The words you use can have an impact on whether or not conversations are productive or they are not. Sometimes, subtle things you say can influence the conversation in a negative way. Here is one example in this video by Chris Westfall, talking about triggers that lead to an interruption in the flow of the […]

Do you take the machine gun approach to leaving a voicemail? Or are you thoughtful in the message that you leave, encouraging with your tone of voice, diction, speed, and message for the person to call you back? This is a drastic example of what not to do.. 1) Who are you? 2) What are […]

At the Coastal Carolina Fair in Charleston, SC, I saw some very interesting similarities between the marketing tactics employed by the fair and those used by some insurance agents in the Medicare Supplement market. Captive agents think that, somehow, every person can fit within their plans. This is often like fitting a square peg into […]

It is very important to have the best possible technology if you are relying on technology in your business. When selling insurance by phone, like we do, it is best to have the best machine you can afford. A quick audio from South Beach, while on the Aetna award trip from 2018. For helpful agent […]

Would you rather do what’s necessary to continually study your craft? Or would you rather earn less than you should and create a much lower lifestyle than you should have? Listen:

How did we end 2015? Chris Westfall’s office (personal production) ended 2015 in record territory. Referrals from existing clients and new clients getting onto Medicare for the first time led to record numbers. Chris has qualified for the Mutual of Omaha Rome trip in April and AETNA’s Iceland trip in May. And we’re off to […]

Over the years, Chris has learned the difference between just being busy for busy sake vs. doing things that will achieve the best, possible results for our time investment in this business. Many agents still believe that writing applications all day is their only mission, and they’ll write an application on anyone that says, “Yes.” […]

Chris has learned in his business the value of taking (imperfect) action NOW. Here, Chris shares some thoughts as he was driving two hours back to his home after a very successful meeting with a group of seniors. Listen to the message!

When should you pull the plug on working with a client? Chris Westfall’s answer is: “As soon as possible!” Chris asks his employees, “How much STUFF do we take from people?” (rude, obnoxious, angry, bitter)  and the answer should be “None”. If an existing client is angry about something that happened with their coverage, we […]

Chris Westfall on the importance of tangible follow up when working with seniors Selling insurance over the phone and being able to help seniors across the country is great. However, many agents forget that personal touch that means so much to the senior generation. In this podcast, Chris talks about the immediate effect of providing tangible follow […]