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How do you define greatness?   Is it rallying from two strokes behind to win the Masters on the 18^th hole with literally God and everyone watching?  Would you say greatness is connecting a hail-mary, touchdown pass to the corner of the end-zone as time expires?  Or is it watching one of America’s finest receive the Medal of Honor by our President?  When experienced, greatness feels right.  It’s contagious.  It’s a gathering well for doers and dreamers.  Greatness has many definitions; however, we can all agree these words and terms are ubiquitous:  Tenacity, Focus, Positive-Minded, Selfless, All-In, Passion, Attitude, and Perseverance.

Greatness in business is just as sweet.  Just ask an Apple employee.  In a insurance, an agent may define it as reaching most or all of the new-year goals.   Or an agent may chalk up a step towards greatness as landing a new, coveted client they’ve worked years building a relationship with.  Reaching a point within your agency to add new team members certainly says you’re on the way too.  To illustrate greatness in business, look no further than Sara Blakely.   She invented footless pantyhose for women known as Spanx.  Today her company has over one billion in sales and has over 200 product lines.  By the way, she’s 41.  In a recent Forbes interview, she was asked about overcoming rejection in her first job as a saleswoman selling fax machines.  Forbes says, “Blakely remembers almost begging business owners — like the proprietor of a Clearwater, Fla. fruit and vegetable shop — to buy her products. ‘The produce stand man’s objection was that he didn’t have an electrical outlet,’ Blakely states. ‘I said, If I can overcome that, would you buy my fax machine?  Do you know what I did?  I went to the business on the corner and asked if I could run an extension cord to the produce stand.  That was my first sale.  I did this for seven years.’” 

Whether you’re curling or running an extension cord down the city block, greatness always shines bright.  It’s magnetic.  Want to close the next deal or exceed project expectations?  Then focus on the fundamentals of greatness and success will follow.

Today’s tough economic enviroment has uncovered who really cares and who doesn’t.  Give all you can to your relationship with your client (insured).  Know their business, their employees, and their cycles.  Share in the good times – be there for them in the bad times.  Long-term, sustainable relationships depend on value and compassion.    Have a great fall season!   – Todd

Look at it like this.  Would you go to the cheapest dentist in town?  Why not?  He’s licensed just like all the rest.  No, you wouldn’t.  You would prefer to see a new dentist from a referral like a friend, neighbor, or family member.  Why?  Because you trust their experience and opinion.  And because price is far down the list when it comes to choosing a new dentist.

Here’s the sad truth.  Most salesfolks are lazy.  They don’t want to work hard for that new relationship.  They want the quick sale… which begs to pitch price.  Don’t opt for mediocrity.  Think Value-Add.  How do you add value to your new prospect?  What makes YOU different than all the other yahoos pitching in your industry?  These are real thinker questions but the answers will fill your arsenal.   Have an enjoyable Spring!   – Todd

You the know the interesting thing is… I’ve never met him.  It’s true.  I’ve never met the man, the myth, my webdesigner.  Common sense in business has always guided me to do business with people I meet fact to face.  In this case it would facebook to facebook .   In any event, I live in Austin, TX and Ryan lives in Pittsburgh, PA.  This business partnership is like one I haven’t experienced before which is working in-depth with another person on a project without ever having met them.  Would this work for all projects and business relationships?   Of course not!   But the lesson here is openness and trust can be accepted and extended without a face to face relationship. 

I encourage you to check out Ryan’s website.  His work is excellent!     fringe    - Todd

These stellar companies built their high level of service by constantly tweaking the overall customer experience.   They understand that any interaction with a customer is a huge opportunity to create a WOW moment.  A moment the customer will remember.

How can agents do this?  Any insurance agency can tout service as their difference maker in the eyes of the insureds.  But how?  Well let’s start with a question.  When was the last time you visited one of your top client’s offices or operations?  And when you did, did you ask them, “What else can I do for you?” 

You may not have to drop two grand or purchase new tires, but just ask this simple question.  Believe me, they’ll tell ya!  It’s a great start to learning how to WOW that top client.   - Todd

Make ‘em visible!  Create a list numbering all of your top 20 targets for 2011.  Tape it, frame it, blog it, or shout it… let it be known to your team who you want as new clients for 2011.  Accountability will come from this exercise and it’ll be a daily reminder of how you plan to grow.

When you land one of these new clients, put that big, red check next to their name.  Kinda like a serial killer’s short list… not really, kidding, but you get the drift.  The red check is celebratory in nature.  Let your team leader or salesman mark the big, red check next to the prospective client’s name.

Remember once a prospect has been checked a new one must fill the space.  Every day you’ll see your progress and what you need to do next – visible metrics.  Have a killer March!    – Todd

Have a memorable, relaxing birthday with family and friends.  Here’s to you sir, Cheers and God Bless you!

Read his story here – Frank Woodruff Buckles

I hope your Christmas holidays were relaxing and enjoyable.  We look forward to seeing you all soon!  Cheers,  Todd