7 Myths & Monsters That EVERYONE Should Avoid…

This is an article that appeared recently in an insurance blog website called Insurance Splash. The target audience as you will see is insurance agents. However, if you look more closely (and you should), these concepts are valid for ALL professional services businesses regardless of size.

My new article posted on Insurance Splash blog site. Sharing with you!check mark

Thanks to Insurance Splash for publishing it!

I’ve been working closely with insurance agents as a coach and mentor for the past 8 ½ years and one thing is clear to me.

Agents and brokers are leaving money and clients on the table because they fall victim to 7 insidious myths and monsters that lurk in the bushes.

These monsters have always been hanging around (even when I was selling insurance), yet like zombies, they can change and morph with time and technology (zombies do that, right?).

While there are many snares and traps waiting to upend agents, I’ve got my Top 7 Myths and Monsters that need to be avoided to attain your maximum success. Let’s be candid, however. Really good agents are often tripped up by these monsters. Successful agents with bountiful books of business get blindsided. No one is immune. The problem with veteran agents making a nice living is that they can fall into the “success trap.” That is worse than all these monsters combined. The success trap keeps agents comfortable and thinking they don’t need to grow, learn, or change. When you’re in the success trap, you are more likely to buy in and live in these myths forever, and that’s where you waste talent and lose opportunity.

– See more at: http://www.insurancesplash.com/blog/insurance-sales-myths-monsters/#sthash.mIzxbcD5.dpuf

I’ve been working closely with insurance agents as a coach and mentor for the past 8 ½ years and one thing is clear to me. Agents and brokers are leaving money and clients on the table because they fall victim to 7 insidious myths and monsters that lurk in the bushes. These monsters have always been hanging around (even when I was selling insurance), yet like zombies, they can change and morph with time and technology (zombies do that, right?).

While there are many snares and traps waiting to upend agents, I’ve got my Top 7 Myths and Monsters that need to be avoided to attain your maximum success. Let’s be candid, however. Really good agents are often tripped up by these monsters. Successful agents with bountiful books of business get blindsided. No one is immune. The problem with veteran agents making a nice living is that they can fall into the “success trap.” That is worse than all these monsters combined. The success trap keeps agents comfortable and thinking they don’t need to grow, learn, or change. When you’re in the success trap, you are more likely to buy in and live in these myths forever, and that’s where you waste talent and lose opportunity. Identifying these myths and monsters will help you stay out of the success trap and on the road to boundless success. Let’s take a closer look at each one:

I’ve been working closely with insurance agents as a coach and mentor for the past 8 ½ years and one thing is clear to me.

Agents and brokers are leaving money and clients on the table because they fall victim to 7 insidious myths and monsters that lurk in the bushes.

These monsters have always been hanging around (even when I was selling insurance), yet like zombies, they can change and morph with time and technology (zombies do that, right?).

While there are many snares and traps waiting to upend agents, I’ve got my Top 7 Myths and Monsters that need to be avoided to attain your maximum success. Let’s be candid, however. Really good agents are often tripped up by these monsters. Successful agents with bountiful books of business get blindsided. No one is immune. The problem with veteran agents making a nice living is that they can fall into the “success trap.” That is worse than all these monsters combined. The success trap keeps agents comfortable and thinking they don’t need to grow, learn, or change. When you’re in the success trap, you are more likely to buy in and live in these myths forever, and that’s where you waste talent and lose opportunity.

– See more at: http://www.insurancesplash.com/blog/insurance-sales-myths-monsters/#sthash.mIzxbcD5.dpuf

I’ve been working closely with insurance agents as a coach and mentor for the past 8 ½ years and one thing is clear to me.

Agents and brokers are leaving money and clients on the table because they fall victim to 7 insidious myths and monsters that lurk in the bushes.

These monsters have always been hanging around (even when I was selling insurance), yet like zombies, they can change and morph with time and technology (zombies do that, right?).

While there are many snares and traps waiting to upend agents, I’ve got my Top 7 Myths and Monsters that need to be avoided to attain your maximum success. Let’s be candid, however. Really good agents are often tripped up by these monsters. Successful agents with bountiful books of business get blindsided. No one is immune. The problem with veteran agents making a nice living is that they can fall into the “success trap.” That is worse than all these monsters combined. The success trap keeps agents comfortable and thinking they don’t need to grow, learn, or change. When you’re in the success trap, you are more likely to buy in and live in these myths forever, and that’s where you waste talent and lose opportunity.

– See more at: http://www.insurancesplash.com/blog/insurance-sales-myths-monsters/#sthash.mIzxbcD5.dpuf

Read entire article on Insurance Splash web site

© 2014 Dan Weedin. All Rights Reserved

New Video

Many thanks to Matt Biondi from BiondiMedia for creating this new video on my business. Video is a great way to engage your readers of your web site, blog, or other promotional pieces. It doesn’t matter what your industry is, video can be a terrific part of creating a marketing presence and brand.

Check mine out an let me know what you think!

© 2012 Dan Weedin. All Rights Reserved

Moneyball for Insurance Executives

Running the bases at Safeco. Somehow I got on base!

I just watched Moneyball last night. I am very familiar with Billy Beane and the Oakland Athletics. My hometown team, the Seattle Mariners always seemed to have fits playing the A’s during the “Moneyball” years.

I know that “Hollywood” artistic license makes believing all that happened in the move in doubt. What can’t be doubted, however, is the concept of “Moneyball.” The concept is very simple. In order to win games in baseball, the number one key metric is scoring runs. In order to score runs, your players need to get on base. What Beane changed in the old school world of baseball executives and scouts was that he believed that he could find guys who were undervalued by other teams, but had skills to get on base a lot. He knew he could also sign them for virtually no money (in a professional sports definition). Beane was right. He took guys who didn’t exactly seem to fit together in a team, and used several key metrics (especially on-base percentage) to build a team that competed for championships with teams that outspent them by 4-5 times.

How does that apply to you as an insurance agency owner or company executive? You need people who can “get on base.”

You may have a lot of people on your team who pass the “eye test.” They look busy; they move a lot of paper; they work late; they always seem to be the hero. Here’s the problem. Very often, these people create their own inefficiencies. Maybe they spend too much time on social media, at the water cooler, or spending too much time on simple projects. Having too many of these “heroes” ends up meaning you aren’t productive, and you end up overpaying due to extra and overtime hours.

So what do you do? You need to set up metrics for your team. Just like Billy Beane used on-base percentage to evaluate hitters; and you have probably set up metrics for producers; you must do the same for your team. I’m not here to tell you what those metrics should be. You know your organization better. That being said, think outside the box. Maybe one of your metrics should be a different eye-test. Maybe one should be who leaves every night on time with the cleanest desk; with an e-mail Inbox that is caught up; and without a stack of to-dos in their desktop Inbox.

Just saying…

What if everyone on your team could literally walk out the door at 5:00 all caught up every day. How could that change your business?

But, that’s just me…

© 2012 Dan Weedin. All Rights Reserved

Note: This is a new blog category for insurance professionals. As part of my 360, you will find a variety of categories on topics in which I work with clients. You may find that topics brought up in these sections apply to everyone.

Free Teleconference

Anna Liotta

If you have employees or even manage people in the workplace, then this is a call you need to be on!

Join me and my guest, nationally renowned generations expert Anna Liotta, for a free 60-minute teleconference on “Managing, Motivating, and Marketing in a Multi-Generational Workplace.”

Anna Liotta is an award-winning speaker, consultant, and author in the area of generations in the workplace. I will be interviewing her on issues and challenges related to managing and motivating your multi-generational insurance agency or company. Today, there are 4 different generations in the workplace. Each one is motivated by different things and you need to know how to reach them. Anna will help you create an environment to attract, retain, and manage the four generations you find in your business.

The teleconference is part of my Hard Core Insurance Pros teleconference series. The call on Monday is FREE.  The audio recording will be available after the event for $19.95. All members of my Hard Core Insurance Pros membership program will get the recording at no cost as part of membership. This membership program has a one-tie, lifetime membership fee of only $295. To learn more about what you get, click here.

To register and save your place for Monday’s teleconference, simply click here and you will receive information on how to call in and join the event.

Please note – even though this is a series out of my Hard Core Insurance Pros series, specifically this topic is perfect for any employer, manager, or Human Resources director. I encourage you to participate this Monday. I promise a high ROI!

© 2011 Dan Weedin. All Rights Reserved

What Image are You Portraying?

Whether you’re a potential employee or employer, the image you present must be professional.

Boy, how’s that for going out on a limb?!

Unbelievably, this often doesn’t happen, so we need to talk about it. Case in point…today. I’m a member of an insurance group on Linked In. Here is exactly (thanks to copy and paste) what was listed on one of the discussions…

Career Opportunity in Inusrance. Check out the Farmers Insurace website!

Farmers Insurance is growing and has expanded here to the Greater Philadelphia area. Find out more about the career opportunities here at Farmers.

The word “insurance”shows up three times in this short promotion and twice its misspelled. Unlike what the artist Meatloaf espouses in his song, two out of three is really bad!

Spell check is a wonderful thing. So are the little red dots underneath a misspelled word. So is taking the time to re-read. I will admit, I’ve made spelling errors and other gaffes before. I just sent out a promotion for upcoming events with the wrong month (darn June and July)! However misspelling your own industry twice is unforgivable. This is a “reach out” to attract others to your organization. That you’re the best thing since sliced bread. You offer a tremendous career opportunity. But you can’t even spell your industry…twice (note they are misspelled differently).

As consultants and entrepreneurs, we offer proposals, promotions, and professional services. How do we look if we consistently misspell words or use poor grammar? Once is an accident, twice is simply being lazy. It impacts our image and our ability to close a deal.

The guy who wrote this probably feels dumb, and he should. Let’s hope he learns from it. Let’s hope we all learn from examples like this and make sure our image is what we want to portray, regardless of whether its our resume, a job offering, or a proposal to your next prospect.

P.S. I spare no expense on my proofreading. Captain Jack is diligent in his reviews (see above)…

© 2011 Dan Weedin. All Rights Reserved

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