http://www.isnare.com/?s=author&a=Michael+J.+Beck Legal Michael J. Beck Mon, 05 Feb 2007 00:00:00 -0800 http://www.isnare.com/?aid=123116&ca=Legal An important key to high productivity and effective leadership, not to mention sales and marketing success, is to have and maintain a positive attitude. Nothing else will have a greater effect on you than your attitude. Remember the saying, “Your Attitude Determines Your Altitude”? It’s true. Having... Marketing Michael J. Beck Sun, 22 Oct 2006 00:00:00 -0700 http://www.isnare.com/?aid=94826&ca=Marketing I think it’s the dream of every professional to have their business grow by referral only. Imagine not having to cold call or advertise! What a way to grow a business. Can it really be accomplished? Yes it can. In fact, I know a handful of professionals that not only grow their business by referrals... Marketing Michael J. Beck Sun, 01 Oct 2006 00:00:00 -0700 http://www.isnare.com/?aid=89074&ca=Marketing Ever wonder why you don’t get more referrals? Ever wonder why, when money wasn’t the issue, a prospect didn’t buy from you? It may be because of your message. (or lack of one!) Often I’ll ask an agent why someone should do business with them. Their answer often goes something like this: “I have good... Marketing Michael J. Beck Wed, 09 Aug 2006 00:00:00 -0700 http://www.isnare.com/?aid=74406&ca=Marketing Everyone in marketing faces it at one time or another - reluctance to pick up the phone and make calls. Logically, it makes no sense to feel that way. We believe in our product or service. We have a script that’s either been given to us or one that we’ve carefully written out. We have a list of pros... Marketing Michael J. Beck Sun, 04 Jun 2006 00:00:00 -0700 http://www.isnare.com/?aid=57406&ca=Marketing Whether you’re looking for new agents or new clients, the key to finding them is effective prospecting. There are numerous ways to go about prospecting. Some of them are active methods, while others are passive. Active prospecting methods are things like Personal Observation, Public Speaking, Agent... Finances Michael J. Beck Tue, 30 May 2006 00:00:00 -0700 http://www.isnare.com/?aid=55700&ca=Finances Whenever I conduct a workshop or give a talk to a group of agents, I ask how many of them are in the business of selling insurance. Inevitably about 25% raise their hands. My response to them is, “If you’re in the business of selling insurance you’ll have a hard time succeeding because NO ONE WANTS...