Coaching the Journey

Posted by on May 28, 2013 in Sales |

Recently, my daughter concluded her high school soccer career. She’s been going, going, going playing soccer since she was in pre-K…and finally, in what was seemingly a blink of an eye, the journey was over. There were plenty of opportunities over the last couple of years to take her game to the next level and to play college ball; however, she insisted that she was ready to move on. My daughter was fine walking away from the game…although...

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Up and at ‘em!

Posted by on May 9, 2013 in Sales |

Mother’s Day is just around the corner and I thought it appropriate to give my mother a shout out! “Thank you for instilling in me the opportunity of time.” When I was growing up, I can remember my mother coming into my room to wake me for school. She’d turn on the light and say, “Up and at ‘em!” “Up and at WHO?!” “Who’s Adam?” “Augugughhh…time for school…already?” Thinking…“I can sleep in another 15, 20…30...

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Spring Cleaning

Posted by on Apr 11, 2013 in Sales |

Welcome Spring! Time to open the windows, clean house and breathe in the fresh air… Of course, if you’re like my wife…that would be a bad idea…since she is allergic to just about everything under the sun. And, I mean…everything. So, as we say in our household during these early days of spring: open the windows, clean house, breathe in the fresh air…and, take a 24-hour Allegra D. We definitely take the time to prepare for the season....

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Knowing the Customer

Posted by on Mar 21, 2013 in Sales |

While in Orlando this past week, I was speaking with a group of independent agents about knowing the customer. And, I mentioned that one of the keys to successful sales was taking care of the customer’s needs, beliefs and values. Throughout the afternoon, I continuously told the group that in order to tap into that information, they needed to “know where I’ve been, know where I am now…and, know where I am going.” A successful sale is...

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Defending Your Agency’s Value

Posted by on Feb 21, 2013 in Sales |

In a land, far, far away… Wait…scratch that. In a land we call ‘Florida’… We are constantly on the field of battle, coming to blows with the infamous price shoppers. Unfortunately, there is no enchanted pill to take, no fairy-tale lamp to rub and no magic wand to wave that will help us thwart price shoppers from pilfering our land. What we do have, is the confidence in our knowledge of product, ability to confront objections and the...

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Selling Is a Conversation

Posted by on Jan 31, 2013 in Sales |

The main objective of family-owned restaurants, dry cleaners, fitness centers and florists…is to sell their wares and services in order to gather interest, to stay in business…and, to ultimately make a profit. For many entrepreneurs within our local communities, however, their out-of-this-world concepts may be something of wonder…but, they couldn’t sell that thingamajig, if their life depended on it. That thingamajig is usually tangible...

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