Author Archives for John Pojeta

When One Idea Is Better Than a Dozen

By John Pojeta | March 12, 2020 12:59 pm

Feeling scattered? Consider going narrow. And deep. Like many of my readers, I am a regular at industry events and conferences, sometimes attending several in just a few weeks. The...

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Webinar: A Deep Dive on the Pain Step

By John Pojeta | February 24, 2020 10:28 am

In this client-exclusive webinar, John and Dan revisit the process of finding pain and use an in-depth roleplay to demonstrate how techniques for finding pain might play out on a...

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Know Your Personnel

By John Pojeta | February 12, 2020 5:00 pm

Want to build a great team? Try watching the NFL Combine. My son loved playing high school football, and during those years we established a tradition of camping on the...

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Webinar: Body Language and Sales!

By John Pojeta | January 30, 2020 11:03 am

Building trust and rapport with your prospect is not just about what you say. It’s also about how you behave. In this webinar, Dan and John talk about how you...

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What To Do When Prospects Lie

By John Pojeta | January 10, 2020 10:19 am

Nearly every sales system or methodology addresses the complicated relationship between prospects and the truth. Put gently, prospects will often tell us what they think we want to hear. More...

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To Sell More, Replace Pain with Optimism

By John Pojeta | December 20, 2019 3:40 pm

To Sell More, Replace Pain with Optimism First, find your client’s dark corners. Now… find a way out. One of the many challenges of sales is that we are often...

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The Magic of B.A.M.F.A.M.

By John Pojeta | October 28, 2019 10:35 am

Book a meeting from a meeting and watch your sales numbers grow. The motto “B.A.M.F.A.M.” has become ubiquitous in our office because one of our team members, Alisha, has used...

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3 Hidden Reasons Advisors Avoid Marketing

By John Pojeta | October 1, 2019 1:24 pm

Maybe your fears are a sign that something is wrong. Monty Hall, the famous game show host, once said, “I’m an overnight success, but it took twenty years.” From the...

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To Close More Sales, Open This

By John Pojeta | September 30, 2019 1:02 am

John Pojeta is back with more ideas about how to turn prospects into clients. If I were to ask you if you have an open mind when you enter a...

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4 Tips for Unseating the Incumbent Advisor

By John Pojeta | August 28, 2019 10:17 am

Sometimes, making sales is about pulling prospects away from your competitors. As your practice matures, winning a sale means that someone has to lose. Early on in the growth of...

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The Value of Prospects Who Don’t Close

By John Pojeta | July 26, 2019 11:04 am

Sometimes, the best prospects are the ones who, originally, got away. The combination of a traditional sales mindset and industry developments—such as the rise of aggregators—can mean that advisors overlook...

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Webinar: Assertive Vs. Pushy

By John Pojeta | July 23, 2019 8:06 am

Many advisors are often worried about coming across as pushy in their sales process, which can mean that they back down in places where they should have stood their ground...

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When Getting The Boot Leads To A Sale

By John Pojeta | June 28, 2019 3:21 pm

This story is one of my all-time favorites, and it illustrates how counterintuitive a sales pipeline sometimes can be. One of our advisor clients specializes in working with farms of...

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Webinar: Insights from the Field

By John Pojeta | June 26, 2019 3:36 pm

Taking a departure from the usual webinar format, John and Dan tackle a range of insights from the field to uncover trends in the challenges and obstacles facing PT clients....

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Webinar: 3 Ways to Kill the Sale

By John Pojeta | May 31, 2019 10:41 am

In this exclusive PT webinar, Dan and John walk through the three most common sales mistakes advisors make when taking an appointment. This installment is full of laughs, but the...

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When Being an Elite Advisor Works Against You

By John Pojeta | May 30, 2019 9:38 am

Self-confidence can help. It can also hurt. How do prospects know that you are one of the top advisors in their region? Football analysts often talk about a quarterback’s vision,...

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B2B Webinar | Skewering the Incumbent

By John Pojeta | May 6, 2019 9:52 am

This is a must watch webinar for anyone in sales. In this exclusive webinar, John and Dan discuss one of the greatest challenges in sales, unseating the incumbent. Prospects are...

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Advisor Insight: Erika Bylund

By John Pojeta | March 10, 2019 12:41 pm

John sits down with Erika Bylund, co-founder of Point Sur Wealth Management to talk about her past experiences with lead generation and appointment setting services and how those experiences compare...

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Advisor Insight Series: Erika Bylund

By John Pojeta | February 22, 2019 8:10 am

John sits down with Erika Bylund, co-founder of Point Sur Wealth Management to talk about her past experiences with lead generation and appointment setting services and how those experiences compare...

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Webinar: Developing Prospect Pain

By John Pojeta | February 19, 2019 4:44 pm

John and Dan are back with another exclusive PT webinar. In this installment, they explore the best practices for uncovering and developing pain with your sales process. With this step,...

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Webinar – First Impressions

By John Pojeta | January 28, 2019 10:11 am

Sales can be won or lost on a first impression. In this exclusive PT webinar, John and Dan break down a repeatable, reliable process for making the first 5 minutes...

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Webinar-The Growth Potential of Dream Boards

By John Pojeta | January 23, 2019 3:02 pm

Though sales coaching and business insights often focus on the technical aspects of growth, like dealing with objections or how to discuss budget with a prospect, our Sandler Sales Coach...

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Webinar-A Better Approach to Goal-Setting

By John Pojeta | November 21, 2018 9:48 am

Business owners and salespeople are no strangers to the idea of having and meeting goals, but how you set, frame, and apply your goals can have a significant impact on...

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When to Trust an Expert

By John Pojeta | November 1, 2018 3:08 pm

Everyone wants to give you advice. When should you accept? Experienced insurance advisors are often jaded. They have faced good times and bad. They have endured bad deals. And they have been...

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Webinar- How to Address Price

By John Pojeta | October 24, 2018 3:14 pm

Budget and price are often major obstacles in the sales process, and the solution to the challenge goes deeper than adding a new sales technique to your repertoire. In this...

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How to Overcome Your ‘Urgency Addiction’

By John Pojeta | September 21, 2018 6:52 am

Doing so will position you to capitalize on opportunities others don’t have the patience to seize The Stanford Marshmallow Experiment is legendary in psychology circles. Researchers would bring a child into...

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5 Ways to Make LinkedIn Work for You

By John Pojeta | September 2, 2018 10:00 am

Maybe you gave up on it in 2010. It’s time to take another look. Social media marketing is so 2010, right? By now, you have heard a dozen gurus promise...

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3 Ways to Earn More Than Beer Money

By John Pojeta | August 30, 2018 3:40 pm

Here’s a plan to plan what you’ll be doing for the rest of the year. Most advisors—and business owners in general—approach business planning and projections for a new year with the same excitement they...

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Webinar- Storytelling

By John Pojeta | July 27, 2018 3:36 pm

Storytelling can make the difference between a memorable and engaging sales experience and one that feels flat and stale. In this exclusive webinar. Dan Hudock, our sales coach, partners up...

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5 Ways to Get a Better Client Fit

By John Pojeta | June 15, 2018 7:15 am

In competitive spaces like ours, the temptation to achieve growth at any cost is powerful. That doesn’t have to mean doing something nefarious or unethical. Little compromises, like taking on...

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Webinar- Attitude and How it Relates to Sales

By John Pojeta | May 28, 2018 7:31 pm

In this webinar, Dan and John talk about the part of sales that can dramatically improve or decrease the impact of your sales techniques: Attitude. In their discussion, they breakdown...

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Webinar: Questioning Skills

By John Pojeta | April 4, 2018 5:14 pm

In this webinar, Dan and John explore the skills and strategies you need to ask effective questions during your sales process. This approach not only allows you to develop pain...

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Sales Roleplay: How to Close a Meeting

By John Pojeta | February 19, 2018 1:14 pm

In this roleplay, Dan and John tackle multiple variations of a meeting close, ranging from easy to hard. In this step, we lean on the upfront contract that was established...

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5 Ways to Fix the Blind Spot Inside Your Business

By John Pojeta | February 10, 2018 4:18 pm

Our work in appointment setting gives us a unique perspective on advisors’ businesses. We get to see a dynamic range of styles, approaches, and specializations as advisors from around the country engage...

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Sales Training: How to Develop Pain

By John Pojeta | January 26, 2018 3:01 pm

The key in starting a process with any prospect is developing pain in their current behaviors to provide not only motivation for a second appointment, but genuine intrigue and curiosity...

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Sales Training: Business Philosophies

By John Pojeta | January 11, 2018 8:30 am

In this phase of the sale process, our sales trainer Dan Hudock talks about how exploring business philosophies can help you find common ground with a prospect. By having this...

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Sales Training: The Two-Minute Drill

By John Pojeta | January 10, 2018 8:51 am

The two-minute drill is designed to reveal who you and your prospect are as people, stepping briefly away from the business talk to add a deeper dimension to the sales...

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Sales Training: Upfront Agreements

By John Pojeta | January 7, 2018 10:56 am

As our sales trainer Dan Hudock explains it, upfront agreements are an opportunity to bring down the walls between you and the buyer. By setting the expectations for the meeting...

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Sales Training: The 30-Second Commercial

By John Pojeta | January 5, 2018 9:02 am

In this exclusive client training video, Dan Hudock explains the value of using a “30-second commercial” in the final phase of the sales process to bookend the sales conversation in...

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Embrace Confrontation: To do better, be better

By John Pojeta | January 2, 2018 6:30 pm

In life and annuity sales and in client service, confrontation can be a sticking point. Avoiding confrontation is a natural human tendency, but how we handle a confrontation can become...

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Rethink Your First Client Meeting and Go Digital

By John Pojeta | December 7, 2017 4:19 pm

The prevailing sales wisdom suggests that face-to-face interactions are best. The personal element of sales is best in person, so we should do our best to have our appointments that way....

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Don’t Make a $50 Million Mistake

By John Pojeta | November 9, 2017 4:53 pm

When we talk about ways advisors can grow their practices, we talk about a number of opportunities: appointment setting, strategic partnerships, seminars, techniques for improving direct mail campaigns, thought leadership...

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Four Ways You May Be Missing the Human Touch

By John Pojeta | October 25, 2017 12:40 pm

Explore these opportunities if you want to make a real connection with your prospects and clients. Relationship selling is one of the oldest sales methodologies. While I’d argue that there are...

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Stay on the Line: To the Moon and Back

By John Pojeta | September 7, 2017 9:16 am

Take a deep breath. There is a lot of uncertainty on the horizon for 2018 as we face some big questions. We’ve faced uncertain times before, and we will certainly...

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How to Market with Dignity

By John Pojeta | June 20, 2017 3:20 pm

Marketing is often described as a “necessary evil.” You know that you need to reach beyond your circle of influence to capture new business, but it’s not what you enjoy...

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Escape the Lukewarm Sales Rut

By John Pojeta | May 8, 2017 9:11 am

First impressions matter, and there is no escaping that. When you first meet with someone, whether you are at a networking event or having the first meeting in a sales...

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Beyond Sales: The Power of Why

By John Pojeta | April 11, 2017 8:29 am

One of the most popular TED Talks of all time is Simon Sinek’s 2009 presentation titled “How Great Leaders Inspire Action.” The whole video is worth a watch, but the...

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Luck is Where Preparation Meets Opportunity

By John Pojeta | April 3, 2017 9:39 pm

My son started wrestling a few years ago. If you’re familiar with the sport—and I wasn’t—you’ll know that most wrestlers put on a singlet almost as soon as they are...

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Sell Me This Pen

By John Pojeta | March 7, 2017 9:09 am

Jordan Belfort entered mainstream public consciousness with the box-office-busting Wolf of Wall Street. His vices and unscrupulous behavior aside, Belfort was undeniably a juggernaut of sales technique. At the close...

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When Times are Hard, Sell

By John Pojeta | December 20, 2016 12:55 pm

Eric Schmidt, the 100th richest person in the world with a resume that includes work at Google and Apple, once said, “Revenue solves everything.” When you have money consistently coming...

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4 Tips for Surfing the Barrel

By John Pojeta | July 20, 2016 10:08 am

These days, when the government starts to even hint at changes in legislation, advisors have a hard time resisting the urge to turn their backs on the wave and paddle...

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Seeing the Opportunity in Chaos

By John Pojeta | May 3, 2016 9:12 am

The start of any New Year is rife with uncertainty for advisors. It’s a fresh start, and any number of market shifts or industry changes could transform how you do...

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Energize Your Sales Process with an Ideavirus

By John Pojeta | March 22, 2016 4:56 am

Seth Godin published his book Unleashing the Ideavirus in 2000, popularizing the concept of developing a message so interesting that people can’t help but talk about it, creating a contagious...

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Sales—Not Service—Drives Customer Loyalty

By John Pojeta | February 2, 2016 3:05 pm

In recent years, a service mentality has begun to dominate our industry. The thinking goes that an exceptional service experience will wow a client into fierce loyalty and inspire a...

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10 Secrets to Succeeding in Cold Appointments

By John Pojeta | August 25, 2014 11:29 am

This article originally appeared on ProducersWeb. An appointment setting program can be a valuable source of new business for a producer, but the sales scenario is different from a cold...

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3 Essential Pieces of Your Storyboard

By John Pojeta | February 24, 2014 8:16 pm

When we partner with producers, one of the first steps in our process is to establish a storyboard that represents who they are, what they do, and what makes them...

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Social Media for the Financial Industry?

By John Pojeta | February 24, 2014 8:07 pm

Historically, the financial services industry has largely stayed away from getting involved in social media for many reasons – fear of losing control of its messaging, inadvertently violating compliance regulations,...

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Finding Your Way to Use Business Intelligence

By John Pojeta | February 10, 2013 3:20 pm

Looking back at 2010, amid sweeping political reform and global financial uncertainty, our industry has been changing. Just two years ago, the leading edge of more than 76 million baby...

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The Importance of the Long Term

By John Pojeta | February 10, 2013 2:14 pm

When it comes to insurance business intelligence reports, most busy brokers and insurance salespeople prefer quick returns. Ideally, they want the business intelligence reports they are purchasing and pursuing to connect...

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The Lost Art of the Handwritten Note

By John Pojeta | February 10, 2013 2:10 pm

Identifying potential prospects is the first step in closing the deal. As insurance sales professionals know well, not all of the potential prospects you speak to are ready to buy...

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The Top 3 Insurance Sales Mistakes

By John Pojeta | February 10, 2013 10:31 am

Everyone makes mistakes, including even the best group health insurance salespeople in the world. What differentiates them from the rest of the pack, though, is that they understand that rather...

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