Thirty Minutes of Leadership gold and Sales training from Howe Insurance Services founder: Don Howe, COO: Tim Howe, and Marketing Director: Helena Howe
In this week’s podcast, we’ll share more affirmations for both insurance agents and selling in general. These affirmations will help you create a positive mindset and kick start you thinking in a positive way each day. Listen in the morning or as a little pick-me-up throughout the day.
In this week’s podcast, we share both selling and agent affirmations. These affirmations will help you create a positive mindset and kick start your thinking in a positive way each day. Listen in the morning or as a little pick-me-up throughout the day.
Having a long-lasting relationship with clients or customers is important to any salesman’s success, so the question comes in: “How do I build a lasting relationship with my clients?” This week we’ll share great tips on how to have a lasting connection with your clients. 1) Let your client know that you are there for them when they need your assistance and that this is a long term relationship, not just a sale. 2) Do follow up calls with them when their policy is approved and send them personalized, handwritten thank you cards. 3) Be committed to your clients and be there when they need you, returning calls quickly and always going the extra mile when assistance is needed.
This week’s podcast will give you good pointers on how to build rapport with your prospects. Find out what is important to your client and focus on that. When you let your prospect know that you are there for them, this opens up a great relationship between you. Technical details don’t motivate a prospect to buy and keep a policy but stories do. Tell stories that help them find and focus on their why. Learn as much as possible about your prospects and use appropriate stories. Keep notes on your prospects, then when you follow up with them you will remember them. This helps build amazing rapport and shows them that you care.
What is it that you learn from life that makes you successful? In this podcast we’ll talk about the experience it takes to acquire the perspective to set the pace that it takes to finish this wonderful marathon we call life. 3 of the greatest teachers in life are failure, heartbreak and empty pockets, so whenever things are hard make sure you are learning from these life lessons - record them in a life journal. We’ll also talk about dreams and what it takes to live a worthwhile life. Never live another mundane day!
In this podcast we’ll share how learning to ask good questions will uncover the needs of your prospect. As you find out what they really need you will be able to help them move from simply needing it to needed and wanting it. By asking good questions you will find out what it is that motivates your prospects. Learn how asking good questions will build help be a master at sales through these four aspects: 1.) Connection 2.) Control 3.) Comprehension 4) Compelled
Everyone’s wondering, “what does it take to be successful?” In this podcast we’ll share golden nuggets for success: Be sure to get enough sleep, be energized and ready to get out there and meet your prospects. Allow yourself to reset by getting rest, taking care of yourself and being mindful of the things you eat. Stay connected to positive, uplifting and encouraging people in your life. Plan your week around your work and not the other way around. Always do the right thing no matter the cost or consequences!
In this week’s podcast, we’ll continue talking about confidence. There are several ways to build confidence and to keep it. First, develop people skills and believe in the products you are selling. Second, remember that you cannot always control what happens to you but you can control the way that you respond to it. Lastly, stay positive. Make sure that your self-talk is taking you where you want to go and stay the course, don’t give up even when you feel like it. Confidence comes from pushing through when things are hard and then reminding yourself, you’ve done it before, you can do it again.
Have you ever wished you were more confident in sales? In this week’s podcast we’ll hear amazing advice on how to embody yourself with confidence. Confidence is contagious, so remember, it all starts with you. For Confidence, it takes Competence, Connection, and Character. Competence, know what you are doing. Connection, build that relationship with your prospect. Character, Do what you promised when you promised to do it.
On today’s podcast we will hear great advice on how to be persistent in the face of difficulties. When difficulties arise the way to persist is to remember your “why” - the reason you’re doing this in the first place. We’ll also teach you how to find out what your clients are passionate about and learn how to show genuine interest. It all starts with knowing the right questions to ask to find out your client’s “why”. It’s important to remember that people buy from you, not because of the product you are selling, but because of how you treat them. Listen to this week’s podcast to become better at overcoming objections in sales and sticking with it when the going get tough. You got this, remember, you are a National Champion in sales!
On today’s podcast we will hear what it’s like to have a heart of a National Champion. National Champions listen intently and patiently to their prospects concerns. They always let their prospects talk more as they listen more. National Champions always have a sense of urgency. When they get an objection they agree with their prospect, understand how they feel and then move on. They bring it back up at a better time when things make more sense to the prospect. National Champions use their words wisely when giving a presentation. They do not give too much information to avoid confusing their prospects. To make a sale, get your prospect emotionally involved and relaxed. Leave them with a great impression on them.
In this week's podcast we will continue with more valuable sales tips and ideas. Ask yourself: What can I give to my prospect that no other salesperson is able to offer. View your prospect as a partner in a problem solving process. Be sure that you are asking thoughtful questions that brings clarity. Think of yourself as a problem solver. After you answer an objection, use the phrase, "by the way", to transition into an attempt to close the sale. Keep in mind that whoever is asking the questions is the one in control, so don't answer an objection and simply sit there and wait for the next one. It is very important to speak the truth and to speak the truth in love and kindness.
When it comes to selling final expense life insurance, if you view what you do as a job, then there's a good possibility that you're going to fail. However, if you view what you do as a career, then there's a good possibility that you're going to be very successful. Every word that we speak paints a picture, encourage people, add value to them and speak positively.
On this week's podcast we will hear more helpful and proven sales tips. Always make your prospect feel that he/she is the most important person in the room. Listen to their answers and don't interrupt them while they are talking. You need to develop the capacity to see your part of your service through the eyes of your prospects. When your client talks to you, lock eyes with them to show them that they are important and you are listening. Also, repetition is the mother of all learning. Repeat their answers back to them while nodding your head. Give your client the opportunity to reiterate what they've said but also to allow them to know that you've been listening and following the conversation.
On this week’s podcast we will hear many miscellaneous sales tips from Don, Tim and Helena. You will realize you are an Eagle and what you have within you. Take a step back and see what other people are doing in sales and what you can do to start doing things that others are doing to improve their sales. Start soaring, don’t leave money on the table.
This week’s podcast is a continuation from last week where we are working on staying focused. Being a business owner- you control your own job. Take this business seriously. If you’re a commission only agent or manager then you own a business and as a business owner, your paycheck will be in direct proportion to the level of competence and your work ethic. Make sure that you're doing everything you can to keep your business going where it needs to go and not lose your focus. Take time to sit down and think through your presentation and think about some questions that are continually asked by your prospects and write those down. Ask yourself how can you incorporate those questions to really uncover the truth, to find out the prospect interested in.
Join us on this week’s podcast for part 1 of Staying Focused in this business. Motivation and attitude will determine how hard a person works and how long they can stay positive. Diligence leads to abundance, but those that are hasty come to poverty. It takes a lot of diligence in this business to maintain and to stay with it. Focus on the activity that provides the greatest return and reward. Make sure that what you're doing is something that you can enjoy but also has the reward or return with it and bring it in the balance on both of those in your business.
On this week's podcast we will hear miscellaneous thoughts on selling, planning and being successful. Plan your day before it starts, have your whole week planned out. Be prepared before starting your week. Get out there, start seeing and helping the people, start selling and be prepared as you go along. Also, have a schedule and stick to it.
Join us on this podcast to hear Helena and Andy talk about the basics of selling final expense insurance. They share their experiences and how to get around some objections that they have faced in the market. Know yourself in the business, push yourself for one more but not to the point of not being refreshed and providing your client with the best you
This week podcast is a continuation of last week’s call. The price of greatness is responsibility. What you are willing to pay determines what you are going to get. Take responsibility for your business. Don't settle for average. You determine how successful you're going to be in this business. Listen in to learn some pointers on overcoming objections,
No matter where you're at, no matter who you are, you can be successful if you are willing to do what it takes. The only time you can control is right now! See the people, serve the people, solve the problem and see the pay. One of the main reason you want to know your products well is so you can provide your clients with the best value for their money and increase your commissions.
Join us on this week’s podcast for some great Miscellaneous Thoughts on sales and sales tips. Don't give gifts just to make a sale but do it to make others happy. In this business it gives us the opportunity to bless our clients. Have a support system- have people that you can call(someone that's been there done that). Also, maximize your driving time by listening to audio. If you want to be successful in selling Final expense life insurance, record your sales presentation and critique it, or have someone critique it for you and then make changes.
In this week’s podcast you will hear thoughts and comments on how to sharpen your axe. You don't get paid for simply filling out the application, you get paid for all the time and money that it takes to become an expert in this business. So don't take your job lightly. You are paid exactly what you're worth. If you're not happy with the amount that you are paid, use your free time to increase your knowledge and to increase your confidence.
Set goals and expectations for yourself. Make sure that your goals are reasonable and readjust them as you go along. Realistic goals become reality as you succeed in reaching them. Let your goals inspire you, motivate, and push you on to greater success, not a shackle and chain.
In life don't be the spectator, choose to be the master in the Insurance field. Find your niche and passionately go after it. Being good at problem solving shows how successful you are. Provide value to your clients. If you don’t know the value of what you are selling then your clients never will.
Average people focus on things that they cannot control. Ignore these things and change your focus onto the things you do have control over. Grab a pen and paper, write out the things you have control over and mental choose the steps to take to work on these.
This week Don shares miscellaneous thoughts and Golden Nuggets. This is part 1 of 2. A couple of these Golden Nuggets are training yourself to think about the things that you can control instead of things that you have no control of and if you are out there visiting people you have the chance of making sales. Successful agents have ability to change knowledge into action. What word or words would you use to describe someone who knows what to do but doesn’t do it?
Join us on this week's podcast to hear many Golden Nuggets shared by Don Howe. On this podcast you will hear many Golden Nuggets and also hear other agents comments on these great reminders. You will hear how customer service is very important regardless of what line of business you are in.
In this podcast we share a conference call that we had with John Maxwell. He shares on how to exceed expectations whether personally or in business. John Maxwell shares his thoughts on exceeding expectations in his life and how to use these skills daily.
This is a continuation of last week's Podcast. Learn to get down to your client’s needs by showing them what they want. In this podcast there are many little nuggets on helping you get your client’s coverage that meets their needs by showing them what they want. Don’t sell them something that they cannot afford even if you know they need it. Find out what works best for your client.
On this week’s Podcast, we learn how to find what fits a client’s needs. Paint the picture of what it would be like if the client passes and the effect it has on the ones that they leave behind. Ask really good questions to see what they are comparing your policies with. Fill their need instead of selling them product. People don’t necessarily buy the things they need, they buy things that they want. It’s your job to to figure out how to make this need into a want.
This podcast is a continuation to last week where Don, Tim and Helena shared what they learned at the John Maxwell Seminar. Base your life on truth, this will ground you in decisions you make. Put actions toward your dreams, don’t find yourself waiting for things to start happening before you start moving forward. The more you know, the more you grow. Work on personal growth, hope is not a valid plan in growth.
Join us on this Podcast for some great Golden Nuggets shared by Don, Tim and Helena from the John Maxwell Seminar. Leaders see more than others see and leader also see before others see. Creatively see what your clients do not see. Do not prejudge your clients by the home they live in. Go into your sale with a preconceived notion that this client needs your product and can afford what you have to offer. Creative people think abundance regardless of the circumstances they find themselves in. Understand that there is more out there, think abundance.
On this Podcast you will learn different ways of overcoming objections. When meeting someone at the door, make sure to have the posture of expectation. Carry yourself with urgency and create the openness so they feel you aren’t staying long. An objection is not a client telling you no, it's their way of asking for more information. Learn how to set your clients at ease when they throw objections your way. Smile, be friendly and expect to get in that door.
Throughout this podcast you will hear miscellaneous thoughts and comments. For example, one thought is, successful people set goals. Goals are not goals unless they cause you to take action. Understanding your goals are very important and keep you accountable to yourself. Set real goals and write them down. From this call, write out 3 things to put action behind and as you act on these, what difference will it make in your life and your business. Another great nugget, sales are made in your mind first and foremost. Believe you will make the sale before you even meet up with your client.
In part 2 of the Client Care podcast we will learn about being compassionate and caring about your clients.Ask questions and listen. Don’t just ask and ignore your client’s answers. Leave your clients better than you found them. Be different, bring emotions to the forefront for them by asking the right questions to find out what they truly want or need. Leave a lasting impression, a good impression on your clients and their family.
In this podcast you will learn ways to care for your clients. We all know the Golden Rule, but learn the Platinum Rule. Listen to your clients, pay attention to their needs and put yourself in their position. Do you interrupt your clients or cut them off?
In this podcast you are going to hear some really great sales tips and ideas that Don and Helena have to share. Asking the right questions is very important. Make sure that you phrase the questions to fit your personality but at the same time engages your prospect in the conversation. Look for the right responses from your clients.
This podcast is chocked full of Golden Nuggets from Don Howe. A couple golden nuggets samples you will find here are learning to live one day at a time, whenever you find a prospect with a health condition, make a big deal that you can get them coverage and it will be the best product available. You will learn that it is okay to take calculated risks.
In this podcast you will learn how to create trust and earn trust by asking questions and listening to your client. You have to ask a lot of open questions that get your potential clients talking. Asking open ended questions that begin with “What, Why, When, Where, Describe and Tell”will give your client the opportunity to talk and tell their story. Close ended questions can cause a client to stop talking and they start with “Would, Are, Will, If, Can, and Did”. Be mindful of the way you are communicating with your clients.
On this podcast you will learn the importance of asking questions and how to communicate with your prospects by listening to your client and letting them tell their stories. Ask opened ended questions and listen intently to their responses. Everyone likes to tell their stories and this will help improve their trust in you.
In this podcast you will continue learning about how to persevere in this business. Make sure that the products you sell are offering the 3 guarantees. Be diligent with providing the best products that are fit for your clients needs. Work consistently to improve yourself and your presentation to be sure you know how to overcome objections before they are presented to you.
In this podcast, you will get some great advice on persevering in this business. Have a long term vision of being in this for the long haul. Be committed to yourself, the industry, and in charge of your own schedule. The more you learn, the more you earn.
In this podcast you will be asked who do you want to be? What are your Core Values? Make sure that your goals line up with those core values. When your thoughts are put to paper, they become realistic. Helena talks about how these are found in what you do daily. You earn the right to set big goals when you are successful in reaching the little goals first.
Grab a pen and paper and be ready to take notes. In this podcast, Helena talks about intentionally living your life with goals and purpose. Using different categories to set your goals will help you to see where you want to go in all areas of your life. When you feel you have struck out in some areas, were they really failures?
In this Podcast you will learn the concept of listening. Dominate the listening; let your clients dominate the talking. Listen, ask questions…People love to talk about themselves. Don’t be like other salespeople and let your clients talk while you listen. Quality of listening shows in the comment you have when following up.
In this Podcast you will learn about BCD-Blaming, Complaining and Defending and how to stop doing these things. Always be sure to show “Above the Line” behavior. Ducks cannot become an Eagle. Learn to soar and not waddle. BCD gives away all control and all power.
In this podcast, Part 2, you will learn things not to do when building rapport with your clients. Learn some ideas to connect with your clients, keeping a connection with them. Make sure your body language matches up with what you are saying to your clients and keep them engaged in your presentation.
In this podcast, Part 1 of 2, you will learn how to build rapport, rapid rapport. Be professional, be organized, be confident, be positive. These will go a long way in building that rapport quickly.
Work on your personal and professional growth. Realize your paycheck is in direct proportion to your level of competence. In this podcast you will hear some really good tips on improving your competence and building your confidence so you continue to grow and add value to people. Don't take rejections personally.
Keeping a positive mindset is key in this business. Get the bad days out of the way and realize it’s not you they are rejecting. Take the high road, and WIN with integrity. In this podcast you will learn how to change your mindset.
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