Helping Talented Agents Close More Sales


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2019 was the 60th anniversary of Berry Gordy’s founding of the Motown record label. 

During the 1960s and 1970s, Motown was one of the most successful recording companies in the world, with artists including Diana Ross and the Supremes, Marvin Gaye, The Temptations, The Jackson 5, and Martha and the Vandellas.

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Paul J. Meyer

Paul J. Meyer, was the founder of Success Motivation Institute and multi-millionaire in the insurance business. He built one of the largest insurance agencies in the early 1960s.

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Time To Make Donuts

You are probably wondering… Time to make donuts. Donuts???? 

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Wisdom Of The Ages

There was a Persian king who called his advisors together. He told them, “I want you to put together the wisdom of the ages for the common man.”

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Forget Everything Else About Selling

The thought occurred to me, we could forget everything about product details and selling skills in general if we remember to go into each sale asking our self-two questions.

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Are You Doing What You Know?

My roles include both being a coach and sales trainer. The key to being a great trainer and coach is getting people to do what they already know but aren’t doing consistently.

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What Do Good Sales People And Good Actors Have In Common?

They rehearse! Good actors rehearse their part. Good sales people rehearse (practice) their presentation.

W. Clement Stone understood this and believed this was an important factor in the success of his sales force. His representatives would continually practice their presentation on each other.

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Why Do Salespeople Fail?

I recently came across a study on the reasons salespeople fail:

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100-Year-Old Secret of Success

See the People!

You have to make calls. There is no easy way. With technology, you may not see the people in person. Your sales may be online using video, test or over the phone. However, the fact remains, you have to make calls. 

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Why Am I Here?

My name is Ken Smith. I have over 40 years of sales experience in the insurance industry and recently joined Messer Financial.

Five years ago, I wrote the book, “Sales Lessons from the Masters.” In this book, I share timeless sales principles from four of the greatest salespeople ever in the insurance industry.

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