Cooking With Value

Cooking With Value

While walking down the aisles at Publix, we commonly see out of the corner of our eye…an employee quietly hawking a morsel of a new cookie, or a sampling of a different type of cheese, or perhaps offering coupons for dryer sheets. In most instances, we will stop out...
An Eye-Opening Experience

An Eye-Opening Experience

While attending the Florida-Tennessee football game this past Saturday, I had a most pleasurable customer service experience…from a most unexpected place. It all happened…at one of the concessions stands. It was a perfectly humid, Florida day in “The Swamp,” and at...
Humble Pie

Humble Pie

Some twenty-plus years ago, my former boss taught me everything I needed to know to be successful in sales. John was from a small town in western Georgia, and with his slight southern drawl he was always bursting with catchphrases to tell a story, prove a point, and...
The Business Card Bridge

The Business Card Bridge

I have a four inch high stack of business cards sitting in my office from my first few months working here at Tower Hill. I must have somewhere in the range of 150-180 business cards from independent agents I had the pleasure of meeting during my tour of the state...
Don’t Sell!

Don’t Sell!

What you say within the first few minutes of your conversation is the one thing that will set the tone for the balance of the sale. Your job is to make the client feel wanted. Your job is to make the client feel that they are the only one you care about. Your job is...