Archive for the ‘Ken’s Blog’ Category

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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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