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May 25, 2014

Why Is Social Media Non Social?

Do you ever take the time to read through sales people’s social media posts? What about the words social media make sales people or insurance agents nonsocial? I have a lot of friends and agents that post the most nonsocial things on Facebook, Twitter and LinkedIn. Some actually stop because they say it is a Continue reading →

Tim Wilhoit

Educational

March 9, 2014

Sales Objections or Lame Excuses?

I have been selling and training sales professionals to sell for over a quarter of a century. I am always amazed at the obstacles the sales person or insurance agent has to overcome with a prospect. Prospects come up with some great sales objections or I call lame excuses. I understand not having the money Continue reading →

Tim Wilhoit

Educational

December 15, 2013

This Is What I Learned Writing Blogs

>As I am writing Blog #99 after my first two years of writing blogs, this is what I have learned. First, the title is very important, and it should be a question. Second just because I like a certain blog doesn’t mean it will be successful. Third, content is huge. Writing about things people want Continue reading →

Tim Wilhoit

Educational

October 13, 2013

Are You Counting Your Soup Beans For Sales?

When you hear the term bean counter, most of us think of an accountant. However, really good salespeople and insurance agents understand counting beans is important to the sales business as well. Meaning sales is strictly a numbers game. The old saying of “some will, some won’t, so what, next” is very Continue reading →

Tim Wilhoit

Educational

August 11, 2013

First Blog of The Series about Communication-Words

As an insurance agent and professional salesperson there is no greater skill than good communication skills. Over my two plus decades of sales experience, I have heard of just about every closing technique in the book. I understand how to posture a prospect into writing a check for a one call close. I understand fear Continue reading →

Tim Wilhoit

Educational

February 10, 2013

Is Fear The Best Motivator?

In the selling process is fear a better motivator than pleasure? What if you sell insurance and protect people financially from the incidents they fear most? Are people more likely to buy when they fear loss or gain pleasure or peace of mind? Let’s explore what the experts say.

Psychologists who have studied our brains Continue reading →

Tim Wilhoit

Educational

February 3, 2013

Will 80 Yr Old You Be Happy with 30 Yr Old You Saving For Retirement?

I am constantly working with young working Americans to set aside systematically just a little money for their own retirement. If you look at government statistics from the department of Employee Benefit Research Institute, Americans are not doing too well. According to the EBRI 33% of working Americans have not started a retirement Continue reading →

Tim Wilhoit

Educational

September 21, 2012

A $3 Million Cup of Coffee?!

I was doing a quick presentation to a networking group this week and I wanted to be visual. I brought a regular Starbucks coffee cup and the same size McDonalds coffee cup. I asked the group if anyone knew somebody that was a caffeine addict and everyone raised their hand. I held up the Starbucks Continue reading →

Tim Wilhoit

Educational

August 12, 2012

How To Handle Objections

As a sales trainer, this is actually one of the most common questions I see from newer agents. Truth is if you do a good job building rapport, trust, listen to the client’s needs and show your product or service as a solution to their problem, you shouldn’t get objections. Almost always the true objection Continue reading →

Tim Wilhoit

Educational

August 5, 2012

How To Build Rapport

One of the most important steps in a sales process is building rapport. What is rapport? The dictionary definition is relation, connection, especially harmonious or sympathetic relation or simply put commonality. The salesperson must find common ground. Statistics have shown 8 out of 10 people make a purchase because they like the salesperson or Continue reading →

Tim Wilhoit

Educational

June 29, 2012

Which Networker Are You?

So you think you know how to network? Most salespeople consider themselves as a good networker, but yet they will admit they don’t pick up too many good referrals from it. Why, if you are good at it, wouldn’t you have a lot of success at networking functions? Reality is most people are going about Continue reading →

Tim Wilhoit

Educational

June 23, 2012

Is Your Why Big Enough To Succeed?

So, why is the why so important in your business? I’ll tell you why. It’s the why that becomes your passion. Without passion, your business will not succeed over a long period of time. Let’s face it, when we start our business or insurance agency, we are excited. It is the thrill of new things Continue reading →

Tim Wilhoit

Inspirational

Call: 855-729-8178

855-729-8178

855-729-8178

Sales Objections or Lame Excuses?

Are You Counting Your Soup Beans For Sales?

First Blog of The Series about Communication-Words

Is Fear The Best Motivator?

Will 80 Yr Old You Be Happy with 30 Yr Old You Saving For Retirement?

A $3 Million Cup of Coffee?!

How To Handle Objections

How To Build Rapport