This training is designed to help your sales staff sell with more confidence and skill so they can experience more success writing new business especially when your price is higher than the competition by elevating the value of the agency. The course has a special focus on skill building in the areas of bundling and asking about life insurance and provides specific tactics to focus the conversation more on value and less on price.

This training is designed to help your customer service team respond with more confidence and skill when your current customers experience a rate increase so that you can successfully retain more business especially when your new rates are higher than the competition. This training features a proven, specific, and repeatable talk path that will allow your staff to not only be more successful but more confident in these conversations.

This training provides step by step tools to decrease the chances that your staff will be “ghosted” by a prospect or client so that they can increase the likelihood of reconnecting with prospects and customers when follow-up is needed to close the sale or complete an important task.

Everyone has heard that facts tell, and stories sell, but that’s only the case if the story is well constructed and delivered with skill and precision. This training introduces Greg’s systematic 4+3 approach for building and shaping stories that will grab the attention of prospects so that they can be moved closer to saying the ultimate YES to becoming your customer. You bring the stories, and Greg will show you how to transform them to powerful narratives so that your team can close more sales.

Most salespeople tend to throw in the towel when they receive an objection from a prospect. The fact is if they are objecting, that means they are still talking to you and if they are still talking to you are still in the game to win their business. In this training, Greg will inspire your team to move beyond simply trying to overcome objections to embracing them with enthusiasm with a 2-step approach for moving beyond the objection successfully, no matter what the objection may be, so that they can close more business with confidence and skill.

Studies have shown that when others listen to us, only 7% of what they “hear” is words. That means that “93%” of what they “listen” to is our tone of voice and body language. In this workshop, Greg looks at some common applications and misapplications of “The 93% Rule” in personal and professional interaction and how it is impacting your ability to close sales and retain customers. It’s critical for you to master the discipline of tonality in every method of communication so that you can build the kind of rapport necessary to maintaining powerful relationships with prospective customers and existing customers alike. “The 93% Rule” is a message that everyone should “hear” and “listen” to.

One style does not fit all in communications. In this fast paced, highly interactive workshop, you’ll gain powerful insights on what makes people react as they do, and specific strategies for “adapting” to 4 of the most common behavioral styles so that you can create stronger bonds with prospective and existing customers, close more sales, and boost your retention. No matter who you’re dealing with, the lesson of the Chameleon is clear - they don’t adapt to make a fashion statement, they adapt to survive!

In this program, Greg will take you through a series of funny and thought-provoking real-world service experiences and looks at them through the eyes of the people we are privileged to serve. Along the way, you’ll be challenged to look at the customer experience you’re providing in your agency and how to elevate it to an entirely different level so that you can not only hold on to more customers, but turn your service team into a referral lead generating machine as well.

No matter who you are, where you come from, or what you’ve accomplished in life you will inevitably be faced with a time where you feel as if your performance and your life has gotten off track. Even in those areas where you feel like you once had mastery, you can end up feeling like you are just spinning your wheels... so much so that it seems as if you are stuck in quicksand. In this program, Greg will take an unexpected approach to explaining how and why this happens and will provide you with a path to regaining traction in the most important areas of your life so that you can get back to producing and even exceeding the results that are expected of you.

In sales there are basically 2 groups of people you get to call on. People you KNOW and People you DON’T KNOW. It’s possible to be successful calling on people you don’t know with good strategies and talk paths but calling on people you know or have been introduced to you by someone else has always been the Holy Grail of superior sales production. In this course, Greg will outline the all the critical components to getting more referrals and will move that theory into practice by showing you exactly what to say so that you can garner many more of them.

Have you ever wondered why there are just some people that you can’t get to do what you want or need them to do? Sometimes it’s employees. Sometimes it’s sales prospects. Sometimes it’s even existing customers. This program is full of some surprising and thought-provoking insights as to why this could be the case and offers you practical and tactical strategies for getting the behaviors you’re looking for so that you can close more sales, retain more customers, and maintain a high functioning agency team.

Agency owners often report that they would probably do a better job of giving feedback to others if they only had more time to do it. While we can’t give you more time in this workshop, we can give you a practical and tactical roadmap for giving feedback that is both highly efficient and highly effective and one that will reduce the friction that often results from feedback conversations. The road to better performance is paved with effective feedback, and it’s important that you know how to do it with great skill so that you can maintain a high level of operational excellence and high morale in your agency