How Not to Do Business

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How Not to Do Business

May 17th, 2022

Last week I had a very bad restaurant experience. I’ve known the owner of this restaurant since he was a kid helping his parents in their Deli. Six weeks ago he opened his restaurant. I’ve been there 9 times already with at least 6 people in our party.   I’ve also recommended this restaurant to […]

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How to Lose a Prospect [7 Deadly Marketing Sins]

May 4th, 2022

There is a very short window of time that you have when you initially contact a new prospect by telephone or in a face-to-face meeting.  If you fail to make an impression quickly, you have tuned them out.   Here are some of the things I’ve experienced that the prospect lost my attention quickly… Opening […]

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How to Make Business Want to Come to You
How to Make Business Want to Come to You

April 13th, 2022

At many seminars, I’ve heard the statement, “ Your marketing’s most important function is to promote your product or service.” I disagree. I feel that the most important function of your marketing should be to establish that you are knowledgeable and can be trusted. Do you do business with someone you don’t trust? Even if […]

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Why I Love A Bad Economy

March 30th, 2022

I heard this statement made by a very astute entrepreneur whom I respect a lot. When he made this statement I wondered what he meant. In a simple sentence, he said, “Say Goodbye to Former Competitors.” A bad economy causes a lot of pain. A lot of people and industries are suffering as never before, […]

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How to Increase Profits by Getting Rid of Bad Clients
How to Increase Profits by Getting Rid of Bad Clients

March 8th, 2022

We have all heard the saying, “The Customer is Always Right.”  Well, I disagree with that statement. Customers are not always right. Great customers (or clients, in this case) are the ones who contribute to the bottom line of your company.  A great percentage of your clients occupy a great part of your time, but […]

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5 Ways to Keep Your Practice Afloat in a Recession
5 Ways to Keep Your Practice Afloat in a Recession

February 23rd, 2022

We’ve all been reading over the last few weeks how the bottom is falling out of the stock market and individuals are losing over 30% or more in their 401K or pensions. You might deal with others, as customers, who are now attempting to get you to lower your prices, or when you call one […]

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Know What Your Client Expects Before You Advertise

February 9th, 2022

Most insurance agents know the demographic information about their clients, but this is only half of the battle.  To me, the most important item is to determine how a customer typically learns about your product or service and what motivates them to buy.   Once you have identified who your likely prospects are, you must […]

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How to Leverage Technology for Insurance 2022

January 14th, 2022

At my last meeting, I was asked about the new Social Media websites and whether attendees should sign up and how to use the media to enhance their business.   With all of the online marketing and social media tools that are available to you today, there is no reason you have for not promoting […]

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INSURANCE Marketing VS. Selling
Marketing VS. Selling

December 14th, 2021

Which is more important? Marketing or selling? Whenever I do a seminar, or when you look at the questions I receive from my subscribers, there’s most often the question of what is more important, selling or marketing? I receive statements such as, “I’ve been going to various seminars, reading many books, and as a result, […]

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Insurance-Making your Competition Irrelevant
How to Make Your Competition Irrelevant (and leave them in the dust)

November 27th, 2021

Here are a few ways I’ve used to make my competition irrelevant…   Focus on the moment of truth, the place or position that your products or services will be offered to the customer. For example, if you have a retail establishment, this may be a wall display or a counter display. On the internet, […]

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INSURANCE_Make Doing Business with Your Company Fun
How to Make Doing Business with Your Company Fun

September 29th, 2021

It always surprises me that most companies never put themselves in their clients’ or prospects’ positions. I say this because I see so many companies that make doing business with them so hard. For example, if someone calls your company and a telephone operator is their first contact, can that customer support operator make a […]

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INSURANCE-5 Reasons Why Prospects Stop Reading Your Ad Before They Buy
5 Reasons Why Prospects Stop Reading Your Ad Before They Buy

September 8th, 2021

Probably 99.9 out of 100 prospects will not spend the time to read your unsolicited ad or direct mail piece.   The reason is that you are “interrupting their lives.” The simple act of having an ad or sales letter before a prospect will bring them to the proverbial “fork in the road” and forces […]

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INSURANCE_Building Your Brand - How to (Efficiently) Introduce Yourself
Building Your Brand: How to (Efficiently) Introduce Yourself

August 25th, 2021

It’s been a while since I blogged about building your brand. Since then, I have received many private emails from members, mentioning their occupation and asking me to come up with a phrase to brand themselves.   This is so very important to anyone who networks or meets prospects that they want as clients. So […]

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INSURANCE-4 Ways To Grow Your Local Insurance Practice for FREE
4 Ways To Grow Your Local Insurance Practice for FREE

August 6th, 2021

Create a Company Facebook Page Put up a sign at your location asking patrons to “like” your insurance agency/practice on Facebook for a free service or other giveaway. Have a great database software system and email out at least once-a-month special offers. Send anything that will keep your business in your customers’ minds.  Find nearby […]

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INSURANCE-What to learn from the Coke fiasco
What to learn from the Coke fiasco

July 16th, 2021

I was just thinking about why Coke made the decisions they made when they took the old Coke off the market and instead created New Coke, and it turned out to be a disaster. I googled Coke and found out some interesting information that I feel pertains to all of us that are in business. […]

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INSURANCE_Are your Employees your Ambassadors
Are Your Employees Your Ambassadors?

June 23rd, 2021

I recently read an article where Herb Kelleher, the individual who made Southwest Airlines famous, said the following.   “Southwest’s communication, its message, is its people.” That means that they have trained their employees to be the ambassadors of their company. If any of you have flown on Southwest, you know what I mean. Whenever […]

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A secret for getting known on LinkedIn

May 10th, 2021

If you are on LinkedIn, you joined to use this social media venue to create potential clients.  The greatest stumbling block has been that many of you think that it’s wrong to self-promote yourself and/or your company. I have to agree with you. I also found it difficult.   So, I didn’t pursue self-promotion. Instead, […]

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How to Grow & Sustain Your Insurance Practice During the Pandemic

April 30th, 2021

In this Question and Answer Session, Ken Varga discusses key ways to grow and sustain your Insurance Practice during the COVID-19 pandemic. Ken Varga, has built 35 successful, profitable businesses in his career of 38 years. One of Ken’s off-line businesses had over 460,000 ongoing customers. He has also developed and sold multiple businesses for […]

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Why Stories Sell More Products than Marketing

April 27th, 2021

“All Marketers Tell Stories.” I was recently reminded of Seth Godin’s book with the same title the other day when I was looking at new cars… The salesman was very polite and talkative. Which isn’t bad. He started telling all kinds of stories, and when I asked him for further information and where I can […]

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An Unknown Secret of Customer Service

April 12th, 2021

I hate it when things go wrong. I’m always positive and when something goes wrong it totally throws me off. This could always happen when you have an angry customer, who has been let down by some part of your product or service.   Don’t panic. This could be an opportunity to show them how […]

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INSURANCE-Don’t Do these 3 Things if You Want to Profit from Your Social Networking Profile
Don’t Do These 3 Things if You Want to Profit from Your Social Networking Profile

March 3rd, 2021

In prior blog posts on social networking, I mention how to use it for marketing. Today, I want to go over three things that I found people are doing, that you shouldn’t be doing.  Sharing too many personal details.If you wouldn’t be comfortable sharing something at a networking event, then you probably shouldn’t be sharing […]

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INSURANCE-Becoming a Fearless Insurance Pro in Uncertain Times
Becoming a Fearless Insurance Pro in Uncertain Times

January 11th, 2021

Today is very uncertain. We recently heard of the new strain of the COVID virus. Then there’s the unfortunate crash of the Sriwijaya Air jet about 12 minutes after take-off from Indonesia. And the crazy thing is, it’s only half of the first month of 2021! Nobody knows what happens next, that’s for sure. And […]

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10-best-and proven-tips-for-growing-insurance-practice-on-a-budget
10 of My Best (and Proven) Tips for Growing an Insurance Practice on a Budget

December 3rd, 2020

Behold… my ten most kept, most widely used, and most proven tips for ANY insurance agent – regardless of niche – to grow your practice or agency even on a tight budget. Make a journal. If you don’t have a journal, I would suggest that you purchase one at your local store. If not, grab […]

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Insurance-Are They Buying or What? 4 Steps to Convincing “Almost Clients” To Do Business With You
Are They Buying or What? 4 Steps to Convincing “Almost Clients” To Do Business With You

November 10th, 2020

All of us have a hoard of prospects that were initially attracted to us for some reason or another.  It could have been your ad that attracted them. A direct mail piece. Or any other method you might have used to attract that prospect. Once you have attracted that prospect to look at you, they […]

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INSURANCE-How to Create A Client Before Your Competition
How to Create A Client Before Your Competition

October 26th, 2020

When I had my 35 companies, I created ways to be in touch with them constantly.  At least once a month. With the advent of the Internet, I was able to communicate with them on a weekly basis simply by pushing a button.    One of the companies I had insured over 600,000 nurses for […]

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INSURANCE-Top 4 Techniques to Get Critical Client Feedback
Top 4 Techniques to Get Critical Client Feedback

September 21st, 2020

If you can get accurate and worthwhile information from your clients, you will put yourself way ahead of your competition. There’s an old saying, “Information is King.” Here are a few ways to get this valuable information: 1. Ask them. The easiest and simplest way to find out what your clients want from your service […]

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INSURANCE-The Most Important Element in Any Insurance Business (It’s Not About Making Profit)
The Most Important Element in Any Insurance Business (It’s Not About Making Profit)

September 7th, 2020

Stop for a moment and ask yourself this question… “What is the purpose of my insurance business?” Most individuals would say, “To make a profit.” Personally, I feel that is the wrong answer. It’s part of the answer, but not the answer. Profits are a result or an outcome of what we do and they […]

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INSURANCE-How to Get Your Clients to Always Like You (And Always Buy From You)
How to Get Your Clients to Always Like You (And Always Buy From You)

August 25th, 2020

Two weeks ago I had to fly to Salt Lake City and since I arrived at the airport early, I decided to go to the Airlines Club in the Concourse. I sat down and opened my computer to write another article for you. When all of a sudden, something caught my eye.  There were three […]

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INSURANCE-How to Get More Sales Using a Marketing Funnel (And What Sequence to Use)
How to Get More Sales Using a Marketing Funnel (And What Sequence to Use)

August 11th, 2020

A systematic approach is the way you should market your insurance practice.  You might ask yourself, “ Why should I use a Marketing Funnel?” The most important reason is that it results in more sales. And more sales means more profitability. That should be reason enough, but the real question is why do you get […]

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INSURANCE-Why Having a Subject Line in Your Email is 2000% More Effective
Why Having a Subject Line in Your Email is 2000% More Effective

July 24th, 2020

“Email is a powerful sales tool for any insurance agent. And just like any powerful tool, if it isn’t used properly, bad things will happen.” When it comes to learning what works in getting more prospects to open your email, you don’t have to do very much research before you find that most people will […]

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INSURANCE-How to Quickly Bring in a Bunch of New Clients (Without Breaking a Sweat)
How to Quickly Bring in a Bunch of New Clients (Without Breaking a Sweat)

July 14th, 2020

I’ve been teaching the value of this “technique” for many many, years because it is an incredibly effective way to put people in your business and increase your customer base. I put “technique” in quotes because it’s not a technique so much as common sense. You don’t have to study or practice it. You don’t […]

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INSURANCE-A-Secret-to-Convince-Everyone-to-Connect-with-You
A Secret to Convince Everyone to Connect with You

June 29th, 2020

I’m often asked on my coaching calls, “Why do people who are visiting my various social media platforms aren’t communicating with me after that first visit?” This is a problem many insurance agents have. It’s just not enough to just say “Follow us on Twitter” or Like our Facebook Page”.  You have to give a […]

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INSURANCE_ Blogging-for-riches
Blogging for riches

June 16th, 2020

Have you ever heard of a “Fatkini?” I never did before but I heard of a woman named Gabi Gregg. Blogging in a fatkini has made her very wealthy. She is a plus-sized woman who specializes in blogging about the plus-size fashion industry.  Gabi was blogging for quite a while when she had an epiphany. […]

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3 Areas to Automate Your Profits In (#3 is critical to grow your insurance practice)

April 29th, 2020

I’ve always been a firm believer in fully automating my website and so should you. You can then focus on the marketing side of things and not the maintenance side. That is the main reason why I believe in automation.  The internet provides three very powerful elements in the marketing world that no other marketing […]

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INSURANCE_Are-you-better-than-the-competition
Are You Better than the Competition?

April 13th, 2020

In my last coaching program, I asked the audience how they knew that they were better than their competition. Many responded positively. Then one member asked me, “Ken if you were opening up a hamburger place, and you had to make it successful, what would you do, since on each corner, within 10 blocks there […]

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INSURANCE_A Secret Very Few Insurance Agents Use
A Secret Very Few Insurance Agents Use

March 25th, 2020

When I was building my companies, I often would ask myself the question, “Why would someone want to do business with me?” I surprised myself with the many answers I came up with. But the one that always resulted in clients was the “Attraction I set up for them to become my client.” It doesn’t […]

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INSURANCE_Are You Available to Your Clients When They Need You?
Are You Available to Your Clients When They Need You?

February 26th, 2020

24.7.365 That is the minimum acceptable availability time you should offer. Ever order anything on the internet after 10 o’clock at night? Of course, you have. Everyone has. Could you have gone out to the store at 11 o’clock at night? Or bought that toy at midnight? People buy automobiles nowadays at 1am and think nothing […]

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3 Essential Elements To Making A Sale

February 12th, 2020

If you are a relationship-oriented insurance agent, there are three essential elements to making a sale. If you are missing one element, you either won’t make the sale or possibly wish you hadn’t made the sale at some point in the future. The three elements are Chemistry, Timing, and Money. Chemistry is a rapport or […]

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INSURANCE-Got satisfied clients_ No, you got “vulnerable” clients
Got satisfied clients? No, you got “vulnerable” clients

January 28th, 2020

One of the main reasons “customer satisfaction” is a meaningless statistic is that it is not predictable, let alone measurable, as related to business growth. Right about all customer satisfaction people, from marketing to award companies, are saying to me that I am a “know-nothing” human who has no concept of business. “You must have […]

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