Author Archives for John Pojeta

When to Trust an Expert

By John Pojeta | November 1, 2018 3:08 pm

Everyone wants to give you advice. When should you accept? Experienced insurance advisors are often jaded. They have faced good times and bad. They have endured bad deals. And they have been...

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Webinar: How to Address Price

By John Pojeta | October 24, 2018 3:14 pm

Budget and price are often major obstacles in the sales process, and the solution to the challenge goes deeper than adding a new sales technique to your repertoire. In this...

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How to Overcome Your ‘Urgency Addiction’

By John Pojeta | September 21, 2018 6:52 am

Doing so will position you to capitalize on opportunities others don’t have the patience to seize The Stanford Marshmallow Experiment is legendary in psychology circles. Researchers would bring a child into...

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5 Ways to Make LinkedIn Work for You

By John Pojeta | September 2, 2018 10:00 am

Maybe you gave up on it in 2010. It’s time to take another look. Social media marketing is so 2010, right? By now, you have heard a dozen gurus promise...

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3 Ways to Earn More Than Beer Money

By John Pojeta | August 30, 2018 3:40 pm

Here’s a plan to plan what you’ll be doing for the rest of the year. Most advisors—and business owners in general—approach business planning and projections for a new year with the same excitement they...

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Webinar: Storytelling

By John Pojeta | July 27, 2018 3:36 pm

Storytelling can make the difference between a memorable and engaging sales experience and one that feels flat and stale. In this exclusive webinar. Dan Hudock, our sales coach, partners up...

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5 Ways to Get a Better Client Fit

By John Pojeta | June 15, 2018 7:15 am

In competitive spaces like ours, the temptation to achieve growth at any cost is powerful. That doesn’t have to mean doing something nefarious or unethical. Little compromises, like taking on...

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Webinar: Attitude and How it Relates to Sales

By John Pojeta | May 28, 2018 7:31 pm

In this webinar, Dan and John talk about the part of sales that can dramatically improve or decrease the impact of your sales techniques: Attitude. In their discussion, they breakdown...

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Webinar: Questioning Skills

By John Pojeta | April 4, 2018 5:14 pm

In this webinar, Dan and John explore the skills and strategies you need to ask effective questions during your sales process. This approach not only allows you to develop pain...

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Sales Roleplay: How to Close a Meeting

By John Pojeta | February 19, 2018 1:14 pm

In this roleplay, Dan and John tackle multiple variations of a meeting close, ranging from easy to hard. In this step, we lean on the upfront contract that was established...

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5 Ways to Fix the Blind Spot Inside Your Business

By John Pojeta | February 10, 2018 4:18 pm

Our work in appointment setting gives us a unique perspective on advisors’ businesses. We get to see a dynamic range of styles, approaches, and specializations as advisors from around the country engage...

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Sales Training: How to Develop Pain

By John Pojeta | January 26, 2018 3:01 pm

The key in starting a process with any prospect is developing pain in their current behaviors to provide not only motivation for a second appointment, but genuine intrigue and curiosity...

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Sales Training: Business Philosophies

By John Pojeta | January 11, 2018 8:30 am

In this phase of the sale process, our sales trainer Dan Hudock talks about how exploring business philosophies can help you find common ground with a prospect. By having this...

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Sales Training: The Two-Minute Drill

By John Pojeta | January 10, 2018 8:51 am

The two-minute drill is designed to reveal who you and your prospect are as people, stepping briefly away from the business talk to add a deeper dimension to the sales...

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Sales Training: Upfront Agreements

By John Pojeta | January 7, 2018 10:56 am

As our sales trainer Dan Hudock explains it, upfront agreements are an opportunity to bring down the walls between you and the buyer. By setting the expectations for the meeting...

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Sales Training: The 30-Second Commercial

By John Pojeta | January 5, 2018 9:02 am

In this exclusive client training video, Dan Hudock explains the value of using a “30-second commercial” in the final phase of the sales process to bookend the sales conversation in...

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Embrace Confrontation: To do better, be better

By John Pojeta | January 2, 2018 6:30 pm

In life and annuity sales and in client service, confrontation can be a sticking point. Avoiding confrontation is a natural human tendency, but how we handle a confrontation can become...

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Rethink Your First Client Meeting and Go Digital

By John Pojeta | December 7, 2017 4:19 pm

The prevailing sales wisdom suggests that face-to-face interactions are best. The personal element of sales is best in person, so we should do our best to have our appointments that way....

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Don’t Make a $50 Million Mistake

By John Pojeta | November 9, 2017 4:53 pm

When we talk about ways advisors can grow their practices, we talk about a number of opportunities: appointment setting, strategic partnerships, seminars, techniques for improving direct mail campaigns, thought leadership...

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Four Ways You May Be Missing the Human Touch

By John Pojeta | October 25, 2017 12:40 pm

Explore these opportunities if you want to make a real connection with your prospects and clients. Relationship selling is one of the oldest sales methodologies. While I’d argue that there are...

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Stay on the Line: To the Moon and Back

By John Pojeta | September 7, 2017 9:16 am

Take a deep breath. There is a lot of uncertainty on the horizon for 2018 as we face some big questions. We’ve faced uncertain times before, and we will certainly...

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How to Market with Dignity

By John Pojeta | June 20, 2017 3:20 pm

Marketing is often described as a “necessary evil.” You know that you need to reach beyond your circle of influence to capture new business, but it’s not what you enjoy...

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Escape the Lukewarm Sales Rut

By John Pojeta | May 8, 2017 9:11 am

First impressions matter, and there is no escaping that. When you first meet with someone, whether you are at a networking event or having the first meeting in a sales...

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Beyond Sales: The Power of Why

By John Pojeta | April 11, 2017 8:29 am

One of the most popular TED Talks of all time is Simon Sinek’s 2009 presentation titled “How Great Leaders Inspire Action.” The whole video is worth a watch, but the...

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Luck is Where Preparation Meets Opportunity

By John Pojeta | April 3, 2017 9:39 pm

My son started wrestling a few years ago. If you’re familiar with the sport—and I wasn’t—you’ll know that most wrestlers put on a singlet almost as soon as they are...

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Sell Me This Pen

By John Pojeta | March 7, 2017 9:09 am

Jordan Belfort entered mainstream public consciousness with the box-office-busting Wolf of Wall Street. His vices and unscrupulous behavior aside, Belfort was undeniably a juggernaut of sales technique. At the close...

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When Times are Hard, Sell

By John Pojeta | December 20, 2016 12:55 pm

Eric Schmidt, the 100th richest person in the world with a resume that includes work at Google and Apple, once said, “Revenue solves everything.” When you have money consistently coming...

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4 Tips for Surfing the Barrel

By John Pojeta | July 20, 2016 10:08 am

These days, when the government starts to even hint at changes in legislation, advisors have a hard time resisting the urge to turn their backs on the wave and paddle...

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Seeing the Opportunity in Chaos

By John Pojeta | May 3, 2016 9:12 am

The start of any New Year is rife with uncertainty for advisors. It’s a fresh start, and any number of market shifts or industry changes could transform how you do...

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Energize Your Sales Process with an Ideavirus

By John Pojeta | March 22, 2016 4:56 am

Seth Godin published his book Unleashing the Ideavirus in 2000, popularizing the concept of developing a message so interesting that people can’t help but talk about it, creating a contagious...

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Sales—Not Service—Drives Customer Loyalty

By John Pojeta | February 2, 2016 3:05 pm

In recent years, a service mentality has begun to dominate our industry. The thinking goes that an exceptional service experience will wow a client into fierce loyalty and inspire a...

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10 Secrets to Succeeding in Cold Appointments

By John Pojeta | August 25, 2014 11:29 am

This article originally appeared on ProducersWeb. An appointment setting program can be a valuable source of new business for a producer, but the sales scenario is different from a cold...

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3 Essential Pieces of Your Storyboard

By John Pojeta | February 24, 2014 8:16 pm

When we partner with producers, one of the first steps in our process is to establish a storyboard that represents who they are, what they do, and what makes them...

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Social Media for the Financial Industry?

By John Pojeta | February 24, 2014 8:07 pm

Historically, the financial services industry has largely stayed away from getting involved in social media for many reasons – fear of losing control of its messaging, inadvertently violating compliance regulations,...

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Finding Your Way to Use Business Intelligence

By John Pojeta | February 10, 2013 3:20 pm

Looking back at 2010, amid sweeping political reform and global financial uncertainty, our industry has been changing. Just two years ago, the leading edge of more than 76 million baby...

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The Importance of the Long Term

By John Pojeta | February 10, 2013 2:14 pm

When it comes to insurance business intelligence reports, most busy brokers and insurance salespeople prefer quick returns. Ideally, they want the business intelligence reports they are purchasing and pursuing to connect...

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The Lost Art of the Handwritten Note

By John Pojeta | February 10, 2013 2:10 pm

Identifying potential prospects is the first step in closing the deal. As insurance sales professionals know well, not all of the potential prospects you speak to are ready to buy...

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The Top 3 Insurance Sales Mistakes

By John Pojeta | February 10, 2013 10:31 am

Everyone makes mistakes, including even the best group health insurance salespeople in the world. What differentiates them from the rest of the pack, though, is that they understand that rather...

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