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A Newsletter Committed to Independent Insurance Agents Success & Engagement 

October 8, 2015
Quote of the Day
"I don't have an attitude problem.  You have a problem with my attitude and that is not my problem."
Upcoming Classes
CICNov 4-6, 2015Agency Management
Oct 13, 2015Agency Operations
Oct 21, 2015Commercial Casualty I
Nov 10, 2015Commercial Casualty I
Dec 8-11, 2015
Principles of Risk Management
Oct 22, 2015E&O Seminar
Oct 19, 2015CHAOS: Contracts, Hold Harmless, Additional Insureds & Other Stuff
Oct 20, 2015Get in the Ring: Property Claims, Fights & Decisions
Oct 21, 2015BIP(idy) BOP(idy) BOO(ze)
Oct 22, 2015Seven Ways to Get Sued & How to Avoid Them
Oct 26, 2015Contractors: Insuring the Liability Exposures
Oct 29, 2015Personal Lines Complications: Because Simple is Just Too Darn Easy

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No Wonder They Can/Can't Sell - Using Personality Styles to Get More from Your Employees
By Bob Phibbs

Retailers have tried everything it seems to get employees to sell more. Sometimes training helps, sometimes it doesn't and so many try to hire the natural born salesperson.

That doesn't really work either because generally they are few and far between, but if you leverage their personality styles, you can leverage their innate abilities and help them sell more.

Everyone can sell. In fact, each of us is selling every day - even if we never call it that.

Once you understand the four personality styles, you can train your employees to cut out the fluff and connect with customers quickly by understanding everyone has a dominant personality style.



Six Powerful Prospecting Tips to Build Your Business

Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals.


Smart Cities - Seeing the Invisible and Doing the Impossible

By sheer definition, the word "impossible" connotes something that simply cannot be done. But we all know the impossible isn't completely out of our reach; for centuries, humans have been achieving the so-called "impossible" by developing conceptual understanding and making visible that which we've been previously unable to see and conceive of. When we develop this sort of understanding, previously unknown opportunities and solutions become clear - and then, doing the impossible becomes just a matter of commonsense problem solving.


From the Desk of Encompass

Tom Ealy, president, Encompass Insurance, has announced his decision to leave the company, effective September 23.
Tom joined Encompass in 2011 as president. In his role, Tom led the creation of the Encompass mass affluent strategy.  He also was instrumental in the reengagement of Encompass' independent agencies and in positioning the company as a package carrier.

A search is under way for Tom's replacement. Encompass remains an important component of the Allstate Corporation's strategy to serve distinct customer segments.  We remain committed to our mass affluent strategy and to selling products through Independent Agencies.

Please join me in thanking Tom for his contributions and wishing him well in his future endeavors. 

Thank you for your support of Encompass and the service you provide to our customers. We appreciate and value the business you place with us.