Nicholas Dobrow

#Strategy #Sales #Sports #NFL If you're a fan, or not, of the NFL - or any sports in that matter - you need to take a look to Andy Reid, Mahomes and the Chiefs. What a great team. Reigning champions, winning back to back Superbowls, the only undefeated team in the seasaon and going for the third consecutive championship (if they win it, they'll make history!). In particular, look at their last win agains the Bucks. And here are some lessons for your business: - Strategy Matters: During times when you have high uncertainty, with low probability of success, like trying to win three consecutive Superbowls as the chiefs are trying to do, or expanding your ops to new markets, or starting your new business, you MUST have a clear strategy with an actionable course and rely on it. The chiefs in their last game, going overtime from almost loosing the game. They had the ball and they took a genious strategy by A. Reid by the book, they set the pace, taking their time, running each play like they wanted to do, and finally taking the ball to the end zone achieving victory. - Build a high functional team will take time: We love sports because we see results right away, is a win or loose situation right? But it takes time to build the right team. For example, Mahomes was drafted in the 2017, so it took him 4 years just to get to level to where he is right now making history (2 years to win his first Superbowl; but 2 more for being able to win back to back championships). And Reid, he became head coach in 2012! and won his first Superbowl with Mahomes, 7 years later. So, lets rethink this business/ MBA theory of "fire fast". It will take time and a lot of money to build the right team, speacially if you want to make history. - In the end is all about sales: people, specially media, are saying that Mahomes is playing really bad, and they have statistics to back them up: just looking at the numbers Mohomes is not even in the top 5 QB's in the league right now. So how's that possible? Think about it, your best salesman is not getting his numbers up, but somehow you're doing better that last period? This is only because at the end, you as a company/ brand are getting results! So, be aware of kpi's, they are usefull but they don't tell the whole story - and this works both ways, when you're winning and loosing. In the end are you getting things done, like the Chiefs (8-0 record)? I Love sports, they teach us a lot about business and life. We might treat our business as a sports team, or as a sports career if you're more into solo sports. Watch and root for your favorite team and sport, and try to connect to your customer as your team connects with you.

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There are only four ways to reach a prospect: 1. Call them. 2. Email them. 3. Text them. 4. Send them mail. In a world where everyone wants to do the last three… I’m continually seeing the best people willing to grind out the first one. Because nothing will ever replace the phone in terms of selling effectiveness.

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👇 A simple sales question most of us forget to ask: Where do you need the most help right now? In this question, you can uncover some gold. But, it only works if you ask. Don’t be so consumed by you own pitch that forget to ask the RIGHT questions.

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Here's the hard truth: if you're not selling as much as you should, it's because you lack credibility with your prospects. We trust people we see, know, and learn from. Cold calls and emails alone just don't cut it anymore. It's time to embrace the power of social media and establish yourself as a trusted authority in your field. The Social Media Sales Academy is designed specifically for insurance advisors like you! Whether you’re P&C, EB, Life, or an industry partner, this academy is for you. It’s a live 6-week virtual course starting May 1st. The Academy will provide you with a modern blueprint. Led by Andy Neary, this course will empower you with the skills and strategies you need to effectively leverage LinkedIn and social media content to build relationships, showcase your expertise, and convert prospects into clients. Limited spots available, so don't wait! Click the link to secure your spot! https://lnkd.in/gZqp-5UZ #InsuranceAdvisors #SocialMediaSales #LinkedInMarketing #SalesSuccess

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without a doubt, this is the best advice I have read today!

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Do you want to get your prospect’s attention? Then you need to get in their phone. If there is one thing that connects every one of your prospects regardless of industry, size, or job title, it’s that they live on their phone. This is where their attention is. In sales, you are taught to go where your prospects hang out. 20 years ago I was told to go get a membership at a country club I couldn’t afford because that is where the executives hang out. Though this still may be true today, there is one place everyone hangs out, and that is the phone. While your prospects are staring at their screen, what can you be doing to get their attention there. A smart phone is the modern day country club. Its where all the attention is, and you don’t need to buy a membership to get it.

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"Zak... NO ONE talks about Gate Keepers the way you do..." 🤦🏼‍♂️ I hear that all the time when people watch the full "Gate Keeper" training video I did on YouTube. And it's true - most sales "trainers" tell you how to 'get-around' them because they are an obstacle to your goal. 🚫 I couldn't possibly disagree more. WE, AS SALESPEOPLE are the problem, not the Gate Keeper. 🥇❤️🥷🏼 The reason the stuff I teach works - is because I spent years getting my face punched in by doing it the way most teach sales to be done. But you tell me, has this ever happened to you in the field? 👇🏼👇🏼 #sales #salestips #saleslife #gatekeeper

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Would you like some cold-calling tips? Michael Weaver drops a massive one here 👇. With cell phones and spam filters, cold calling is tougher than ever, but that doesn't mean you can avoid it. Your mindset about it will determine how much success you have with it. I had Michael join me on the Bullpen Sessions podcast this week because he's had a ton of success selling insurance. More importantly, his coaching focuses on the mental game of sales, which I love. Sales can be lucrative, but no one said it would be easy. I wanted to use Episode 297 to help you shift the chatter between your ears so you can push more opportunities across the finish line. You'll find the full download in the comments below 👇.

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When prospects chase you, closing becomes effortless. But first, you have to stop chasing them. Take your solution off the table before they say no. 🔄 When prospects start building objections, disrupt the pattern by saying something like: “Could this solution drive down your premiums? Absolutely. But you’re probably not ready for it yet. We need to start working together now to get you ready.” This shift: ✅ Stops their natural objections ✅ Triggers the desire to prove they’re ready ✅ Positions you as the guide they need It’s a counterintuitive move, but it works. #SalesStrategy #InsuranceAdvisors #PatternDisrupt #ClientWins #StrategicSelling

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🚀 Keeping the Habit Alive! 🚀 Bad signal in the field, but here’s today’s gem: Baltimore Life Priority Whole Life 🐄 – a total game-changer! ✅ Instant decision for up to $150K ✅ Available up to age 80 ✅ Beat the competition with better benefits Wrote my first one today and it was the ONLY option to offer my client more value. If this isn’t in your portfolio, you’re missing out—especially in competitive states like Delaware. 💼 #InsuranceSales #WholeLifeInsurance #BaltimoreLife #ClientSuccess #SalesTips #DailyGrind

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Great salespeople don’t borrow. They steal. Find the #1 performer in your company… Spend 8 hours figuring out exactly what they do (most are willing to share)... And go do it. Reinventing the wheel is a waste of time in sales. Someone has already invented it for you.

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The questions you ask will tell a prospect more about you then the credentials you carry. Add in some industry lingo with the questions, and you'll gain a ton of credibility.

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Anyone want 250-500 free leads? Legit question I could really use your feedback. I want to give more folks more incentive to jump in to even the bottom level of our training program and mastermind. I want to do this with immediate day one tangible value. I have hundreds of thousands of data points I’m not currently working… you could consider these ”cold leads” i’m thinking about running a limited time promotion where anyone who joins gets somewhere between 200, and 500 free leads. Yes they are going to take work but there is opportunity and they’re the same as any and these should convert just as well as some of the lead companies selling leads at $10, $20 or even $30 bucks lead if someone is actually willing to do the work What are y’all‘s honest thoughts is this even worth it or should I go back to the drawing board? actually let’s go. Ps… most of these are in California and Utah. The majority would be prime suspects for things like mortgage protection, income protection, and potentially some “tax-free retirement.” on the life side and Holm/Auto on the property, casualty side.

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For #CentralTexas #employers, this is huge. I KNOW you're used to being sold #insurance products. I KNOW you are used to a spreadsheet that shows the same information that everyone else is showing. I KNOW that brokers are bragging about their business, their vendor relationships, and how great their service team is. I don't do that. I want to change #healthcare for the better in the Central Texas community. A spreadsheet won't do that. Learning about your business, your employees, your struggles, your #BenefitsStrategy, etc. is the only way I can know how to best bring innovation and positive improvement to an organization. It's hard because benefit brokers have shot themselves in the foot by doing the same thing over and over all while perpetuating a broken buying process for employers. I'm here to FIX the problem, not keep it going. #NewDawnInBenefits #benefits #employeebenefits #cfo #ceo #hr #humanresources #costcontainment #bottomline #healthinsurance #grouphealthinsurance #change #problemsolver

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One of the biggest red flags I see when interviewing sellers is a “grass is always greener” mindset. As the thinking goes… “I was having trouble selling in this industry, but it was more the industry’s fault than mine, so if I just change my industry, I’ll make it work.” Good sellers are good sellers regardless of industry… Whether they’re selling RVs or missile defense systems or paper towels. If you’re struggling, you probably don’t need a new industry… You need to improve yourself.

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When you get an objection, your job is to STOP overcoming it, and START LISTENING instead. Then you can clarify: Is this objection REAL or REFLEXIVE? Once you understand what objections are and why you get them, you will learn that there are only two types. Learn more by visiting The Sales Ninja YouTube channel. #sales #salestips #objections

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If you're a Producer and you hate doing cold calls, then do these instead...👇 I've never been a "cold calling thumper" in this industry. I know plenty of sales coaches, trainers, "gurus" and sales managers here online who are beating the ole' school cold calling drums. In fact, if we're all being honest, cold calling sucks. Virtually all of us hate it, and if you say you enjoy it, well, let's just say, you may be a "special" talent. I'm an entrepreneur and sell everyday, and 1) I don't cold call, nor do I teach it, and 2) I don't take cold calls from strangers I've never INTERACTED with. I have nothing against doing this. It works...sometimes. But, if you believe getting 1-2 meetings out of 100 "dials" (1%-2%) is a wise use of your time and talents, then keep doing it. However, if you want to earn respect, authority and have prospects come to YOU instead of you begging for meetings, then you need to position yourself differently. But, first, you MUST commit to a specific industry niche (specialize) and master that industry better than any of your competitors. Period. After you pick your niche (and "brand yourself" accordingly), here are 5 PROVEN "cold" outbound outreach strategies I'd recommend instead: 1. LinkedIn DM's & InMails + personalized Loom Video 2. Cold Email + call to action offering a "lead magnet" (free value) 3. Centers of Influence → make a list of "influencers" and vendors who do business with your ideal client profile (ICP) in your niche, reach out and build relationships with them first. Then, ask for intros. or do an event together. 4. Workshops/Webinars → create an event on a valuable topic that SOLVES a specific problem your ICP has (partner up with others who have access to big audiences of your ICP), invite anyone on your target prospect list + other COI's. 5. Build & Launch a Free Community in Skool → this is one of the most powerful ways to build your network, add enormous value with exclusive content, tips, workshops and invite your ICP and COI's to join your community. The path to building and scaling a multi-million-dollar book is not as complicated or hard as some "gurus" would lead you to believe, but remember, you want to choose: → 1 industry niche → 1 specific ideal client profile (ICP) → 1 painful problem to solve → 1 outbound method → 1 year minimum ********* ♻️ If you found value in this, please pay it forward to others! If you still haven't solved the industry niche specialization problem yet, check out my previously 🔴"Live" Workshop Part 1 - "How To Pick The Right Industry Niche & Grow Your Commercial Insurance Book" here's the link: https://lnkd.in/e4xT9jvX #insurance #riskmanagement #nichebuilderbootcamp

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Everybody has a plan until they get punched in the mouth. -Mike Tyson Are you tired of getting hit with a high renewal YOY and want to train differently? To learn how to slip those high renewals that don't make sense. Let's get in the ring and figure out where you are at so we can help design a program that gets you the results you want. #rileysreality #employeebenefits

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