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Articles from Michael Beck | Selfgrowth.com
- Turnover Is Not A Problem - by Submitted on May 20, 2008 from Michael Beck“Ha!” you say. “For someone to make a statement like that, they obviously haven’t worked in the real world and certainly have never had to run a company.” Well, let me assure you. In my past I’ve not only run companies, but spent many years in one of the most notorious industries for turnover – ...
Views: 1062 - What Attracts More - Selling or Helping? - by Submitted on May 27, 2008 from Michael BeckThere are many distinctions related to taking a professional, helping approach over a selling approach, and they have significant implications. Professionals help rather than sell. They have clients instead of customers/policyholders. They build relationships instead of conducting transactions. ...
Views: 960 - What Is Your Destiny? - by Submitted on Jul 29, 2008 from Michael BeckThe other evening I was out having a cigar and a beverage. While sitting around a fire pit (an outdoor wood fire), I overheard an interesting conversation. [We were all sitting and standing pretty close to one another and this group was talking fairly loudly, so one couldn’t help but hear.] This ...
Views: 1156 - What To Ask When Recruiting - by Submitted on Jul 10, 2008 from Michael BeckThe facts surrounding someone’s past give us an idea of where they’re coming from. However, their feelings and thoughts about their past experiences can offer a better insight into their make up. Some questions will be oriented towards clarifying past experiences and decisions; others are ...
Views: 1028 - Who Are You? - by Submitted on Sep 12, 2008 from Michael BeckIn truth, it’s WHO YOU ARE, rather than what you do or what you know, that persuades someone to buy from you. People will choose to do business with you because they like you, relate to you, and trust you. What traits define “who you are” in the minds of others? Obviously there are many things ...
Views: 1125 - Why Do Referral Efforts Fail? - by Submitted on Jun 04, 2008 from Michael BeckDon’t you get tired of hearing about how great referrals are? Especially if you’re not getting enough of them? I am always speaking to managers, agents and advisors who say they’re so tired of chasing “suspects” and would love real prospects – specifically prospects that come from referrals. I ...
Views: 1013 - Why Does Turnover Take Place? - by Submitted on May 22, 2008 from Michael BeckEver work in a company where the prospects of advancement or expansion of responsibilities were nonexistent? Someplace where you knew that you weren’t going anywhere? Stay very long? That’s my point. Without an opportunity for growth, learning, expansion of responsibility, and increase in ...
Views: 1068 - Why I Left My Insurance Agent - by Submitted on Sep 16, 2008 from Michael BeckI was talking to a friend the other day, explaining what I do for a living, when she interrupted me and proceeded to tell me all about how wonderful her insurance agent was. Her story caused me to reflect on why I left my previous agent. I don’t think my previous agent will be upset by ...
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