Risk Revolution Radio

Building relationships has always been key in an industry where agents and brokers are entrusted to protect their client's assets.  When that bond is properly developed, clients can feel their assets, organizations and ultimity, their families are going to be taken care should a crisis arise.  Ed Wallace, Chief Relationship Officer for The Relational Capital Group, has built his career on developing, monitoring and yielding the rewards derived from these relationships.  Ed is also author of the popular book, Business Relationships That Last.

Today, I'm going to dig deep into Ed's exstensive knowledge to find out, what can we do to build an unbreakable bond with our clients?

Leadership in the workplace can come from anywhere.  Whether it's the senior manager who's been with the agency for 20+ years or the new junior associate you plan on hiring to position for success, it's important for any organization to properly identify those individuals who will perform to their fullest potential in order for that organization to succeed.

My guest today is David Parsley, President of Parsley Performance Solutions.  Parsley Performance Solutions is apt to recruiting and identifying top performers who are the right fit for the job, available promotional opportunity, or the open leadership position.  He has extensive experience in helping improve businesses in a variety of industries including financial services and insurance, manufacturing, technology, healthcare, energy, utilities and natural resources, professional and business services, not-for-profit, higher education and government.

Today David and I will talk about the entire life cycle from new hire to management promotions and what you can do as the organization's leader to successfully identify, educate and coach individuals to success.

For the free eBook mentioned by David at the end of this podcast, reach out to him at: [email protected].  Also, check out more of his work at greatjobfit.com.

Social media continues to play a large role in the development of the sales process.  More often than not, consumers are making final purchasing decisions based on word of mouth or friend and family recommendations.  As social marketing increases, many sales teams, organizations and individuals are scrambling to find unique ways to differentiate themselves online as industry and niche experts.

In this episode I am pleased to have Ryan Hanley as our guest.  Ryan is the Digital Marketing Lead at TrustedChoice.com and Agency Nation.  He also produces one of the most downloaded content marketing podcasts on iTunes, Content Warfare.

In this episode, we are going to discuss some of the challenges and opportunities facing not only organizations but individual sales people and their teams.

Many organizational training programs are built on the foundation of "product knowledge."  While majority of sales training programs teach new hires what to sell, many organizations forget to teach their teams how to sell.  Steve Kloyda is the Founder of The Prospecting Expert and, he has identified the need for proper education for salespeople and their teams on effectively identifying, approaching and selling to qualified leads.  Steve has personally made more than 250,000 sales and prospecting calls, analyzed more than 25,000 sales calls, and facilitated over 6,000 one-on-one coaching sessions.  

In this episode, we are going to dive into what makes a sales call effective and unique, how to overcome sales call reluctance, and what you can do to leverage your own network for more qualified leads and referrals. 

 

Download Steve's Prospecting Playbook by clicking here.

The Affordable Care Act, or the ACA, (aka Obamacare) is a catalyst for accelerating change brought about by the crushing cost of healthcare.  We have reached the tipping point where all the players in a $3 trillion industry are desperate to find new footing, while their usual way of doing business is crumbling underneath them.

Our guest today is Mike Bertaut.  I’m asking him to “lift the fog” of war and politics and give us his insight into the ACA going forward, the chaos, what’s working, possible surprises, and what has yet to be addressed. 

Michael Bertaut is a Certified Health Consultant and Professional of the Academy of Healthcare Management.  He has 25 years of Analytical Experience in the Healthcare, Telecom, and Retail Industry Sectors.  Since April of 2009, Michael has engaged in over 700 public discussions on Healthcare Costs and the Impact of Reform with stakeholder groups ranging from healthcare policy makers in Washington DC to your local public service clubs.