New Testimonial on Speaking to Insurance Group

Last week, I spoke to the Kitsap Insurance Professionals on “The Language of the Sale.” The topic involves how to best herald your message to help your clients understand what best meets their needs. We must always have their best interests at heart, yet how we persuade and deliver our message is critical for success.

Thanks for the kind words, Julianne!

Full Disclosure Note: The catch phrase Julianne mentions wasn’t made up by me (I wish). My professional mentor Alan Weiss has drilled this in my head!

The Kitsap Insurance Professionals were fortunate to have Dan Weedin speak to our association recently.

Dan spoke on “the Language of the Sale”,  He discussed how to “Not be so analytical” and how to use stories when discussing insurance with our clients. He also provided examples of ways to sound more confident when speaking to a client.

We all took some valuable information away from his speech and I know that I have already utilized some of his suggestions.

I liked his catch phrase “Logic makes people think, Emotion makes people act”

We at KIP are very applicative of the time that Dan was able to give us and we hope to have him come back some time soon.

Julianne Powelson
President; Kitsap Insurance Professionals

Extra Points – Being “Top of Mind”

This week’s focus point
business
Top of Mind.

I met a guy named Bill several years ago as a member of a home builders association. Nice guy, fellow Rotarian from another club, and someone who sold something I didn’t need – mini storage pods. I didn’t even ever have anyone to refer him to. I’ve seen Bill on a regular basis over the years and he’s always “reminded” me about what he does. Never thought I’d need his services. Until last week.

My mother is moving in with us after my dad’s death last month. We’ve just “inherited” a whole lot of new furniture and sundry things that are important for Mom. We now have an overflow of large items. Bill was top of mind. The pod was delivered this week and I just finished loading most of it.

Are you top of mind in your business? People may not need you now, or even in 3 years. But when they DO need you, are you the first person they think of? That’s your goal. You can’t anticipate needs, but you can position yourself to be thought of when that need does arrive.

This week’s quote – “Smooth seas never made a skillful mariner.
– The wake-up message on my alarm on my phone

Million Dollar Consulting

I just finished reading the most recent edition of Million Dollar Consulting on my Kindle reader on my iPhone. Even if you’ve read it before, it’s well worth the read if you’re a consultant. Alan Weiss has added new ideas and commentary with each edition and this one has great information. I highly recommend…

© 2011 Dan Weedin. All Rights Reserved

The Power of Community

I belong to an outstanding professional community founded by my mentor, Alan Weiss. This group has over a thousand consultants, coaches, and entrepreneurs. It’s been a terrific place for me to gain new ideas, ask for suggestions, and increase my knowledge. It also has afforded me the opportunity to gain new friends.

I just received a voice mail from one of my colleagues from this group. She lives down in the Bay Area and knew that Easter was coming up and that this would be the first one without my father. She took a few minutes out of her day to say hello, check in on me, and offer support. I’ve met Simma in person only a couple of times, however we’ve connected for the past several years through Alan’s forums. Her reaching out literally made my day. It was a kindness that is often overlooked in today’s fast-paced world.

So my question to you (and to me) today is..who can you touch today? Who can use a bit of encouragement and you’re just the person to do it? Might be a family member, friend, colleague, associate, fellow employee, team member, or someone you just meet on the street. Regardless, don’t overlook the impact you can have in someone’s life with just a brief encounter and show of support.

I got mine today. I guess it’s my tun to do the same for someone else!

© 2011 Dan Weedin. All Rights Reserved

Extra Points – Preparedness

This week’s focus point –

Preparedness.

I just learned of the death of a fellow Rotarian last Friday. A tragic event, especially because he wasn’t very old. He died of a heart attack while at work and efforts to resuscitate him failed. He will be missed.

We spend so much time at work that chances are pretty good that many people will die or be in distress during the course of being on the job. Are you prepared to help in the event that you’re in a position to help? Being prepared for a crisis, including the opportunity to save someone’s life, is part of being an employer, a fellow employee, and a human being. You should be trained in CPR/First Aid/Defibrillator skills so that you can be prepared to be a hero for someone.

It may not always be successful, however it just might give another person a chance to live. What a tremendous gift. I know because several years ago, I had to give the Heimlich maneuver to my Mom when she was choking during dinner.  Years of training helped me to act in a way to help her. I encourage you to do the same.

Who knows, the life you save may be one of your family or friend.

This week’s quote – “There’s lots of people in this world who spend so much time watching their health they haven’t the time to enjoy it.”
– Josh Billings – 19th century American humorist

Small Business – How to Prepare for Disaster Recovery

I was interviewed yesterday for an article on what small businesses should do to prepare for disaster recovery. In the wake of the tragedy in Japan, this journalist is hoping to help this country’s business owners be better prepared for crisis. Here are several tips I shared with her, and now you…

  1. Practice disasters situations at least monthly. Just like when we were kids with fire drills and regular CPR training, the only way we really know what to do is to practice skills often. Make practicing what I call “situations” a part of your company culture and stick with it.  It won’t seem mundane when it needs to be used for real!
  2. Pre-plan your business continuation plan. Have a location to send your employees; plan to have resources (products, office supplies, computers) available. May be from your home or a different location. There are disaster recovery services that can get you generators, office space, and connectivity quickly. It’s worth checking them out or at least developing your own plan to be elsewhere if needed.
  3. Redundancy is critical. Back-up all your computer data and store it off-site. In fact, there are ways to keep it out of the region. Make your redundancy wide and deep, and easily accessible. The more places you store, the better chance you will have of not experiencing downtime.
  4. Create a communication tree. Like redundancy, make it wide and deep. Have a system that incorporates telephone, cell phones, e-mail, and text. Make sure your employees have a communication chain to family if the disaster happens during work hours.
  5. Just like an emergency kit at home, make sure you have supplies like water, food, batteries, and food available. I’m often amazed how well people tend to this at home, but don’t do it at work where they spend at least 40 hours a week.

© 2011 Dan Weedin. All Rights Reserved

Extra Points – Consistency

This week’s focus point
keyboard
Consistency.

I play my daughter Mindy a word game called “Words with Friends” on our iPhone. It’s basically Scrabble ® and we get to compete even though we’re 2400 miles apart. Yesterday, I got the biggest point total in one move that I can ever remember – 96 points! The word was “Zero,” with the “Z” being a triple letter all wrapped up in a triple word score. In the end, I lost the game, even though my point total was very high. You see, one humongous score can get lost with a bunch of low or mediocre scores the rest of the way.

It’s the same story as the tortoise and the hare. In business, you need to be consistent. The huge sale may give you a temporary rush of adrenaline and energy, but if you do nothing else of great substance the rest of the year, you may end of losing the game. Big scores are terrific as long as they are wrapped around consistent “play” the rest of the way. Don’t get sucked into false euphoria…play the game the same way consistently, and like the fabled tortoise, you will finish strong.

This week’s quote – “It is not the face of the scorpion that you should fear; he stings with his tail
– St. Bernard of Clairvaux

New Testimonial

Many thanks to Lindy Gardner from Admiral Insurance and Tara Sites from Liberty Mutual for their very kind testimonial for my recent work with them through the Greater Seattle Insurance Professionals. I worked with them at both the state and regional levels for their conferences. What a terrific organization it is! Below is their recommendation…

I’d love to have the chance to help your group or organization at its next conference, convention, or meeting. Please give me a call and let’s talk about it!

“We have worked with Dan on several occasions over the past five months.  Our professional organization hired him in various capacities:  as a guest speaker, a moderator and to lead a team building exercise. All three events went off without a hitch and were a huge success thanks to Dan!

Dan is very easy to work with and the feedback we received from those in attendance was very positive.  He’s personable, easy to relate to and helped to keep our focus on point.  His life experience has helped with his training for life balance topics, easing your way into new technology and hitting goals both personally and professionally.

We would recommend Dan in any capacity. He was prompt, professional and a pleasure to work with.”

– Lindy Gardner & Tara Sites, Great Seattle Insurance Professionals

© 2011 Dan Weedin. All Rights Reserved

Extra Points – Leadership

This week’s focus point
piano
Leadership.

Barb and I attended the Seattle Symphony with friends this past weekend. It was the first one I’ve been to, and I walked away with a much greater appreciation of the role of the conductor.

I certainly knew that the conductor was the maestro, the leader. However, watching in person I really got an “up close and personal” view of the importance of the conductor. Gerard Schwartz was vibrant, charismatic, seemed to be one with the music, and exacted a real presence for his team. I always thought the conductor was most important in practice, however I stand corrected. He is also critical to an amazing performance as he leads with his personality and passion.

Business leaders lead with personality and passion, too. Or at least they’d better! Whichever way they go, it’s obvious to everyone else both internally and externally. Like a great symphony conductor, a leader is the maestro for his or her organization. Their team will follow based on their vibrancy, charisma, and presence.

This week’s quote – “A leader is a dealer in hope.”
– Napoleon Bonaparte

© 2011 Dan Weedin. All Rights Reserved