Monday, May 30, 2016

Happy Memorial Day!


 
 
We just wanted to take a quick moment and acknowledge the brave men and women who have served our great country. It’s easy to get caught up in the day-to-day affairs of work and life and forget huge sacrifices made by countless men and women in the armed service so we could enjoy our freedom.
 
We wish you a good time with your family and friends during this Memorial Day weekend.
 
Cheers!
Doug Myrick 

Tuesday, May 24, 2016

12 Hard-Hitting Quotes to Pump Up Your Sales Team



Motivation is a key component of driving success. Especially in sales or marketing, motivation often leads to increased pipeline and revenue. That’s why it’s important to stay ahead of the curve and learn what it takes to build high performance sales teams today and in the future.
We’ve gathered some hard-hitting quotes from 12 influencers in sales, marketing and entrepreneurship. Scroll through the following advice from Jim Keenan, Koka Sexton, Jill Rowley, Gary Vaynerchuck, Ken Krouge and many more!
1.    “In the end you need great people in the right roles with the right responsibilities.” ~Jim Keenan CEO, A Sales Guy
2.    “Truly great enablement teams aren’t afraid to press refresh.” ~Jamie Shanks CEO, Sales for Life
3.    “Sales has always been social. It’s about building relationships.” ~Jill Rowley, Social Selling Evangelist
4.    “Leverage your professional brand to fill your pipeline with the right people and insights.” ~Koka Sexton, LinkedIn Content and Social Team
5.    “Customer point of view. Always. Filter everything you’re doing, saying and improve just about every metric you care about today.” ~Matt Heinz, President at Heinz Marketing
6.    “High performance sales teams are laser focused on knowing their customers. Their singular purpose is to better clients. All strategies and tactics they employ resonate from this one simple and inescapable reality.” ~Amar Sheth, Sales for Life Social Selling Expert
7.    “If you know someone who likes golfing or red wine or movies because you are following them [on a social network], you should use this information as a connection point.” ~Gary Vanerchuck CEO, VanerMedia
8.    “Use lead scoring to determine who you send sales and when you send them to sales. Identify fit based on demographic information; then pinpoint interest and buying stage by watching prospect behaviors.” ~Jon Miller, Marketo VP Marketing
9.    “To increase the odds of your new reps’ success in the least amount of time, a dependable onboarding program is essential.” Jill Konrath, Best Selling Author, SNAP Selling and Selling to BIG Companies
10. “today in business, if you can build connections and relationships, you’re unstoppable.” ~Jon Ferrara CEO, Nimble
11. “The benefits of breaking up sales into prospectors and closers are just too strong for businesses to avoid it and the convention of the sales development rep will emerge as the most popular title for the prospecting role.” ~Kyle Porter CEO, SalesLoft
12. “The Challenger looks to be the profile skill most desired for sales results well into the future.” ~Ken Krouge, InsideSales.com Founder and President.

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Friday, May 20, 2016

What Is An Umbrella Policy and Why Should I Carry One?

Florida residents have access to is additional liability insurance, designed to pay out on top of your existing auto and homeowner’s/renter’s insurance policies. For example, you may only have $300,000 in liability coverage on your car insurance. If you are hit with a claim of $1,000,000, you would be on the hook for $700,000 yourself unless you had an adequate umbrella insurance policy. Here is a diagram explaining this from MSN Money:


In addition, an umbrella policy can also “fill in the gaps” by providing coverage for other incidents like liability for rental properties or being sued for slander or libel. Imagine working and saving for decades, only to have all of it taken away with one incident. Here are my reasons for buying an umbrella policy.


#1. Unlikely, But Actual Scenarios
These days, there are many scenarios where one might be sued for more than $100,000 or even $1,000,000. In my mind, the most likely event is to be found at fault in a car accident. Medical costs alone can exceed $100,000 per person easily. Now imagine if there were 2, 4, or even 6 people in the car. Imagine if some of them were children. Here is one example from a NY Times article on umbrella policies:
One of Mr. Cox’s clients crashed into the rear of a car on a slick highway. A woman and a child were critically injured. After two years of litigation, his client settled the lawsuit for more than $5 million. The client had $15 million in umbrella coverage. The policy paid for the settlement and all legal costs. “Without the umbrella,” Mr. Cox said, “they would have been completely wiped out.”
More recently, I read about a parent chaperone during a field trip being hit with a $700,000 verdict for negligence:
Lauren Crossan, of Randolph, N.J., had traveled to Hawaii in 2004 with Susanne Sadler, Sadler’s daughter, and another New Jersey cheerleader to perform in the halftime show of the Hula Bowl. Within hours of her arrival at the Hyatt Regency Maui Resort, Crossan was seen drinking alcohol. Her body was found the next day on the hotel grounds.
An arbitrator determined last month that Sadler was partially responsible for Crossan’s death and ordered her to pay $690,000 to Crossan’s parents and her estate.
More scenarios to consider:
  • A blogger writes something bad about a company and gets sued for defamation.
  • A man was asked to cut down a tree from his own yard. He refused, and later a hurricane blew the tree down and injured someone in the neighboring house.
  • Your child gets in a fight at school, and injures another student.
  • Your dog bites someone.
  • You have a pool, and a visitor hurts themselves.
  • A handyman or contractor hurts themselves on your property.
#2. Have the Insurance Company Lawyers Take Your Side
Forget even getting a large jury verdict against you. If someone simply sues you for a frivolous reason, you’ll have to pay for a $400/hour lawyer to defend yourself. With an adequate umbrella policy, the money at risk will be the insurance companies instead of your own. That means the big corporate lawyers will be on your side, and your defense costs will be covered as part of the umbrella policy.

#3. It’s Cheap, and Easy To Buy
It cost us about $250 a year for $1 million in coverage for the both of us, including 2 cars and a house. That’s basically $10 per month per person. However, we did have to raise the liability limits of our auto and homeowner’s policies slightly to $500,000 each. So if you are only carrying the bare minimum required by law (not a good idea for most people), your actual additional costs may be higher.

It was really simple to get as well; we had an umbrella policy added to our existing policies with just one phone call. No long application or additional fees. But the low cost also means you may have to look out for your own interests. I guarantee that if you mention that you want whole life insurance to your local agent, they will get really excited (big commission) and get you quotes within 24 hours. They’ll even follow up if you forget. On the other hand, selling you an umbrella policy for $200 a year results in a tiny commission. All I got was a “yeah, I suppose that might be a good idea…” They’ll still sell it to you, but it won’t be heavily promoted like other products.

#4. One Less Thing To Worry About
Some people believe that you may be a bigger target for lawsuits if someone finds out you have a $1 million umbrella policy. Here’s how I look at it. If I really wanted to premeditate a lawsuit against someone, I’d pick someone who is worth a lot more than $1M. More like $10 million and up. In a big metro area like mine, multi-millionaires are a dime a dozen. Even if I was frivolously sued, again the whole point is that I’m still covered. To me, this argument is like saying you shouldn’t earn more money because someone will sue you for it.

In the end, we have a $1 million umbrella insurance policy because this is exactly what insurance is for – to protect me from unlikely yet possibly catastrophic events. The likelihood is low, but so is the cost. We chose $1M somewhat arbitrarily because it covers our net worth and also what I feel is a reasonable amount of likely claims. As inflation (and especially medical costs) rises, I could see upping it to $2M since the additional cost is only about another $100/year.

Now, if you have a low or negative net worth, then perhaps there would be less incentive in getting such coverage. I certainly had no idea what umbrella insurance was in college. I would imagine lawyers are less likely to go after those with “nothing to lose.
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Sunday, May 15, 2016

The Most Dangerous Phrase

Want to know the most dangerous phrase in business? 
 
“We’ve always done it this way.”
 
How often do you hear those words in your agency? It’s time to take a hard look at the way in which your agency is running in today’s rapidly changing society.  Of course, it’s important to build on your past successes, but to resist change is the most expensive mistake you can make in your agency.
 
Now, I’m not saying to throw the baby out with the bath water here, but it is a recipe for disaster to continue to do things the same old way without at least taking into consideration new ideas and trying them out.
 
Past success is NO guarantee of future success.
 
What are you doing in your agency today that may be keeping you stuck?
 
What can you change?
 
What are your goals?
 
Continuing to do things the way you’ve “always done” is appropriate in some cases, but not merely because it’s safe and predictable. Stagnant business practices led to the demise of Blockbuster. Kodak has spent billions on failed attempts to right its ship because its team failed to innovate.
 
You owe it to yourself, your team members, and your agency to investigate changes that can improve your business.  Instead of echoing the old company line, create a new one:
 
“We used to do it that way. We do it better now.”
 
Your customers and bottom line will thank you.
 
To Your Success,

~ Uncle 'D' 

Thursday, May 12, 2016

The 7 Wonders of Life Insurance

  1. Buys time: Allows loved ones to focus on their grief by helping to pay for the funeral and other costs.
  2. Provides a fresh start: Lets loved ones start with a clean slate by helping to pay off credit card bills, outstanding loans and even the mortgage.
  3. Generates income: Helps replace lost income for years to come so that surviving family members can continue to pay for life’s necessities.
  4. Offers flexibility: Gives a surviving spouse the chance to take time off or to switch to a job that offers a more flexible work schedule.
  5. Creates opportunities: Can provide funding to start a business, or pay for schooling so surviving family members can train for a new career.
  6. Funds the future: Offers a way to fund longer-range goals like a college education for the kids or a secure retirement for a surviving spouse.
  7. Leaves a legacy: Gives parents the chance to leave future generations with the legacy of long term financial security.
                                                                        ********

Monday, May 9, 2016

Change Something

Today, I want to ask you an important question…Do you want to change or improve yourself?  Maybe it’s changing an unhealthy eating habit or becoming more organized…whatever it may be, do you want to change it? 
 
If your answer is yes, I am going to have to disagree with you…Why? 
 
Because if you already know you want to change something and you haven’t changed it yet, then you really do not want to change it or you already would have.
 
So, is your desire for change what you really want or is it just wishful thinking?
 
The challenge is that while you might want to change and improve, the small part of your mind or ego doesn’t want change. So, it will resist every chance it gets…usually in the form of self-defeating thoughts, excuses, and on and on.
 
This is why whenever you embark upon any type of change, it can be uncomfortable and unsettling and maybe even painful.
 
Oscar Wilde said, “Discontent is the first step in progress of any man.”
 
Here are four steps to move you towards the change you are seeking:
  • Get mad and allow the frustration of where you are going to be in 5-10 years if you do not change…let the pain come to the surface.

  • Create boundaries for yourself that move you in the direction of changing the behavior…remove junk food from your house, get some new organizing tools for your office, etc.

  • Hold yourself accountable by telling others what you are changing about your life or start keeping track of your progress on a white board.

  • Plan for failure by understanding that you are human and may slip…accept that this is progress and not perfection…If you slip, just get back up and keep going!
Be better today than you were yesterday and if for some reason you aren’t; be better tomorrow than you were today.
 
To your success,

~ Uncle 'D' 
 

Motivational Monday :-)‏

This says it all.


And don't forget THAT!! You are the one who makes it happen, YOU are the
one that is already up an on the computer, and YOU are the one who opened
this email, willing to take support to have a GREAT WEEK

Make a list, mark things off you do and then celebrate your successes!!

YOU ARE the most awesome person n your life today and forever actually!

Make is a GREAT week!!

cheers,
Uncle 'D'

p.s. On a personal note... I just pasted a picture of "Mighty Mouse" in my office.
I know he isn't the most popular and if you are under 40 you may not remember
him, but for me, I see that picture and it brings up all kind of "hero" feelings, and,
frankly I will use what I can get, even if it is a tiny mouse with a cap! lol

Monday, May 2, 2016

Eyes Forward

Today, I want to introduce you to some actions you can take to protect your own future in terms of your growth, well-being, and development.  You know that I am a big believer in lifelong learning and sometimes we all need reminders on how to keep growing.
 
First, I want to ask you, are you dwelling on the past?  If you’re not sure, think about what past stories you have been holding on to.  Are they stories of your glory days or memories haunting you like ghosts of the past?
 
Allow yourself to unshackle the chains and weight that have been holding you back from living up to your greatest potential and just…..
 
LET IT GO!
 
One of my favorite motivational speakers, Jim Rohn said:
 
“Use your past as a school, not as a club.  Don’t beat yourself up with your past.  Instead, look at your past as lessons that you can apply to do better in the present…”
 
Let your past be your greatest teacher.  Let it teach you, not continue to beat you down.  Look back only for the lessons learned and not to continue making excuses.
 
It’s awesome to achieve, celebrate your accomplishments and to be proud of them as long as you keep your eyes forward while resisting the temptation to continue looking to the past.
 
Because you are no longer constantly looking back, you will be able to fully grasp the amazing road ahead.
 
To Your Success,

~ Uncle 'D'