Success is Voluntary: Recent Episodes
Tim Martin
Adam Michaels is one of the sharpest guys in the industry. So if he stops by to talk about the Gig Economy and how Insurance Agents are going to fit, you might want to listen (and take some notes.)
Kaitlyn talks about the trends in telehealth vs telemedicine, and why most telemedicine programs sponsored by health plans struggle to get above 5% annual utilization. AllyHealth, the company she works for, averages 50-80%
How much time are you spending on non-revenue generating activities? What if you could focus 80% or more of your week actually making money? Mark and Anne show us how.
To displace competitors, or win your dream client, Anthony Iannarino believes you must “enter from the right.” Anthony’s latest book Eat Their Lunch. is excellent. He stops by to unpack it! Click Here For Shownotes
Matt Ward is a serial entrepreneur, venture capitalist, and futurist. He believes that there are very few careers that are safe from automation and artificial intelligence. Will it impact you? Listen to find out.
I’m not sure why I have never explored selling Medicare Supplements. Sylvia Gordon explains how senior products can really help your clients, and oh yeah, it’s very profitable.
Curtis Ray has astounded and frustrated some of the most successful financial advisors at some of the largest financial firms in the country. He came on to show us why they aren’t very happy with him. Click Here For Shownotes
Cliff Ravenscraft taught me (and hundreds of others) how to podcast. He is now on a mission to teach thousands of people how to “Free The Dream.” If you think your life was meant for more, you are in the right place! Click Here For Shownotes
Blissfull is not the first word that I would ever use to describe prospecting. Jason Bay tells us how to leverage the incredible resources we have at our disposal to avoid cold call Hell.
Matt Halloran believes that everything we used to know about communication has changed. To market effectively today, you must be in your prospect’s/customer’s social media feed, when they are.
Aaron Walker started building his empire when he was 18. He sold his business to a Fortune 500 company at 27 and retired. It didn’t stick. He retired again at 50. It didn’t stick either. He now focuses on significance over success. Learn why!
Leo Quinn is on a quest to receive 1,000 noes this summer. Why on earth would he do that? Two reasons: 1) He understands this will lead to more yeses. 2) He loves former SIV guest Andrea Waltz’s book: Go For No
Tim Martin joins the Top Advisor Marketing Podcast to talk with host Matt Halloran about why it is imperative to recruit new agents and advisors to grow your business. More importantly, it’s the right thing to do.
Alex Lombard has over 1 million followers – just on Instagram! I have 151. Maybe it’s time you and I figured out how to actually leverage social media instead of watching cat videos.
John Reid contends that sales training is designed for the lowest common denominator. He’s not wrong. We unpack his book Moving From Models To Mindsets.
I love Jonny Burgess! Even if he did almost get me fired. I first had Jonny on the SIV episodes back in 2014. He had just written and published his book You Can Too. The book details his start in the Voluntary Benefits arena and the challenges he had to overcome. (Apparently, his kids wanted … Continue reading "SIV #077: Jonny Burgess Returns!"
I don’t know about you, but if I’m being completely honest and transparent, I haven’t done a very good job saving for retirement during my career. About 7-8 years ago I got serious and started to find ways to invest in my future. After talking to this week’s episodes guest, Daniel Blue, I have a … Continue reading "SIV #076: It’s your money!"
I am NOT a fan of the IRS. We have tangled more than once and shockingly I have yet to win… Today’s guest Elizabeth Hale is a CPA that specializes in business accounting. She is definitely a fantastic resource for the self-employed. Click Here For Shownotes
I met Ken Coleman through a series of events and I am so thankful to connect with him. He has challenged my thinking and I‘m relatively sure he will yours as well. I’m really interested in finding out if you are a 5% er. Just shoot me an email to tim@successisvoluntary.com. Click Here For Shownotes
Andy Neary was introduced to me by our mutual friend Eric Silverman. I loved doing this interview. On the Success Is Voluntary podcast we often talk about mindset or we do a deep dive on technical skills/strategies. This time we did both. Click Here For Shownotes
If you saw someone talking to their dog like you talk to yourself, you would probably want to intervene and tell them not to treat their dog that poorly. Click Here For Shownotes
“I took the scenic route. It’s been a longer journey than I thought. But EVERY SINGLE DAY I GET: A little better. A little smarter. A little closer to my goal. As long as I’m breathing, I’m on my way.” Click Here For Shownotes
Eric Silverman returns to talk about how the Voluntary Benefits market has changed and where it is headed next. Warning: This episode is not for the faint of heart. Click Here For Shownotes
Wes Schaeffer says, “Always be closing doesn’t fly today.” (If you haven’t ever watched the famous scene from Glenngary Glen Ross I’ve included a link. CLICK HERE) WARNING!!! It is not safe for work. Click Here For Shownotes
On the EOFire podcast, John Lee Dumas interviews top entrepreneurs and business leaders. He has interviewed 2,100 people and the list of people is insane. Click Here For Shownotes
When John O’Leary was 9 years old, he suffered burns over 100% of his body and was expected to die. He is now an inspirational speaker and author. If this podcast doesn’t inspire you, I give up. Click Here For Shownotes
“Don’t pay too much attention to the path everyone else has created. Just pay attention to the goal you’re trying to reach. Feel free to cut your own path through the woods.” – Gerry Sandusky Click Here For Shownotes
Dove Gordon believes people don’t complete the path of mastery because: 1) They don’t know it exists. 2) They never start down the path. 3) They start down the path but stop when they hit an obstacle. Click Here For Shownotes
Randy Gage believes we are programmed with mind viruses. We are infected with many of these mind viruses by organized religion, the government and what Randy calls the “Datasphere.” Click Here For Shownotes
I promise you that over the next 40 minutes, Larry Winget is going to say something that will offend you. And you know what? He doesn’t care. Click Here For Shownotes
How do you make strategic gifting and radical generosity a key competitive advantage? Don’t worry if those two concepts are foreign to you. They were to me too. John Rhulin explains. Click Here For Shownotes
There is a paradox of achieving what you want by focusing on the other person’s interests. Not in a way that is self-sacrificial but rather in such a way that all parties benefit greatly. Click Here For Shownotes
How do you stand out on the web, avoid “marketing speak,” and allow customers to endorse you? Patrick Galvin explains the answer is easier than you think. Click Here For Shownotes
Mark Brown explains how the “lessons” from Rocky 3 changed the way he speaks. Click Here For Shownotes
Eric Silverman talks about things that might not sit quite right with you… And that’s great! Eric would love to start a conversation with you and listen to your point of view. Click Here For Shownotes
We know we can’t always pick winners. But how do we discover and look for the characteristics that winners possess? Brett “Coach” Davenport teaches us how. Click Here For Shownotes
Prospects have a hard time saying no. Andrea Waltz wants you to make it easy for them… Wait, what?!?! Click Here For Shownotes
“What’s the ONE thing I can do, such that by doing it, everything else will be easier or unnecessary?” Geoff Woods helps us unpack this central theme of the book The ONE Thing. Click Here For Shownotes
“You have to think about your stuff more than you think, but not as much as you’re afraid you might.” – David Allen Click Here For Shownotes
Jeb Blount explains why so little has been written on objections and what has been taught is dead wrong. You should take it personally! Click Here For Shownotes
Phrases like, “How are you doing?” or, “Am I catching you at a bad time?” are dumb. Dumb salespeople use them. Don’t make it easy for the prospect to lump you in with the idiots. Click Here For Shownotes
I was asked to appear on Tyler Wagner’s podcast “The Business Blast.” Tyler asks the same set of questions to each guest. It is fascinating to listen to how different people perceive the world. Click Here For Shownotes
Dave Martin’s strategy for successful recruiting is hard to execute but easy to understand. Click Here For Shownotes
Dave Martin shares his absolute best strategy and what he looks for when hiring a salesperson. Click Here For Shownotes
Paul Flatley explains that for more than 15 years, there has been the promise that someday in the near future, most doctors’ visits could be done via a webcam. They lied to us until… Click Here For Shownotes
You would have to live under a rock to not know by now that the opioid crisis is destroying lives and tearing families apart. Is there hope? Dr. Paul Flatley thinks there is. Click Here For Shownotes
I have been preaching the importance of a personal development plan for a long time now. With Steve Cunningham suggestions we can take our development to the next level. Will you join us? Click Here For Shownotes
The 5 things you absolutely must know before you can choose a Voluntary Benefits agent to protect your family. Tim Martin appeared on “Money – The Name of the Game” with Steve Savant. Click Here For Shownotes
There is a multitude of Voluntary Benefits insurance companies in the marketplace with more entering all the time. So how do you know which company to choose to protect your family? Tim Martin appeared on “Money – The Name of the Game” with Steve Savant to explain. Click Here For Shownotes
Not all Voluntary Benefits policies are created equal. As consumers are becoming more aware of the need for Voluntary Benefit protection, they are often overwhelmed by the myriad of insurance policies they have to choose from. Tim Martin appeared on “Money – The Name of the Game” with Steve Savant to explain. Click Here For … Continue reading "SIV #042: Provisions of a Voluntary Benefits policy"
As a consumer, you need to make sure that you protect your family from the devastating financial realities that often ensue after a serious accident or illness. To make sure your family is protected you must choose the right policies for your family. Tim Martin appeared on “Money – The Name of the Game” with … Continue reading "SIV #041: The basic types of Voluntary Benefits"
A 2015 Harvard study found that the leading cause of bankruptcies (just over 60%) was due to medical expenses. The surprising finding of this study was a majority of the people, that filed for medical bankruptcy, had medical insurance. Tim Martin appeared on “Money – The Name of the Game” with Steve Savant to explain. … Continue reading "SIV #040: The need for Voluntary Benefits"
Gary Hoy speaks and trains salespeople all over the country. His sole focus is on getting salespeople to slay their fear of prospecting/cold calls. Click Here For Shownotes
My friend and mentor Les Heinsen (and two-time SIV Podcast guest) told me many years ago, “All growth begins with personal growth.” Joe McCormick absolutely believes him. Click Here For Shownotes
Bill Cates has revolutionized the way sales professionals acquire ideal clients by adopting a proven process to generate personal introductions and communicate a more compelling value proposition. Click Here For Shownotes
Does the job description you use in your hiring process suck? Paul Freed thinks it probably does and wants to help you avoid the dreaded “and other duties as assigned.” Click Here For Shownotes
In 2010, I related to Bill Murry’s character in Groundhog Day. I felt that every day I was doing the exact same things over and over and over again. I was desperately stuck. Then I chose to do something about it. Click Here For Shownotes
When I relaunched the Success Is Voluntary blog and podcast this January, one of the first congratulatory emails I got was from Tom Hopkins. Tom was gracious enough to come on again! Click Here For Shownotes
It’s instantly apparent to your prospects and customers if you aren’t connected to your why. David Mead explains shy your actions, and your stated why, must be congruent. Click Here For Shownotes
How is it possible that natural aptitude could possibly get in the way of success? What’s the antidote? Jackie Kohorst-Payne explains. Click Here For Shownotes
When recruiting we must understand the difference between hunting and fishing. They both have their place, but Ron Jones explains why we might not have time to hunt. Click Here For Shownotes
Les Heinsen’s superpower is his optimism and ability to encourage others. He is someone that believes in his people and helps them to see the future as it could be. As optimistic as Les is, he fully understands that optimism isn’t enough… Not by a long shot. Click Here For Shownotes
There are three things that must overlap if we are going to reach our full potential in sales. Joe Buzzello shares exactly what they are and how it allows us to do our “genius work.” Click Here For Shownotes
What is “Level 4 Value Creation?” It isn’t enough to just have sales acumen. Today you must also help your dream customer see around corners. Click Here For Shownotes
Brian Tracey once said that success leaves tracks. He was dead wrong. He was so far off that it is laughable. I explain what I mean. Click Here For Shownotes
Every rebuttal you have been taught is worthless! Unless you do the things outlined in this episode, you are just pissing off your prospect. Click Here For Shownotes
You should get down on your knees every morning and thank your higher power that most of your prospects are going to say no. ‘No’ can have many different meanings. Tom Hopkins has identified 8 meanings that ‘no’ can have. How do you know which no is which? Click Here For Shownotes
You probably think you are a sales pro. You’re probably wrong. There are (at least) eight behaviors that true sales pros engage in that armatures don’t. Click Here For Shownotes
What does where Les Heinsen sits at a banquet table have to do with leadership? Absolutely everything! Click Here For Shownotes
Mr. Paul Amos was one of Aflac’s three founding brothers. During my time at Aflac and my interactions with Mr. Paul, I learned at least 5 major leadership lessons. He will be missed. Click Here For Shownotes
Why has Disturbing Questions struck such a strong chord? Joe Buzzello and Tim Martin dive into the philosophies outlined and how a salesperson can use them to dramatically boost their closing ratio. Click Here For Shownotes
There isn’t a day that goes by where someone tells me that they would like to read more but can never find the time. Steve Cunningham has just shattered that excuse! (Spoiler alert: It has nothing to do with audiobooks.) Click Here For Shownotes
Brokers want to place VB in their client groups now more than ever. So why are they so reticent to partner with VB agents? Chris Della Sala has answers. Click Here For Shownotes
The word marketing has a connotation of something costly and complex. Michael Beck contends that the best marketing starts within three feet of where you are standing. Click Here For Shownotes
Heath Oakes contends that our whole life we have been taught to be realistic. What if that advice was dead wrong? What if it was the very thing that is holding you back? If this episode doesn’t fire you up, your wood is wet! Click Here For Shownotes
Ignorance on fire? Heath Oakes unpacks why his perfect recruiting candidate looks more like Forrest Gump than Gordon Gecko. Click Here For Shownotes
We will make more money when we stop chasing it. We get paid in direct proportion to the quality of service we give and the number of people we serve. At least that is what Michael Gallagher contends. Click Here For Shownotes
How I responded to this voice mail from a 22-year-old family friend? “Hi Mr. Martin! I’m in the process of job searching after college. After posting my resume online I’ve had quite a few responses in the area of insurance sales. I was curious as to your thoughts and what kinds of advice you could … Continue reading "SIV #012: Please Pass This On To Recent College Graduates"
Time is, and always will be, your greatest asset. Time is also the one thing that you will never have any control over. Therefore, managing your time wisely is one of the most important things you can possibly do. Click Here For Shownotes
Adam Maggio asks, “If you really care about the people in your life, why wouldn’t you offer them the opportunity to change their life?” We tend to fear the failure of a friend or family member but we have to get over that. Click Here For Shownotes
At a recent planning meeting, I literally told Joe Clark. “I don’t have time for all this planning! We’re trying to accomplish something here!! Let’s get going!!!!” I was only half-way kidding. Joe teaches us why that attitude is so wrong. Click Here For Shownotes
Brian Hicks stops by to talk about his favorite quote, “If we did all the things we are capable of, we would literally astound ourselves.” – Thomas Edison. Click Here For Shownotes
How do elite producers become elite? They understand and execute all three things Joe Buzzello has outlined in his book, The CAP Equation. Click Here For Shownotes
Bryan Yager believes that most managers get promoted to leadership by being good-doers. They fail to reach their full potential because they try to stay good-doers. To become a successful leader, stop working in your business. Instead, start working on your business. Click Here For Shownotes
Our income is directly proportionate to the service we provide to other people. The more we serve, the healthier our bank account looks. Laura Cox explains exactly how to do that. Click Here For Shownotes
WARNING: If you are someone who is comfortable making excuses for your poor performance, Andre Laflamme’s attitude and drive might make you a little squeamish. Click Here For Shownotes
Most salespeople miss at least one of the five. This leads to disaster. It’s time to get serious and make sure you nail all of these down. Unless you don’t want to make more money. Click Here For Shownotes
There is no “secret to success.” There is a formula. I guarantee that it is harder than you would like it to be. But it is simpler than you can imagine. Click Here For Shownotes
How do you navigate corporate politics? What’s the difference between leadership and management? Why do you need to be good at both? Mike Keller explains all of this and more. Click Here For Shownotes