What You’ll Learn From This Episode:
- Applying ABN - Always Be Nice
- The advantage of dealing with independent agent
- Leveraging from your reviews
Related Links and Resources:
He wrote a book "The Salesman Who Doesn't Sell. A Marketing Guide to Selling While you Sleep". Getting reviews and how to leverage those reviews on their website. Bryan is offering a free PDF copy and audio book by going to www.brianjgreenberg.com/scaleology
Brian J. Greenberg, aka The Salesman Who Doesn't Sell, has founded businesses in e-commerce, marketing, and financial services. He has generated over 50 million in revenue from his businesses and collected over 10,000 reviews and testimonials from customers. Brian is the founder and president of True Blue Life Insurance, and Insurist, whose mission is to be transparent, honest and helpful to their customers without ever bugging or pushing them. Brian also runs e-commerce websites at Touchfree Concepts and Wholesale Janitorial Supply and is the chief marketing officer for Love Fitness and You.
Here are the highlights of this episode:
He's currently in the life insurance industry and therefore works with those having a family or people going online shopping looking for life insurance. He knows that some or probably most folks encountered reps that are doing 'pushy sales' tactics, but his team provides simplified issue life insurance or term life insurance. It gets really personal in getting life insurance because they require full medical and financial history. Therefore, they want to get qualified to have the best applicable insurance since they represent 60 different companies. He reminds his staff to apply ABN (Always Be Nice); he believes in demonstrating knowledge, professionalism and trust. He tells us the difference working with 'captive agent' and 'independent agent' in the insurance industry.
Brian’s Valuable Free Action (VFA): Brian tells us the importance of selling to people online. He answers frequently asked questions on his site. He urges people to start gathering reviews, especially those found on third-party websites. Reach out and ask only the happy customers to provide a review; this is what they call the reciprocity theory.
“I'd like to sell to people before they even talk to me, before they even do anything" – Brian J. Greenberg