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Articles by Michael Beck

• Recruiting is a Contact Sport
  There are many ways to go about finding prospective agents. Some of them are active methods, while others are passive. Passive and active recruiting will both produce results, however they differ in efficiency and effectiveness – and understanding those differences will make all the difference to you and your results.
  Published 07Feb2006, viewed 308 times

• Strike Gold with Effective Prospecting
  Whether you’re looking for new agents or new clients, the key to finding them is effective prospecting. Both passive and active prospecting will produce results, however they differ in efficiency and effectiveness – and understanding those differences will make all the difference to you and your results.
  Published 31Jan2006, viewed 285 times

• Overcoming Call Reluctance
  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 prospects that are at least somewhat targeted. We know that when someone says “No”, it’s not directed at us. And still… the phone weighs a ton...
  Published 24Jan2006, viewed 330 times

• Stop Selling Insurance!
  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 TO BUY INSURANCE!”
  Published 15Jan2006, viewed 341 times

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