Helping Talented Agents Close More Sales


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Are You Amish?

Several years ago, I had the opportunity to attend the Advisors Super Conference and hear Dan Kennedy.

Dan is one of the highest-paid marketing consultants in the U.S. He has written the No BS series of more than 25 books.

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Do you want to increase your sales? What are you willing to do to make it happen?

For several years, I have been part of a marketing group, and one of our members was recently interviewed on a conference call. He buys cars from consumers and sells them to dealers at the auto auction. He sells 250 cars a week, while his competitors sell only 3 or 4.  How does he do it?

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The Best Investment Ever!

What’s the best investment? It’s not stocks, bonds, or mutual funds. The most important investment is YOU!

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Are You Pushy?

Recently, someone told me I was pushy.

She called me pushy because she was supposed to transfer a car title months ago and had never done it, and had regularly followed up with her.

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Polo Lessons

Tony Robbins tells a story about the first time he played polo. In polo, you ride a horse and hit a ball with a mallet.

Robbins didn't want to play polo, but he had a relentless friend, and he finally agreed to play.  He was on the polo field at 5:00 AM and hadn’t been on a horse since he was nine. Suddenly, the other players were thundering by on their horses and he was hooked! What started as a horrible experience for him turned into something he loved.

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Do You Hate Technology?

I am not a techie. Like many people, I have a love/hate relationship with technology, and it has provided my sons with some great opportunities to give old Dad a tough time.

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2019 was the 60th anniversary of Berry Gordy’s founding of the Motown record label. 

During the 1960s and 1970s, Motown was one of the most successful recording companies in the world, with artists including Diana Ross and the Supremes, Marvin Gaye, The Temptations, The Jackson 5, and Martha and the Vandellas.

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Paul J. Meyer

Paul J. Meyer, was the founder of Success Motivation Institute and multi-millionaire in the insurance business. He built one of the largest insurance agencies in the early 1960s.

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Time To Make Donuts

You are probably wondering… Time to make donuts. Donuts???? 

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Wisdom Of The Ages

There was a Persian king who called his advisors together. He told them, “I want you to put together the wisdom of the ages for the common man.”

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Forget Everything Else About Selling

The thought occurred to me, we could forget everything about product details and selling skills in general if we remember to go into each sale asking our self-two questions.

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Are You Doing What You Know?

My roles include both being a coach and sales trainer. The key to being a great trainer and coach is getting people to do what they already know but aren’t doing consistently.

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What Do Good Sales People And Good Actors Have In Common?

They rehearse! Good actors rehearse their part. Good sales people rehearse (practice) their presentation.

W. Clement Stone understood this and believed this was an important factor in the success of his sales force. His representatives would continually practice their presentation on each other.

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Why Do Salespeople Fail?

I recently came across a study on the reasons salespeople fail:

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100-Year-Old Secret of Success

See the People!

You have to make calls. There is no easy way. With technology, you may not see the people in person. Your sales may be online using video, test or over the phone. However, the fact remains, you have to make calls. 

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Why Am I Here?

My name is Ken Smith. I have over 40 years of sales experience in the insurance industry and recently joined Messer Financial.

Five years ago, I wrote the book, “Sales Lessons from the Masters.” In this book, I share timeless sales principles from four of the greatest salespeople ever in the insurance industry.

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