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7 Notes That Will Triple Your Referrals

Everybody wants everything done fast, don’t they?!!!  Unless it is done to them.Doctors are told to spend less time with each patient so that the hospital can make more money.  Be faster!  That’s not...

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When Prospects Go Cold on You

Don’t you just hate it when a prospect, seemingly very interested in the work you do, suddenly goes MIA?Of course, there are any number of reasons why this can happen. It’s possible, that you didn’t...

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If You Love Sales, Then Pass This On

Whenever I’m at a used bookstore, I always browse the business section. There is gold in those isles. I found a short book called, The Salesman’s Book of Wisdom,by Dr. Chriswell Freeman, and the...

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The Power of Optimism in Sales

Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling. The optimistic salesperson conveys an attitude of confidence to the buyer. The result? Lots of...

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Rewarding Referrals Creates More Referrals

Let’s start with some empirical evidence – then we’ll get to the “how to.”  I’ve seen two studies that indicate rewarding clients for giving referrals stimulates more referrals. The first study was a...

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The 5 Secrets to Get Your Email Answered

Tired of your emails not getting answered?If you’re a sales rep who is sending emails and waiting… and waiting for responses that never come, then why not use some best practices that will give your...

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How To Find And Attract New Insurance Sales

Would you like to know the best insurance prospecting strategies for you to consistently find and attract new sales? And then learn how you can do it all in your local community?Whether you are new or...

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One Big Mistake to Avoid

When you talk about your business to prospects – in person, over the phone, or even on your website – are you setting yourself up as the hero?  If so, you’re making a BIG mistake!In my newest book,...

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Understanding Clients’ Core Values

Unconscious bias – as well as your own beliefs and emotions – can test your ability to put clients’ best interests first. Even though my practice is guided by the saying, “keep a quiet mind and an open...

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Handle the “I looked it over and not interested.”

Don’t you hate when this happens?You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…Right out of...

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