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Ignite! with Paul Feldman
23 minutes | May 28, 2019
#35: Trust as a multiplier, with Stephen M.R. Covey
Stephen M.R. Covey is back with more great insights on trust. On this episode, we’ll hear him share the story of how he found the value of trust – and what it was like to grow up a “Covey.” Stephen’s dad was Stephen R. Covey – as in, the groundbreaking book The 7 Habits of Highly Effective People. Stephen M.R. Covey became CEO of his dad’s company, Covey Leadership Center, then orchestrated the merger that created FranklinCovey. Trust leads to success. That was the key message from Episode 34, aimed directly at insurance and financial advisors, who have to work harder than those in many other industries to gain trust. Trust is an economic driver. It’s a multiplier. And trust equals credibility. SHOW NOTES: 4:15 We start with the story of how Stephen showed there are no “little things” in a meeting with a major prospect in his very first sales job. 7:50 Stephen talks about the importance of listening: seek first to understand, then to be understood. 8:40 Stephen says it was “a gift” to be the son of Stephen R. Covey, and talks about how he seeks to honor his father’s legacy. 11:00 Stephen talks about some of the challenges he faced in his early days leading the Covey Leadership Center. 12:25 Within a few years of taking over, Stephen doubled the company’s sales and increased its profits 12-fold. 15:50 Many people probably believe that you can’t learn trust – but Stephen insists you most certainly can. 17:35 Trust isn’t just about selling to clients – it’s about your whole life. 18:50 “You can’t talk your way out of a problem that you behaved your way into.” The post #35: Trust as a multiplier, with Stephen M.R. Covey appeared first on InsuranceNewsNet.
26 minutes | May 14, 2019
#34: The fast lane of sales, with Stephen M.R. Covey
On this episode, Stephen M.R. Covey shares insights on the value of trust. Stephen calls mistrust a tax on your business. After all, mistrust makes it harder to get referrals and adds friction to your work environment. You end up fighting uphill. Bottom line, you really feel it when trust is lacking. But having trust creates a dividend. It encourages enthusiastic referrals that lead to effortless sales. Life is easier and business is fun. If Stephen’s name sounds familiar, that’s because it should. He is carrying on the legacy of his father, Stephen R. Covey, who wrote The 7 Habits of Highly Effective People, the groundbreaking book that became essential reading for anybody wanting a more productive life. Stephen M.R. Covey became CEO of his dad’s company, Covey Leadership Center, and doubled sales within three years. He then orchestrated the merger that created FranklinCovey. Covey parlayed his leadership experience into the book The Speed of Trust, which explains how trust leads to success. He founded and now heads CoveyLink Worldwide and speaks internationally about leadership and trust. In this in-person interview, Stephen and Paul dug deep into why trust is so valuable to a business, and how to earn it. SHOW NOTES: 3:45 A Gallup poll that recently came out about the least trusted professions ranked insurance pretty far down on the list. 6:10 Credibility has two halves to it: character and competence 8:35 Stephen emphasizes the need to have trust in yourself in order for others to find trust in you. 10:00 Building trust in yourself starts with getting the little things right. 11:45 Some people think that trust comes automatically if you’re good at what you do. But even skilled advisors and insurance professionals always need to be working at getting better at trust. After all, it is an economic driver. 14:40 It may be unfair, but it’s true: insurance and financial advisors are in a low-trust profession. But that creates an opportunity. 18:10 Can you accelerate the speed at which trust is achieved? Stephen says ‘absolutely,’ though there are no shortcuts. 19:25 Stephen walks through the three key steps in building trust. The post #34: The fast lane of sales, with Stephen M.R. Covey appeared first on InsuranceNewsNet.
22 minutes | Jul 24, 2018
#33: Reaching retirement alpha, with Tom Hegna
Tom Hegna is back with more great advice on how to make sure your clients have a safe, secure and happy retirement. On Episode 32, you heard Tom lay out his seven steps to an optimal retirement – and drive home the need to educate your clients about life insurance strategies. Tom is a popular speaker and author who’s built a career on crafting happy retirements. Among his key tenets: a financial advisor who claims to uphold the highest standard of care but ignores annuities is doing a disservice to clients. Put another way, the rate of accumulation doesn’t matter if the de-accumulation phase leaves clients out of money or afraid to spend what they have. SHOW NOTES: 01:35 In his books, Tom has talked at length about the important concept of sequence of returns. He says clients and advisors don’t understand sequence of returns risk, and he gives an example of that. 03:10 Tom wrote a book called “Retirement Alpha: How Mortality Credits Improve Retirement Outcomes.” What does he mean by “retirement alpha” – and how can advisors put mortality credits to use? 07:40 Tom gives his take on indexed universal life, which has grown to one-fourth of all individual life insurance sold today. 10:20 There was a time when mutuals did not like universal life very much, yet many are offering it now. 11:30 Part of longevity protection is long-term care insurance. However, we’ve seen a huge drop in that market – and there are only a few carriers even interested in writing it these days. So should people still buy individual long-term care policies? 13:10 Tom works with a lot of agents and advisors across the country. What are some effective strategies that he sees them putting to use? 16:20 All of the stress around those “just in case” assets can actually reduce life expectancy. Meantime, peace of mind actually increases life expectancy. The post #33: Reaching retirement alpha, with Tom Hegna appeared first on InsuranceNewsNet.
29 minutes | Jul 11, 2018
#32: Making your clients retire happy, with Tom Hegna
What are your clients doing to save for retirement? There’s a good chance the answer is “not enough.” That’s why it’s important to actively warn customers about retirement risks. One of the best-known experts preaching this message at insurance and financial conferences in recent years has been Tom Hegna. Tom is loudly clanging the bell on the retirement crisis. He says that agents and advisors who are not talking about insurance to protect clients’ retirement are not looking after their clients’ best interests. He has a lot of great advice – so much that we’re devoting two episodes to Tom. Tom is a popular speaker and author of several books, including his well-known Pay Checks and Play Checks and Don’t Worry, Retire Happy. In this interview, Tom is going to sketch out some compelling strategies to help clients understand the power of insurance. He’ll also walk us through his seven steps to a happy retirement. SHOW NOTES: 2:40 Tom’s path to becoming a leading retirement expert includes almost 25 years in the insurance industry. 4:50 Tom talks about what he sees as the biggest problems with retirement today. 6:25 Tom says in order for advisors to educate their clients on the keys to retirement, they first must educate themselves. 7:50 As we dive into Tom’s “Seven Steps to Optimal Retirement,” the first step, plain and simple, is the need to have a plan. 9:25 The second step is to understand and maximize Social Security benefits. 10:55 Step three on Tom’s list is to consider a hybrid retirement. 11:20 Step four is to have a plan to protect yourself from inflation. 12:45 Step five toward a happy retirement is securing more guaranteed lifetime income. As Tom points out, there are a lot of ways to do this. 17:25 Step six is making sure you have a plan for long-term care. 19:05 A truly underappreciated aspect of life insurance in planning is how it affects the other assets. 20:55 Finally, step seven: using your home equity wisely. 23:00 Tom shares some other strategies for life insurance, which he says is the most efficient way to pass wealth to your children, grandchildren and even to charities. The post #32: Making your clients retire happy, with Tom Hegna appeared first on InsuranceNewsNet.
37 minutes | Jun 19, 2018
#31: Productivity hacks, with Chris Bailey
We’re constantly bombarded with stories and tips about becoming more productive. But how many of them actually work? To get some real answers on productivity, Paul talked with Chris Bailey. You can call him a productivity pilgrim, of sorts. When Chris graduated from business school, he had job offers, but heard a calling instead. That calling was to take a year to research and discover what it truly means to be a productive person. From his home base in Ottawa, Canada, Chris documented his fact-finding, research and discoveries on his blog. It became so popular that he received an offer to publish a book. He found through trial and error what didn’t work and happened on a discovery that totally went against conventional wisdom. SHOW NOTES: 03:20 Chris sums up his “Productivity Project.” 05:50 So after all this research he conducted, what does Chris think everyone should know about productivity? 09:15 So, when it comes to analyzing your life and becoming more productive, where should we start? 11:55 Chris says the biggest killer of productivity is our increasing inability to focus. 14:15 Many people try to shut down all distractions when trying to focus. Chris says there’s a simple reason why we feel the need to do that. 16:45 Chris says to beware of that ever-popular concept of multi-tasking. 18:05 In the war against distraction, Chris says it’s definitely possible to improve your attention muscles. 21:15 There’s another word for upping the quality of our attention in that way: mindfulness. 25:20 It took Chris a while to find out how productivity and mindfulness really are related. 28:20 Chris says all of the lessons that worked in his productivity project fell into one of three categories. First was managing his time. The second was managing his attention. And the third was managing how much energy he had over the course of the day. 30:10 Another productivity-killer can be self-talk. Chris says that’s because studies show that 77 percent of self-talk is negative. 32:50 Chris says it’s important to know why we’re not wired to be perfectly productive every day. The post #31: Productivity hacks, with Chris Bailey appeared first on InsuranceNewsNet.
34 minutes | Jun 6, 2018
#30: Yourself, only better, with Jeffrey Hayzlett
Want to be the biggest, baddest, best version of yourself? Stick around for advice on how to think it, then BE it, from Jeffrey Hayzlett. Jeffrey has long said that his successes came from the maxim “Think big and act bigger” – that’s even the title of one of his books. He boasts that his drive comes from his origins as a cowboy from South Dakota, but he cut his teeth by buying and selling 250 companies and climbing the corporate ladder to become the chief marketing officer of Kodak. Along the way, he learned that corporations and people are bound up by the stories they tell themselves and the excuses they rely on – stuff like “It’s always been done this way” or “That just isn’t possible.” Jeffrey’s message can be boiled down to: It’s always possible, but realize that it may cost time and money. His insights are the remedy to an ordinary life – and the key to opening up the possibilities. A lot of it simply comes down to hard work and asking the right questions. SHOW NOTES: 03:50 We started by talking about Jeffrey’s book, Think Big, Act Bigger, and what inspired him to write it. 05:25 One of the things that drives Jeffrey is knowing what he wants and owning it. How does he take charge of that? 10:30 Among the things that can keep us from achieving our conditions of satisfaction are what Jeffrey calls “squirrels of distraction.” The only way to get rid of these squirrels, he says, is to stop feeding them. 14:30 Jeffrey digs a little deeper on the core concepts in the mirror test. 16:50 When it comes to time management, Jeffrey is a big fan of an inverted pyramid model. He says it’s something simple that he does every day. 18:35 In a world full of distractions, how does Jeffrey keep himself focused? 20:50 It’s probably safe to say that many business owners have some form of ADD. With that in mind, Jeffrey talks about some strategies he uses to stay in the moment. 22:20 Jeffrey talks in more detail about what he means by “cadence.” 24:10 The key to changing the cadence around your office starts at the top. 25:00 With all of the mergers and acquisitions he’s been involved with, what is the biggest lesson Jeffrey has learned. 26:35 Insurance and financial advisors are obviously facing some huge changes right now, with regulators coming in with some game-changing rules. Jeffrey shares a few lessons with people on the front lines of our industry. 28:35 Jeffrey gives his advice on how agents and advisors can think big and act bigger. 29:45 Jeffrey has said that some people don’t want to do the hard work to be successful. What exactly does he mean by that? The post #30: Yourself, only better, with Jeffrey Hayzlett appeared first on InsuranceNewsNet.
31 minutes | May 22, 2018
#29: Turning non-agents into super sellers, with Patrick Bet-David
Patrick Bet-David is rejuvenating recruitment in our business – and is this episode, you’ll learn how you can do the same. In Episode 28, Patrick laid out his vision for the insurance industry. We learned why he and his recruits are so serious about his agency’s mission, and the transformative value of life insurance. What’s exciting is how Patrick is building his business at an exponential rate by converting people who know very little about insurance into super sellers and recruiters. Across the country, Patrick has more than 5,000 agents selling and recruiting – and it’s all growing at rates most people can’t even fathom. As we continue with the highlights from Paul’s interview with Patrick, we’ll get more amazing insights and learn how he engages his recruits and exposes them to life-changing training. SHOW NOTES: 4:40 One thing is clear: Patrick has a different way of recruiting. Here, he talks about his system and how he developed it. 6:45 Patrick explains why he is dead-set against the full-time model. 10:00 Patrick says he typically looks to recruit people who are not in the business. If that’s the case, what qualities does he look for? 14:00 Patrick’s pitch to get someone into the business is actually pretty complex – a multi-step process. 17:00 Once Patrick has someone onboard, how does he help them succeed? 18:50 When it comes to meeting a new recruit’s spouse, Patrick talks about what the process is like for him. 22:00 Patrick’s method for training new agents ranges from methodical to engaging them while they’re out in the field together. 23:30 A lot of Patrick’s training depends on role play. Why is that the case? 24:55 That combination of shadowing, field training and role playing sounds pretty effective – but Patrick says there’s a challenge with all of it. 27:00 So many people in life quit right on the precipice of success. The post #29: Turning non-agents into super sellers, with Patrick Bet-David appeared first on InsuranceNewsNet.
36 minutes | May 8, 2018
#28: Make Insurance Cool Again, with Patrick Bet-David
On this episode, Patrick Bet-David helps to answer the biggest question in life insurance sales: Where will the next generation of successful agents come from? The United States has grown more diverse, yet the life insurance industry clearly has not. To use a common refrain about the typical agent, the industry looks “pale, male and stale.” Simply put, agents are aging out. Also, because life insurance tends to be a peer-to-peer sale, clients are also older, more elite and less diverse. For the industry to remain vibrant, it needs to replenish its sales force and its clientele. Patrick is building a life insurance agency where agents are often from minority groups and all walks of life. In fact, he likes recruiting people from outside the insurance business who show spirit and smarts but don’t come with the baggage of bad practices. Patrick came from far outside the world of life insurance. He was working as a fitness trainer in California when he became interested first in finance and then insurance. Who knew back then that by the age of 39, he would own an agency with more than 5,000 agents – and have plans to grow that number to an astonishing 500,000 in a decade? In this episode, Patrick shares the story of how he got to where he is today – and his vision for the future of our industry. One thing is clear: He and his recruits are serious about his agency’s mission and the transformative value of life insurance. SHOW NOTES: 07:25 Patrick talks about how he got started in the insurance business. 11:10 Patrick shares a true standout lesson he learned early on in his career selling insurance – and how it changed his whole perspective on the industry. 15:35 Patrick talks about how he made the transition from selling individually to being an agency leader and a marketing organization. 18:20 The money that can be made in recruiting is a stark contrast to the lean times his family experienced when he was growing up. 22:05 Despite his dedication and obsession, Patrick encountered challenges when he was both individually writing and recruiting at the same time. In fact, those challenges can lead agencies to believe they don’t have the time to build. 25:20 Patrick also broadened his scope to see the industry’s impact – and a lot of that is in the numbers. 28:35 Remembering his early days in the industry helped Patrick turn what he was doing into a mission. They helped form the crusade and the vision for his business. 31:40 Patrick says he actually sees quite a few successful people who need to think more about giving back. The post #28: Make Insurance Cool Again, with Patrick Bet-David appeared first on InsuranceNewsNet.
36 minutes | Apr 25, 2018
#27: Improv your way to more sales, with Kelly Leonard
On this episode, Kelly Leonard is going to tell you how to use comedy – and some of the skills comedians use – to become better at what you do and get more sales. “Improv your way to more sales” is not so much an invitation to hit the road as a stand-up comedian as it is a different take on doing business. When it comes to applying comedy skills to business, Kelly Leonard is helping lead the way. Kelly is executive director of insights and applied improvisation at Second City Works, which is a new offshoot of The Second City theater in Chicago. Kelly co-wrote the book Yes, And with the CEO of Second City Works, Tom Yorton, to share some of the principles of improvisation and how they can be applied to businesses and relationship-building. Kelly had a nearly 30-year career at the theater as producer, creative director and executive vice president, where he helped develop the programs to teach people all about the magic of comedy. That’s important, because when you make people laugh, you earn a bit of trust and build bonds. SHOW NOTES: 5:10 Kelly talks about how improv can help businesses. 7:00 One of the primary tenets of improv is a “Yes, and” mindset – to keep the dialogue moving and more interesting. That’s also important in a business environment. 8:05 In business, one of the most powerful illustrations of the “Yes, and” mindset is in brainstorming sessions. 12:30 The insurance industry is fairly conservative and full of compliance. As a result, some people think you can’t use humor and improv while also being “compliant” – but that’s not the case. 15:05 Humor is a great way to engage people at a different level – and it lowers their barriers. 18:30 In his book, Kelly talks about some essentials of comedy. Here, he outlines some essentials that could help businesses be funnier. 20:10 It’s been said that fear of failure is the enemy of improv. With that in mind, how can we all learn to “fail well?” 22:25 As for strategies to reduce your fear of failure, Kelly says you literally have to practice. 25:50 Kelly talks about the importance of building an ensemble, not a team. 27:20 Kelly also extends that thinking to the hiring process. As he says, to hire well is to hire different. 28:50 Kelly is quick to point out that listening is a vital skill for improv – and it’s also a muscle you can develop through practice. The post #27: Improv your way to more sales, with Kelly Leonard appeared first on InsuranceNewsNet.
37 minutes | Apr 11, 2018
#26: Turning no into yes, with Tom Hopkins
By the end of this episode, you’ll know how to turn a “no” into a “yes” with great insights from renowned sales coach Tom Hopkins. The true measure of who you are as a salesperson may be found in what you do when you hear the word “no.” But to some, “no” is actually the sweetest word in sales. That’s because it’s almost impossible to get to a “yes” without a “no” – at least according to Tom. He lays out this concept in detail in his book When Buyers Say No. Tom says that when people buy something of consequence, they must start with an objection to help them justify the expenditure. Tom has actually written or co-written 18 books on selling, including How to Master the Art of Selling and Selling for Dummies. He learned the art of selling the hard way, starting off in construction before transitioning to a successful real estate career. His story shows how anyone with drive can get anywhere. Tom noticed something: that the word “no” exasperated even good salespeople, but sales stars seemed to thrive on hearing rejection. That’s because they did not see “no” as a rejection, but as permission to begin the next phase of the process. SHOW NOTES: 4:20 Tom talks about what it really means when somebody says “no.” 6:00 We’re talking about big dollar amounts and something with a tangible effect on people’s lives. In other words, it’s more than just a transaction. 8:20 How do you become a master questioner? 10:20 Tom says there are certain questions you must ask to get prospects into the “now.” 12:10 Tom explains the “E” in his “NEADS” formula. 14:55 Most people think of a sales process as linear, and that’s not necessarily how it goes. Tom says to think of it instead as a “Circle of Persuasion.” 18:20 How important is scripting to a sales presentation? 19:50 Some of the most common responses from prospects include “It costs too much” or “I need to shop around before making any decisions.” Tom says have no fear in these situations – just use the right scripting. 22:20 Tom shares some key ideas that he thinks every insurance agent should know. 26:00 Tom says being passionate about the product or service is essential to being a great salesperson. 28:05 Tom shares some insights into how to increase your persuasiveness when doing a presentation. 31:20 Many presentations involve working with a couple. When in that setting, Tom says the key is to get the husband and wife to start bantering. 32:00 Tom talks about one of his favorite closes. The post #26: Turning no into yes, with Tom Hopkins appeared first on InsuranceNewsNet.
42 minutes | Mar 20, 2018
#25: 10X Your Life, with Grant Cardone
It's time to 10X your life. Grant Cardone says you’re thinking too small. And that success is not an option – it’s your obligation. Grant’s message is simple: that in today’s world, we don’t do the work that’s necessary to be successful, or even pay attention to the people who make us happy. Grant is an old-school sales motivator, and he doesn’t train so much as he preaches. We’re not talking about a droning Sunday sermon – it’s more of a foot-stomping, straight-talking approach that can’t help but get you out of your seat and selling. Grant doesn’t shy away from saying that advisors are just people who don’t want to admit that they’re salespeople. Ultimately, he says if you’re not successful, it’s because you choose not to be. Success, he says, is your duty, your obligation and your responsibility. SHOW NOTES: 05:05 A lot of insurance and financial advisors don’t see themselves as salespeople. What would Grant say to them? 06:30 Then there are those who recognize that they’re in sales – but don’t believe they need sales training at this point in their career. Grant offers advice to that crowd. 08:20 One of the key points from this interview is simply this: you’re thinking too small. 10:10 A lot of people who consider themselves solopreneurs are doing everything because they don’t have staff. Grant has this advice for people who are in that mindset. 12:00 To be great at sales – or at anything, for that matter – Grant says you need to make a commitment to something. 13:50 Ultimately, the decision you need to make is between being a professional or an amateur. 17:20 Grant says becoming obsessed is crucial – because it helps people to avoid financial disaster. 20:30 How does Grant sustain his own high level of obsession? After all, he’s creating, he’s speaking, he’s on social media – it seems like he’s everywhere. 23:25 Grant talks about how he maintains such a high level of energy. 24:50 Grant talks a lot about 10X, which he says is critical to business today. 27:55 For insurance and financial advisors, maximizing earning potential is all about maximizing sales. Grant says a key step on the path to doing that is hard selling – pushing, knowing that you’re helping people do what’s best. 29:10 The opposite, of course, is the soft sell. But as you might imagine, Grant is not a fan. 31:00 There is always the risk that Grant’s approach could cause the buyer to push back a bit and say you’re applying too much pressure. In those instances, Grant’s approach is to double-down. 31:55 Are there ways to “soften” a buyer? 33:10 One of the biggest mistakes Grant sees salespeople make is losing sight of the sale – and working too hard to get people to like them. 35:10 A lot of gurus preach about the importance of time management. Grant’s take on it is pretty much the opposite. The post #25: 10X Your Life, with Grant Cardone appeared first on InsuranceNewsNet.
35 minutes | Mar 5, 2018
#24: Putting power in your presence, with Amy Cuddy
Even if you don’t know Amy Cuddy, you have likely heard her message on power poses — as in, stand like Superman or Wonder Woman and soon you’ll be feeling pretty super yourself. Amy burst onto the scene in 2012 with her TED talk on power poses, which has garnered tens of millions of views. As a Harvard University researcher, Amy found that although people express their power through their body language, those poses also communicate to our own brains. In other words, if you stand like a winner in the classic pose of arms thrown up in a V, then your brain will think, “Look at that! I must be a winner!” In her book, Presence, Amy lays out the science of power of poses – while taking it a step further and delving into what prevents us from tapping into our own power. Amy saw firsthand how selling is done right – by watching her father interact with his clients in a small-town insurance agency. They bought from him because they had a true connection, not because he was a salesman. SHOW NOTES: 02:50 Amy gives an overview of her book, Presence. 05:15 Some people believe that to be present, they need to use yoga or meditation. But Amy says that’s not necessary. 06:40 Amy shares some important thoughts on how to prepare for meetings so you can make sure you’re present – and ready to make the most of them. 09:45 Amy talks about two different types of power that people must have in order to be present. 11:45 The key, Amy says, lies in finding ways of identifying where your power is. 14:55 We all have to deal with distractions – for example, when you’re in a meeting, trying to be present, but something catches your eye and your mind jumps. Amy shares some ways to keep that from happening. 18:05 Amy shares some of the insights she gleaned from her father, who was an insurance agent. 21:20 Amy explains why it can be important to let presence speak for itself. 22:35 Amy defines powerlessness and discusses how to overcome it. 25:00 This leads us to one of Amy’s key points: that the body leads the mind. 26:05 Amy says using technology absolutely drains us of the power we project outward to the world. She sums up this problem with the term “iPosture.” 28:50 Amy shares her thoughts about the imposter phenomenon – that overwhelming lack of self confidence that causes fears of being viewed as a fraud – and ways of conquering it. 31:35 Amy says that when people are lying, their body betrays them. She explains how to tell that someone is feeding you a line. 32:55 So let’s say you implement all of the strategies that Amy walked us through. How would you know if they’re working? The post #24: Putting power in your presence, with Amy Cuddy appeared first on InsuranceNewsNet.
30 minutes | Feb 13, 2018
#23: Command and conquer the stage, with Bo Eason
You might have the greatest presentation, with the greatest facts ever assembled to support your position. But if you can’t engage the audience, you’re toast. People forget the facts, but they don’t forget the people they connected with or the stories they shared. On Episode 22 – the first part of Paul’s interview with speaker, actor and former NFL standout Bo Eason – we explored how to find and structure your unique story. But who wants to hear a story if it’s not delivered in its fullest glory? We all know that giving a powerful presentation requires a lot of preparation and effort. But Bo goes a step further and brings the rigor of a professional athlete to his prep work. That’s how he’s built a second career by telling his story and commanding massive audiences. SHOW NOTES: 04:10 Bo, who has worked with thousands of speakers over the years, talks about what he looks at when assessing a speaker’s performance. 07:50 Another major mistake Bo sees in presentations in when speakers have everything memorized. 09:55 When it comes to picking out that audience member to focus on, what do you look for? How do you find the right one? 12:00 The connection Bo makes with his audiences is evident at his events, from – among other things – the line of buyers that often flock to him after he speaks. 13:15 There’s a term Bo isn’t afraid to use to describe his approach – “predator.” He acknowledges that not everyone is comfortable with that term, yet he wholly embraces it. 15:45 Bo has a theory that the people who are most accepting of their own true primitive nature are the ones who are going to lead and succeed, while the ones who are the furthest from their nature are going to fall behind. 19:30 Bo talks about why he almost never uses PowerPoint slides when he presents. 21:10 Despite the fact that Bo has put in more than 20-thousand hours of stage time, he still takes time hours before each presentation to prepare. In fact, he has a fascinating ritual for doing so. 23:50 In many ways, Bo prepares in the same way as he did for athletic events. Mentioned in this episode: Ignite! #19: Finding your perfect voice, with Roger Love Ignite! #6: Engaging hyperdrive, with Brendon Burchard The post #23: Command and conquer the stage, with Bo Eason appeared first on InsuranceNewsNet.
38 minutes | Jan 30, 2018
#22: No story no glory, with Bo Eason
On this episode, we hear from a tough guy who’s not afraid to get tender with a personal story: speaker, actor and former NFL standout Bo Eason. What’s the greatest story never told? For most advisors, it’s their own. Since the beginning of time, stories have been used to lead nations, to move armies and to connect with others. There is nothing more powerful in a sales presentation than a good story. Countless studies have proved that a human’s recollection and comprehension of information increases greatly when associated with a story. For many of your clients, the stories you tell will be what you are remembered for most. On this episode, Bo gives amazing advice on how to tell your story. His NFL career culminated in four seasons with the Houston Oilers and a brief stint with the San Francisco 49ers. Yet when he talks about his career, Bo doesn’t start with those days. He backs it up to when he was 9 years old. This episode is the first of two that will feature Bo. SHOW NOTES: 05:05 Bo talks about why personal stories are critical to every salesperson. 07:45 The problem, Bo says, is that most salespeople start off with the sale. 08:20 Great storytelling is not something you’re just born with. You have to work at it. With that in mind, Bo talks about the key elements of a great story. 11:10 The key is to get your audience exactly where you want them – visualizing your story through their lives. 12:40 As for crafting your own personal story, it’s all about tapping into some key life experiences – maybe even some unpleasant ones. 14:35 All of us have the same defining moment. And it really could be anything. 16:30 Everyone has gone through some sort of pain in their life. Every great story has a conflict – and that’s what people connect with. If you’re looking for examples, Bo says you can look to pretty much any elite athlete you’ve heard of – for example, Michael Jordan. 18:30 What’s a more compelling presentation – a story that puts the customer into their own life? Or a presentation chock full of statistics and numbers in columns? 19:25 When it comes to crafting a story, those for whom this is a new concept may be wondering if there’s a formula to get them started. Bo says he always starts with that painful “defining moment.” 21:50 Next, Bo says he shifts from the story to how he can help their lives. 23:00 Bo, who works with a lot of insurance and financial advisors, talks about common themes around their stories, and how they resonate best with the consumer. 25:45 While Bo certainly isn’t afraid to show his personal emotions, some people are afraid to do so, especially in front of prospects. If that’s what you’re thinking, here’s his advice for you. 28:50 It’s important that advisors not overlook the true importance of what they do. 30:50 Bo talks about the adage “If they cry, they’ll buy” – whether he ever finds that to be the case. 33:50 An important exercise involves thinking: “What is the best advice I ever got? Who was the strongest mentor in my life and what did they teach me?” The post #22: No story no glory, with Bo Eason appeared first on InsuranceNewsNet.
15 minutes | Jan 16, 2018
#21: The hedgehog and flywheel concept, with Jim Collins
In Episode 20, we featured a discussion with Jim Collins about concepts in his book Great by Choice, and his mission to study and scientifically determine what makes some companies succeed while others fail. In their discussion, Paul and Jim had also spoken about the concepts Jim made famous in one of his best-known books, Good to Great, which has become required reading in business schools. For that seminal book, Jim and a group of researchers looked into how companies made the transition from just a regular company to a standout organization that perpetuated success. They came to understand some common traits that seemed counterintuitive. For example, the charismatic, white knight CEO rarely saves the day, but more often sinks the company. Instead, it’s the plodding tortoise that wins these races – or as Jim and his group put it, the hedgehog that wins the fight. SHOW NOTES: 02:30 Jim’s hedgehog and flywheel concepts go back years. But in today’s economy and with our ever-changing technology, they are as relevant as ever. 03:50 In order to understand Jim’s hedgehog concept, you need to understand the three circles that feed into it. 05:20 How does one discover what their hedgehog is? Jim says that, sometimes, you find it through empirical testing. 08:30 Paul talks about how he’s put Jim’s flywheel analogy to use. 09:40 Jim explains the “cumulative” aspect of the flywheel concept. The post #21: The hedgehog and flywheel concept, with Jim Collins appeared first on InsuranceNewsNet.
33 minutes | Jan 2, 2018
#20: Leaping from good to great, with Jim Collins
What makes a company truly great? Conversely, what makes it fail? We get answers to those questions in part one of Paul’s interview with author and business expert Jim Collins. Jim has made a science out of greatness. He’s a man on a mission to study and scientifically determine what makes some companies succeed while others fail. With more than a quarter of a century of research under his belt, Jim has authored and co-authored six books that have sold more than 10 million copies worldwide. In this interview, we zoom in on insights from Jim’s book Great by Choice. The question he tackles there is “Why do some companies thrive in uncertainty or even chaos, while others don’t?” SHOW NOTES: 3:15 Jim found answers to the key questions noted above through decades of exhaustive research. 5:45 Paul asked Jim if he feels change is happening faster nowadays. 8:00 Change is good for many people. But good or bad, how do people survive constant change and disruption? That’s a key question that Jim and his co-author, Morten Hansen, pose in their book. 9:45 One of the things Jim talks about in Great by Choice is the core competencies that need to exist to be a so-called “10X leader.” 12:00 Jim delves into the first part of the triangle: Fanatic Discipline. 15:15 How important is Jim’s 20-mile march concept for a salesperson or small business owner? 17:20 The second part of the triangle is the Empirical Creative Side.” Jim talks about what “creative time” really looks like for a salesperson or business owner. 19:40 What does all of this mean to salespeople who might not see themselves as creative? 23:10 The third part of Jim’s triangle is Productive Paranoia – something that Jim says is vitally important to 10X leaders, provided they manage it the right way. 25:15 In the middle of that triangle – this great “success pyramid” – is what Jim calls Level 5 Ambition. 27:30 The people Jim studied who were truly great had a mission of service, regardless of the business they were in. The post #20: Leaping from good to great, with Jim Collins appeared first on InsuranceNewsNet.
39 minutes | Dec 11, 2017
#19: Finding your perfect voice, with Roger Love
Want to inspire more clients and wow audiences? Try working on something that you probably haven't paid enough attention to: your voice. You’ll learn how to do just that on this episode, which features Paul’s conversation with Roger Love. Your voice is your most powerful sales tool. It is how the world hears you. It starts conversations. It draws interest and attraction. And most importantly, it tells stories that captivate and motivate people. We need to keep in mind – it's not the story itself that moves an audience or a prospect, it's how the story is told. It's how the words, tempo, pitch, volume and melody all come together. Your voice has the power to turn indifferent prospects into raving fans. So, what does your voice say, and how can you make it better? In this episode, we pose those questions to one of the world's most recognized vocal coaches. Roger has been a vocal coach for many marquee stars, including the Beach Boys, the Jacksons, Bruce Springsteen, Barbra Streisand, Reese Witherspoon, Jeff Bridges and Colin Farrell. He has also coached world-class speakers like Tony Robbins and Brendon Burchard to find their "perfect voice” – and really, that means finding the voice that is authentic to them. SHOW NOTES: 4:00 A person's voice is an extremely important part of all their communications, whether it's one-on-one or with a group. As Roger notes, that most definitely includes salespeople. 7:10 Roger boils it all down for the insurance agents, salespeople and others who are literally communicating all day. 9:05 Roger shares some strategies that we can all put to use instantly to improve our voice. 11:45 How can people inject melody into their speaking, yet still sound like themselves? 13:50 Roger then jumped over to his piano, to further illustrate his point. 15:25 Roger discusses “upspeak” – and why you should still go “up” in pitch when you reach a comma or the end of a sentence. 16:05 Once you’ve conveyed happiness, the next emotion you should convey is gratitude – showing you’re grateful for the opportunity speak with your audience. 18:05 How do you make sure your volume doesn’t turn people off? 19:45 The third emotion that Roger stresses is “expert.” 21:20 Roger also drives home the importance of passion and entertainment value. 23:50 Mirroring is not just about one-to-one communication – it also happens when we speak to large groups. 25:20 All of this leads to one of Roger’s key rules: You need to change the way you breathe. 28:45 How do you prevent sounding nasal? 29:40 Roger explains his foolproof system for weeding out “ums” and “uhs.” 32:15 Roger shares some strategies people can use to get over their fear of speaking in public. The post #19: Finding your perfect voice, with Roger Love appeared first on InsuranceNewsNet.
25 minutes | Dec 1, 2017
#18: Speak to win, with Les Brown
This episode features part 2 of Paul’s conversation with Les Brown, who will take you from tongue tied to terrific…and teach you how to “speak to win.” In Episode 17, Les Brown explained how conquering yourself and mastering your mind is the first step to winning in life. Now, we delve into public speaking – which for most people is either their biggest fear or their greatest asset in life. For Les, it’s definitely a huge asset, with his incredibly charismatic approach and larger-than-life persona. His energy moves and inspires crowds to reach for their dreams and accomplish their goals. He has earned a string of awards from organizations ranging from Toastmasters International to The National Speakers Association, which awarded Les its top honor. SHOW NOTES: 03:10 Les was not always a master speaker, and he has not always been a natural in front of large crowds. Paul asked Les how he overcame those fears and made speaking his super-power. He says he had to work up to it. 5:55 Les had plenty of confidence in small groups – yet he had to overcome his aversion to public speaking. 9:05 There are obviously a lot of motivational speakers out there – and Les has clearly found a niche within that crowded field. He says the key is to conduct “communications intelligence” on your audience. Yet he discovered early on that most speakers fail to do their homework. 12:35 Les says many speakers miss out on the opportunity to build valuable trust with the audience because they don’t take the time to learn how to tell their story strategically and experientially. 16:10 Les talked about the most awkward situation he’s been in as a public speaker – and the inspiring story of how he was able to turn it around. 19:00 Les has nine children. He offers the best parenting tip that he’s learned from his children. 20:35 One of the most powerful phrases he repeated several times throughout the course of his nearly two-hour phone call was “Live full, die empty.” The post #18: Speak to win, with Les Brown appeared first on InsuranceNewsNet.
26 minutes | Nov 12, 2017
#17: Master your mind, with Les Brown
On this episode, Les Brown explains how conquering yourself and mastering your mind…is the first step to winning in life. On the off-chance that you haven’t heard of Les, you owe it to yourself to go to YouTube and watch one of his many videos. If you don’t come away inspired to take on the world, you might not have a pulse. Les inspires listeners to examine what they’re doing with their lives and to ask themselves if they’re truly giving and getting all they can from life. Les has been many things in his career in addition to being a motivational speaker. He was a member of the Ohio House of Representatives, a radio DJ, a talk show host and an author. Just before Paul talked with Les, he was given the great news that he was cancer-free. SHOW NOTES: 03:00 Les was excited to talk about the latest development in what he called his “cancer experience.” 05:35 It seems that anytime we achieve something, a bigger challenge shows up. Les talks about how he deals with that. 08:55 Here’s the key question: If you would die today, what dreams, ideas and talents will die with you? 10:10 Les says rituals are very important for setting goals and achieving success. 15:20 Les talks a lot about a “positive inner dialogue” – yet he, like everyone, has had to battle negative self-talk. When it comes to overcoming this notion, he says it all starts with being “conscious of your thoughts.” 17:35 Les also emphasizes is the difference between “mind sight” and “eye sight.” 19:40 As Les says, most people go through life getting caught up in their distractions rather than on their destiny. Here’s how he conquers the so-called “Demons of Distraction.” The post #17: Master your mind, with Les Brown appeared first on InsuranceNewsNet.
37 minutes | Oct 31, 2017
#16: The power of influence, with Robert Cialdini
On this episode, we tap into the power of influence, with Robert Cialdini. You can’t move people to a decision unless you have pull. That magic power, of course, is influence – but you can’t simply conjure it up by waving a wand. Influence can be found by following six simple principles laid out by Robert Cialdini. Those principles form the basis of his seminal book, Influence, considered a must-read for anyone in selling. But it's not just for sales; the book and its concepts are important for anyone who wants to influence someone else – and really, who doesn't? Part of what makes Robert's ideas so engaging are the decades of science and observation that support them. Some of the principles are not surprising – but Robert gets under the hood and explains why things work…and how to supercharge sales performance. SHOW NOTES: 02:30 Robert started by talking about how insurance producers and financial advisors can apply the six principles to be masters of ethical influence. 04:05 The first of Robert’s six universal principles of influence is what he calls “reciprocation.” 05:00 As far as insurance goes, there's somewhat limited scarcity, other than maybe a client who couldn't qualify for it. With that in mind, I asked Robert for some ways to apply scarcity to insurance. 08:25 Robert talks about the third principle: authority. 09:55 Some people are afraid or reluctant to talk about themselves – yet Robert says this is THE most important thing. So, how do they overcome that reluctance? 12:55 How do you establish your trustworthiness if you haven't done so before the meeting, and there’s no third party to vouch for you? 15:15 The fourth principle is commitment and consistency. Robert talks about how those two seemingly separate concepts actually work together. 18:40 An important lesson: People live up to what they write down. 19:25 When it comes to consistency, Robert has a theory. He insists that people hide inside walls of mindless consistency to protect themselves from their own thoughts. So the question is: How do you disrupt consistency? 20:40 The request for commitment seems like a good strategy for other situations. One prime example is a job interview. 22:45 The fifth principle is liking and rapport building. While we’ve all heard the notion that people buy from those they like, Robert says it really goes well beyond that. 26:50 Besides finding similarities, how else can you get prospects and clients to like you? Is it a mistake to think you can control that in someone else? 29:25 Robert’s sixth and final principle is social proof. 34:45 In summary, Robert says the key to effectively using the six principles is to use them strategically, as tools. The post #16: The power of influence, with Robert Cialdini appeared first on InsuranceNewsNet.
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