InsuranceNewsNet Magazine July 2010 : Page 12
How to DOUBLE Your SALES in 12 Months An Exclusive Interview with Chet Holmes by Paul Feldman, Publisher CHEt HOLMES is an acclaimed corporate trainer, strategic mastermind and business growth expert to more than 60 of the Fortune 500 companies. His most recent book, the Ultimate Sales Machine – a New York times bestseller – helps sales managers turbocharge their business by relentlessly focusing on 12 key strategies. Chet developed many ofhis ideas while running nine divisions of a company for billionaire Charlie Munger (partner of Warren Buffett). Chet dou- bled the sales volume of each division, most within only 12 to 15 months, and continued doubling sales for several years. Charlie has called Chet, “America’s greatest sales and marketing executive.” 12 InsuranceNewsNet Magazine July 2010 All pRoducERs And AdvisoRs dREAmof having their lead generation, marketing and sales operate like a predictable, well-oiled machine, one that delivers consistent and predictable results over and over. We asked bestselling business author, Chet Holmes, how insurance producers can create their own “Ultimate Sales Machine” and the four major strategies that any insurance producer can apply immediately to their busi- ness to achieve astonishing results. This interview is part of a special series in which we ask America’s top sales and business gurus how insurance producers and advisors can improve their businesses, sales and personal lives. » FELDMAN: chet, you have four proven strategies that can help a producer double their sales in 12 months. What is the first thing a producer can do? HOLMES: one of the things that insurance agents don’t do very well is target effectively.We have whatwe call the best buyer strategy.The best buyers usually live inthe best neighborhoods, so what we teachpeople ishow toreach them, and
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