I first read Daniel Pink’s book Drive: The Surprising Truth About What Motivates Us a few years ago on the beach in Costa Rica. Karen and I were on vacation and I could not put the book down. It continues to resonate with me. I keep thinking about the section where he talks about how paying commissions may not actually motivate salespeople to sell more. Counterintuitive, isn’t it? I realize suggesting that insurance salespeople should not be paid commission is heresy. But, what if Pink is right and you are wrong?

This TED talk by Pink is 18 minutes long. I recommend you take a few minutes and listen. Then, if you are intrigued, read his book.

64 People That Will Help You Exceed Your Goals This Year

Can you believe the first quarter is over already? How is it going for you so far?

2016 Insurance Agent Summit

Are you ahead of schedule? Are you getting behind? How is your stress level? Do you feel like you have a good work/life balance so far? Are you making the money you want? Is your agency running the way you want it to?

The truth is most insurance agents have something missing in their business or life that leaves them wanting more.

Maybe it’s more time with family or vacation time. Maybe it’s to be able to work the schedule they want or to work from anywhere they want. Maybe it’s just to make more money and have more fun than ever before.

Does any of this sound like you?

How to find high-quality prospects with Facebook and LinkedIn ads

Property & Casualty 360
March 14, 2016

Marketing is the key to finding and nurturing qualified prospects to maximize your sales pipeline. However, when insurance agents use social platforms, they typically overlook a specific tool that can identify and engage highly qualified prospects. That tool is advertising on Facebook and LinkedIn. This article explains why every agency should be experimenting with these advertising platforms.

Facebook and LinkedIn Ads

Last night — during the Oscars — LinkedIn debuted it’s very first TV commercial called “You’re closer than you think.”

We all have our moonshot — that opportunity that seems out of reach — and this LinkedIn campaign helps show the world that achieving that dream could be just one connection, skill, or article-read away.

As a LinkedIn Influencer, I received an early notification of the upcoming ad. In an email I received from Daniel Roth — Executive Editor, LinkedIn he said, “With ads like this, we’ll continue to reinforce that following thought leaders like yourselves is critical for members to building the knowledge and confidence they need to be more productive and successful.

Interesting they have taken to mass media to get this message out.

Agent’s Council for Technology (ACT) Meeting Live Streaming

IIABA Agent's Council for Technology
Wednesday February 17, 2016

I have been involved with the Agents Council for Technology (ACT) since its inception. There are usually two in-person meetings each year along with numerous working group phones calls.

For the first time, an ACT meeting will be broadcast live the afternoon of the first day  (Wed, Feb 17, from 1:00-5:00). You can watch what happens by clicking on the link provided.

Agents Council For Technology Releases Hard Trends Report

The Agents Council for Technology (ACT) Strategic Future Issues Work Group has released the first phase of an initiative to identify key trends that affect the future of the independent insurance agency system.

ACT 2015 Hard Trends

“The real value of the Hard Trends Report is the great discussions and involvement of so many in the creation of the report,” says Rick Morgan, ACT Strategic Future Issues Work Group chair and senior vice president of Aartrijk in Springfield, Virginia. “We expect the release of the report to generate further discussion on the challenges and opportunities these trends present.”

The following seven trends were identified and evaluated in phase one:

U.S. Internet Speed Among Slowest in the World

The Internet first became available to the world in the late 80s through dial-up connections — Think AOL and “You’ve Got Mail.” Initially, these dial-up connections were able to reach a maximum speed of 56 KB/s.

Fast Internet access does make is key to making full use of the Internet. Fast Internet access is found in many different parts of the world. The United States, which arguably has produced some of the biggest Internet companies, has some of the slower speeds in the developed world. It’s 11th in the list of countries with the fastest Internet speeds in the world. Hong Kong has one of the fastest connections, averaging over 50 Mbps, with America lagging behind with an average high of only 39 Mbps.

Joe McKendrick of Insurance Networking News wrote an article about his take on my LinkedIn article Machines Won’t Replace Insurance Agents in 2016, But They Will Do This.

Date: February 8, 2016
Appearance: Insurance Networking News Article
Outlet: Insurance Networking News
Format: Magazine

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