Success Is Voluntary

Les Heinsen’s superpower is his optimism and ability to encourage others. He is someone that believes in his people and helps them to see the future as it could be. As optimistic as Les is, he fully understands that optimism isn’t enough… Not by a long shot. Click Here For Shownotes

There are three things that must overlap if we are going to reach our full potential in sales.  Joe Buzzello shares exactly what they are and how it allows us to do our “genius work.” Click Here For Shownotes

What is “Level 4 Value Creation?” It isn’t enough to just have sales acumen. Today you must also help your dream customer see around corners. Click Here For Shownotes

Brian Tracey once said that success leaves tracks. He was dead wrong. He was so far off that it is laughable. I explain what I mean. Click Here For Shownotes

Every rebuttal you have been taught is worthless! Unless you do the things outlined in this episode, you are just pissing off your prospect. Click Here For Shownotes

You should get down on your knees every morning and thank your higher power that most of your prospects are going to say no. ‘No’ can have many different meanings. Tom Hopkins has identified 8 meanings that ‘no’ can have. How do you know which no is which? Click Here For Shownotes

You probably think you are a sales pro. You’re probably wrong. There are (at least) eight behaviors that true sales pros engage in that armatures don’t. Click Here For Shownotes

What does where Les Heinsen sits at a banquet table have to do with leadership? Absolutely everything! Click Here For Shownotes

Mr. Paul Amos was one of Aflac’s three founding brothers.  During my time at Aflac and my interactions with Mr. Paul, I learned at least 5 major leadership lessons. He will be missed. Click Here For Shownotes

Why has Disturbing Questions struck such a strong chord?  Joe Buzzello and Tim Martin dive into the philosophies outlined and how a salesperson can use them to dramatically boost their closing ratio. Click Here For Shownotes

There isn’t a day that goes by where someone tells me that they would like to read more but can never find the time. Steve Cunningham has just shattered that excuse! (Spoiler alert: It has nothing to do with audiobooks.) Click Here For Shownotes

Brokers want to place VB in their client groups now more than ever.  So why are they so reticent to partner with VB agents? Chris Della Sala has answers. Click Here For Shownotes

The word marketing has a connotation of something costly and complex. Michael Beck contends that the best marketing starts within three feet of where you are standing. Click Here For Shownotes

Heath Oakes contends that our whole life we have been taught to be realistic.  What if that advice was dead wrong? What if it was the very thing that is holding you back? If this episode doesn’t fire you up, your wood is wet! Click Here For Shownotes

Ignorance on fire? Heath Oakes unpacks why his perfect recruiting candidate looks more like Forrest Gump than Gordon Gecko. Click Here For Shownotes

We will make more money when we stop chasing it. We get paid in direct proportion to the quality of service we give and the number of people we serve.  At least that is what Michael Gallagher contends. Click Here For Shownotes

How I responded to this voice mail from a 22-year-old family friend? “Hi Mr. Martin! I’m in the process of job searching after college. After posting my resume online I’ve had quite a few responses in the area of insurance sales. I was curious as to your thoughts and what kinds of advice you could … Continue reading "SIV #012: Please Pass This On To Recent College Graduates"

Time is, and always will be, your greatest asset. Time is also the one thing that you will never have any control over. Therefore, managing your time wisely is one of the most important things you can possibly do. Click Here For Shownotes

Adam Maggio asks, “If you really care about the people in your life, why wouldn’t you offer them the opportunity to change their life?”   We tend to fear the failure of a friend or family member but we have to get over that. Click Here For Shownotes

At a recent planning meeting, I literally told Joe Clark. “I don’t have time for all this planning! We’re trying to accomplish something here!! Let’s get going!!!!”  I was only half-way kidding. Joe teaches us why that attitude is so wrong. Click Here For Shownotes