time Our encouragement and motivation doesn’t stop at the office.  We even use snail mail! We like to send direct mail pieces to our people on a regular basis. A lot of business owners may think this idea is strange—we s...
Episode 22 : Written Guarantee
July 7, 2018

Episode 22 : Written Guarantee

Remove ALL Doubt How can anyone you propose to do business with really know that every step of their new business relationship is unconditionally guaranteed? Has every doubt of concern been removed right from the beginning?
Episode 21 : Money, Money, MONEY
June 29, 2018

Episode 21 : Money, Money, MONEY

Are You Watching Your Money? We are so quick to say in our businesses that we are here to “serve our customers,” but at the end of the day, we are also all in business because we need to earn money. One of my favorite quotes from Earl Nightingale’s ins...
Episode 20 : Special Guest Bill Butler
June 22, 2018

Episode 20 : Special Guest Bill Butler

Niches to Riches at the 10,000 Foot Level… Niche marketing can be a lot of different things… It could be that you are a restaurant insurance agency, a work comp insurance agency, etc… What you’re niching in doesn’t really matter,
Episode 19 : Special Guest Jesse Parenti
June 16, 2018

Episode 19 : Special Guest Jesse Parenti

The Recipe For Green Dough Every single business has competition. Whether you’re an insurance agent, attorney, a bookkeeper, a nonprofit consultant, or a sustainability consultant, there are hundreds or thousands of other people out there who do what y...
Episode 18 : Acre of Diamonds
June 9, 2018

Episode 18 : Acre of Diamonds

Are You Mining Your Acre of Diamonds? Seems like many continue to focus on pursuing massive amounts of new business/applications from sources outside of your existing book of business and it continues to flow faster than you can handle….right?
Episode 17 : Team Technology
June 2, 2018

Episode 17 : Team Technology

Provide State-of-the-Art Technology Tools Technology has opened so many doors for businesses.  Some of you may not even remember the days when credit cards were not swiped electronically, but rather they were manually imprinted with ink and paper onto ...