Being able to recall information from a previous conversation with your client and being able to follow up with them about their needs is what making your client the Hero is all about. In this episode we talk about taking Heroic Notes and how to keep track of that information.

In Pt. 1 we talked about why everyone needs an umbrella and in this episode we go into how to sell an umbrella. I tell you exactly the words you need to say to open your clients and prospects eyes.

Every single one of your clients has liability risks that exceed their policy limit. We should be offering an umbrella to every client. Here are some reasons why. We will talk about how later.

Mindset is the "why" we do things. Why do you want to be in sales or insurance for that matter. Is it just the money or is there another reason. Does meeting the clients needs get you going in the morning?

In this episode we go over examples of how to present a quote live. We also discuss te importance of you presenting a quote instead of telling them your prospect the highlights.

Letting your prospect know what to expect helps take their guard down because they don't understand why you are asking the questions you are. Once you tell them what you are going to do with the information you are asking for and ultimatly benefit them by giving them the best coverage for the best price you will be able to ask more open ended questions and get better responses.

In this podcast I explore exactly how to present your quote in 3's. Its all about the structure. Dont just have 3 quotes have them build off of each other.

Your prospect better know they have options. Telling them that you have multipl options puts you in the driver seat. Now the question is not are they going with you but what option of yours are they picking.

Its time we start preparing our clients that rates will never go down. Our industry is dedicated on the idea that if you would just switch companies you will save money, but we all know that is only an illusion as you are only saving on what your renewal was set to be. Its time we start talking to our clients on what to expect. Rates are going up... forever.

Assume the sale or Ask for the sale... It doesn't really matter if you don't do either of them. In this episode I go over getting into the mindset that you need to find out what is going to cause them to buy and find a way to meet that need but it starts with Asking for the Sale.

Following up is making sure your prospect or customers needs are met not calling or emailing once saying "Let me know if you have more questions" Winners Follow Up. We will go over the 4th Pillar in a successful sales person this week.

Why would you tell a customer they are wrong. Let's make them right and then tell us they were wrong. Let's find ways to create common ground.

in this episode we talk about being ready for when your client doesn't answer the phone. What words do you say that maximize the call back?

The presentation is where we make our case to our client on how we are different. We just spent time getting to know them and their needs. If we did the profiling part correctly then our presentation should be the mirror of our clients needs.

What do you do when you have 20 minutes to yourself? In this episode we talk about maximizing the time we have when not busy quoting, and selling.

In this episode we talk about getting to know our clients needs and cemengint our place in the buying process.

In this episode I go over what prospecting (looking for new leads and lead supply opportunities) and the benefits it can have on your business. Its is one of the most important things you can do. Do not sit and aggressively wait for the phone to ring. Make it happen!

We take a brief overview of what I think the 5 Pillars of a Successful Sales Person are. We only skim the surface where future podcasts will dive deep.