How to Earn Customer Loyalty

Regardless of what business you’re in–whether you write and sell insurance or novels–customers are only going to buy you and your product if you earn their loyalty. No one is automatically entitled to trust. How can you earn trust and loyalty? Be authentic and sincere. If you’re a vegan selling Angus beef, that fundamental contradiction is apparent–if only in a funny feeling prospective customers sense. Be open and honest. The popular word these days is “transparent.” And it’s appropriate. You don’t want people to lie to you, be deceptive, or withhold important information. So, don’t lie to, deceive, or withhold

How Homeowners Insurance Works When You’re Working from Home

The homeowners policy was designed to insure personal risks, not business risks. For this reason, virtually all coverage for business property and liability is explicitly excluded in the homeowners policy. Very limited property coverage is included for business personal property. The limit usually ranges between $1,000 and $2,500 if the business property is at your house. The limit is much less for business property anywhere else–like in your car. Liability coverage for business activities is also severely limited. It only applies to incidents that occur on your property at home, and only for those that arise when: Your house is

Elder Abuse: Be Silent No More

I’ve conducted a lot of research into the topic of elder abuse. I’ve also developed and written some insurance continuing education courses on the subject as well, as it pertains to financial fraud. Here is another person’s take on senior financial exploitation, a despicable form of elder abuse. This account was written by Connie Johnson Hambley.

Can You Walk a Mile in Another Person’s Shoes?

Until four years ago, I never watched the news on a regular basis. I never felt the need to follow politics closely or share my political beliefs. My reasons are a story for another day. Maybe it’s because I’m a writer, maybe it’s because I’m growing older, or maybe it’s because of something buried deeply in my unconscious, but I’ve found myself fascinated by all the drama playing out on the world stage during the past four years. People are ridiculously simple and complex … all at at the same time. They’re transparent and deceitful, generous and greedy, considerate and

9 Steps to Achieving Success

You can ask 10 different people what “success” is and you’ll get 10 different answers. However, most people agree about how you arrive at success, the destination, regardless of what your definition of the term is. In my 40+ years working in the insurance industry, I’ve made my share of mistakes and learned my share of lessons. I’ve been mentored by some wonderful people and watch a boatload of people succeed. I’ve seen people fail to achieve their desired outcomes, as well. Eleven years ago, I made a list of what I believed to be the required elements of success.

Spotlight on Matt Medeiros

I interviewed Matt Medeiros recently for Episode 3 of my Podcast, Taking the Mystery out of Insurance. Matt specializes in content marketing, from blogging to podcasting, all the way up to email capture automation and social media. Essentially, Matt can do anything to help a business or professional build an effective brand. He’s a man of many talents, generous with his time, always willing to help others. I’ve known Matt for more than 20 years. In fact, I was his first business client–he built a computer for my first insurance agency when he was still in college! Slocum Studio is

The Person Who Mentions Price First Loses Control of the Negotiation

I’ve always had a problem with buying or selling anything based solely, or primarily, on price. You want to know why? Because each of us places a different value on every product or service. Note: For a more detailed version of this blog post, listen to Podcast Episode 1 (4/21/2020). To be an effective and successful salesperson, you need to know how your clients and prospects value whatever it is they’re buying. Why are they buying it–because they have to, or because they want to? How well do they understand it–both in terms of what it does, and what it

What the Coronavirus Stimulus Means to You

The Coronavirus Aid, Relief, and Economic Security (CARES) Act was signed into law to help Americans and U.S. businesses survive the COVID-19 pandemic. Although I’ve downloaded the 247-page bill, I haven’t read all of it yet. However, here are some of the major provisions that might affect you and your family. The $1,200 and $500 each adult and child, respectively, will be receiving. First of all, not everyone will be receiving this money. The stimulus gives a tax credit to those who filed federal income tax returns in 2018 and/or 2019. So, if a person DID file a tax return

3 Ways Insurers are Helping Policyholders Affected by COVID-19

The insurance industry is an “essential” business during the coronavirus pandemic and all the related upheaval social distancing and self-quarantining has created. Those of us who are fortunate enough to be able to continue working in the industry are finding as many ways as possible to help those who can’t work, or who can only work limited hours, and are suffering financially. Please check with your insurance agents and insurance companies to see what assistance is being made available to you. Here are 3 types of help you should be able to obtain immediately with respect to your current insurance