Let's Talk Business. Insurance!: Recent Episodes
Juan Adame
Do you love Sales & Marketing? Are you in the Property & Casualty Insurance Industry? Insurance Professional Juan Adame will not disappoint in this fun, high-energy weekly podcast! New to Commercial Insurance Sales? Looking for tips and tricks to sell more Insurance? This podcast teaches sales strategies to write more Insurance policies, higher premiums, cross-sell more accounts, and how to truly enjoy your Insurance Sales career! No games, gimmicks, or high-pressure sales tactics here. So put your headphones on or your earbuds in and get ready to talk business. Insurance!
It's been a while, hello fellow listeners! In this long-awaited episode, Juan goes deep into his strategy on how to sell more workers comp policies. Having been an AVP for a large nationwide workers comp carrier in the past, Juan goes deep into the sales and underwriting aspect of how to win workers comp policies! He discusses the 3 main areas of concern for most new Property & Casualty Commercial Insurance producers: What general information is necessary for a workers comp quote? Also, what are the common additional pieces of information your workers comp underwriters will need from you to get more competitive quotes? Lastly, how do you turn all of this into a sale? Basically, how do you sell the sizzle to win more workers comp policies! Enjoy!
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In this exciting episode, Juan dives deep into the art of selling General Liability policies! This is where he spent a lot of time during his career, selling GL policies. Juan discusses 3 challenges that many new Commercial Insurance Professionals face. #1 is "How do I set this GL opportunity up for success?" #2 is "What important information do I need to collect to get a fast and easy GL quote from underwriters? #3 is "What sales tips and tricks can I use to win the account?" The solutions Juan shares are fire! Enjoy!
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In this exciting episode, Juan teaches Secret #1 to Selling More Business Insurance! He discusses exactly what new Insurance Professionals need to do for success. Surprisingly, it has nothing to do with Insurance knowledge or Sales ability. Juan teaches how to win with your questions and listening skills- Enjoy!
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Juan is back! After a few months of planning, Juan has returned in this fun episode recorded on Spotify’s Greenroom app! In this first episode of Season 3, we discuss 3 common questions Juan receives from new Commercial Insurance agents & brokers. What is the normal learning curve for someone new to Commercial Insurance? Why is Commercial Insurance so difficult to learn? Finally, What can I do right now to increase Commercial Insurance sales when I’m so new?
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In this final episode of Season 3 regarding Prospecting, Juan teaches how to finish your Prospecting Call and set it up for Success! He gives you the 3 things you must do before ending each prospecting call. Juan teaches you how to ask the right questions to find out how the potential new customer prefers to do shop their Business Insurance Needs. He also shows you how to get clarity on your strategy to earn the customers business when you call back at their renewal date. Lastly, Juan gives a quick tip on the art of Cross-Selling that you must hear. Enjoy!
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In this exciting episode Juan shows you exactly what you need to do to convince the Business Owner to give you a chance to earn their business! Now that you are making prospecting calls, and you have gotten past the gatekeeper, now you have to confidently ask for the X-Date. Juan shows you step by step how to ask the business owner for the opportunity Professionally. Politely. Clearly. Confidently. So get ready to take notes and be motivated to win that X-Date. Enjoy!
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In this thrilling episode, Juan goes deep into the details on how to succeed at one of the toughest parts of any prospecting call. Getting through the gatekeeper! You can't get an opportunity to discuss the Business Insurance with the owner until you get past the gatekeeper, and Juan shows you exactly how to do just that in this episode. Juan shares with you how to have a winning mindset when it comes to prospecting! He discusses how to make your message crystal clear to your customer. Juan also gives you the secrets to making the gatekeeper your best friend and cheerleader to the business owner so that you can get the opportunity to earn their business. He even breaks down a prospecting call phase by phase, exactly how the call will play out. Real nuts and bolts training on how to get through the gatekeeper and win. Enjoy!
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Get ready for this fantastic episode on How To Prospect! Juan dives deep into Prospecting strategy. He discusses the best Business Insurance Leads for Prospecting, and how to get the best ROI from your Commercial Insurance Prospecting! Juan also gives us his 3-Step Strategy for How to Prospect for New Commercial Insurance customers. What do I say? How do I say it? When should I say it? These are all discussed in How to Prospect for New Customers. Enjoy!
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Juan Adame is back with the Second Season of his Podcast "Let's Talk Business...Insurance!" Season 2 is focused on Prospecting! In this super motivating episode, Juan dives deep into the question, "Should I be Prospecting for new Commercial Insurance customers?" We discuss the key differences in the types of Commercial Insurance marketing strategies: Prospecting, Mail Campaigns, Lead Purchasing, Referrals, and Social Media. Juan also goes deep below the surface detailing some of the types of customers these marketing strategies may produce. He compares each strategy and gives his professional opinion on the advantages and disadvantages. Juan also introduces the top 3 reasons why you should be Prospecting for new customers each day and outlines a strategy to conquer the biggest challenge of them all... how to quickly grow your Commercial Insurance Book of Business! Enjoy!
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In this exciting and final episode of Season 1, Juan discusses the final step in the Sales Process...How to make successful follow-up calls! Do you ever have anxiety when it is time to make follow-up sales calls to your customers? Have you ever felt like follow-up calls are a waste of time and mostly do not work? Juan suggests that maybe most salespeople are just not making these calls correctly! In this action-packed season finale, Juan gives you the 3 keys to making successful follow-up calls. It's all about mindset. It's all about strategy. And lastly, it's all about execution! So get your pen and paper ready and let's master follow-up sales calls!
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In this week's episode Juan shares the secrets to one of the most difficult parts of any Sales call....Closing the Sale! Closing Sales can be very stressful for Commercial Insurance agents, and most lack the know-how and confidence to do it right. Closing the sale takes knowing the who, what, when, why, how, and even where. This is Juan's specialty! Juan shares 5 money-making tips when it comes to asking for the sale! Everything from objections, confidence, strategy, and presentation skills. This episode is jam-packed with value. Enjoy "Closing The Sale!"
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In this action-packed episode, Juan dives in to the 3rd Step of the Sales Process- Make Recommendations! Juan discusses 2 critical areas that most Commercial Insurance agents struggle with. These areas are handling initial objections and starting a conversation about Insurance coverage. Sometimes the best defense is a great offense! So Juan teaches you how to use specific questions and power statements to head off potential objections and initiate coverage conversations! Juan shows you step by step how to get the customer out of the "price" mindset and into the "coverage" mindset. How to build anticipation for your Business Insurance proposal, get more premium, and leave the door open for more policies to protect your customers better. This episode is packed with money making strategy! It's time to Pre-Sell. Enjoy!
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In this classroom-style episode, Juan teaches you how to properly gather the information needed for a Business Insurance proposal! We discuss how professional Insurance agents get the story behind the business, not just the data. He teaches you how to ask the right questions and use power statements to get the information you will need to set up your sale. Juan shows you how order takers just gather the data for a quote, and end up missing key opportunities to build a relationship and trust with a customer. He also teaches what areas of the business story to focus on. What to say, and what not to say to customers really open up about their business. So put on your thinking cap, and get ready to take some notes. This episode will really get you thinking like a top producer! Enjoy "Don't be an Order Taker!"
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In this very strategic episode, Juan discusses one of the biggest struggles in dealing with distracted business owners. How to start a GREAT conversation about their Business Insurance! Juan gives you 3 tips to push these conversations in the right direction for success. Also, we explore the top 3 mistakes agents make when trying to get the customer to share. Juan asks the tough question "Are you going to be an order taker or a relationship maker?" This episode is packed with strategy, so get your pen and paper ready for this one!
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In this exciting episode Juan asks you the tough, self-reflecting questions about your sales calls. Questions like "How would you score your sales calls on a scale of 1-10?" and "How do you evaluate the effectiveness of your sales calls?" We discuss the benefits of having a Sales Process and how you can use it to become a top-producing sales professional. Get ready for a great discussion to really get your sales ideas flowing!
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In today's awesome episode, we introduce why it's important to know your sales style and we help you identify yours! We discuss the characteristics of top producing salespeople and we break it down into the 2 primary sales styles. Juan really gets you thinking about your tendencies when making sales calls and closing sales, then promises to use these as a starting point in your sales training success. Enjoy!
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How do I sell Commercial Insurance? Why is it so difficult to just get a quote? How do I get customers to know, like, and trust me? Where can I get the training I need to be successful? How do I navigate all of these things to win? These are just some of the questions that Insurance Professional Juan Adame tackles in this weekly podcast focused on Commercial Insurance Sales Training. You may have heard the saying that sometimes the fastest way to get where you want to go is to ask directions from someone who is already there! Juan shares sales tips & tricks that have made him successful in the Insurance Industry on both the retail side of Insurance selling policies, as well as the Insurance Carrier side of the business working with Insurance agents.
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