Insurance Broker and Consultant Supporting Business Owners

In business, I see a similar situation where small business owners want to cut expenses to earn a profit instead of finding solutions to increase revenues. It’s almost as if business owners are saying “I own the business but I have no ideas how to increase sales so I will take the easy route by cutting expenses”. The profit equation is: Revenue – Expenses = Profit. Yes. There are two ways to gener...

This is the first official capitalism podcast episode and I wanted to get the party started by talking about how white-collar small business owners should evaluate their sales functions using SWOT. For business owners not familiar with SWOT, SWOT is acronym for Strengths, Weaknesses Opportunities and Threats. SWOT is typically taught in upper division management and MBA levels. At my former Fortun...

After producing over 200 podcast episodes about 321 sales systems and business development services, it's now time to shift to our first love: the subject of capitalism. Capitalism drives the private sector but benefits everyone! From professional athletes, movie stars, technology workers, real estate tycoons, and stock traders who earn millions or billions of dollars per year to the attorney law...

About the same time, Facebook was luring white collar sales people like CPAs, attorneys, dentists, plastic surgeons, insurance agents and realtors to its social media platform. The attraction with Facebook is that it gave white collar small business owners the appearance they were advertising like they would using mailers, running ads in a newspaper, paying for commercials on the radio or doing te...

Starting our sixth year in business on November 1, 2019, new business insights never stop coming. But isn’t that true for most businesses after they survive the first 2-5 years? During the month of October 2019, our company did sales system consultations with a variety of business owners across the US and in another country. And this is when these insights were revealed. Have you ever been to a bi...

These following definitions are provided to describe how your dollars spent for marketing can be characterized in two ways: Dollars spent for marketing your products or services is an investment if you make enough sales. Dollars spent for marketing your products or services is an expense if you do not make enough or no sales.

Every business always something it has to deal with and 321 Biz Dev LLC is no exception. Just to give white-collar small business owners who may become 321 Biz Dev LLC clients some insight into our new client acquisition operations, our company trains white-collar business owners how to maximize productivity, performance and profitability using a proven sales system.

This episode and its content about feedback from sales system training sessions, prospect conversations and words from the streets. Something interesting happens when speak with lots of people: you begin to form an understanding about how people think. 321 has spoken with hundreds of white-collar small business owners and salespersons across the US, Canada and other countries.

The four reasons why estate planning and business law attorneys should work with 321 are: White-collar business owners have levels of higher education in their areas of expertise closely matching the experience 321 has in sales. White-collar small business owner transaction prices are a good fit for 321 services. Since most of 321’s experience is working with small business owners, we are very com...

I want to say this right now on my own podcast that using a sales system and working your business consistently will separate a white-collar small business from his or her competition. What I see and hear when speaking with business owners is both astonishing and shocking. But most importantly, it’s the relief I see on the white-collar small business owners’ faces when they now have a predictable...

This is one of those podcast episodes where every person working in sales or thinking about working in sales needs to hear…and at the same time, this is the podcast episode no one wants to hear. Therefore, this podcast episode represents a dichotomy of what needs to happen contrasted with what no salesperson wants to do, at first…or, as the reason why I started 321 Biz Dev LLC, I knew getting peop...

I know the title seem ridiculous. And, no the title is not a professional attack on white-collar business owners like CPAs, attorneys, dentists, plastic surgeons, real estate brokers and insurance brokers. 321 is looking for people who want to learn how to train white-collar business owners how to increase sales productivity and sales performance. Literally, there is distinct and totally separate...

321 Biz Dev LLC only reports on and create podcast episodes about actual encounters with small business owners and salesperson when we speak with or train them. There is a big challenge experienced by the majority of independent real estate agents and life insurance agents. The percentage of agents who fail or never make enough money could be as high as 90%. A 2014 life insurance trade website put...

Dentists were one of the first white-collar business owners we supported back in 2010 when 321 Biz Dev LLC was getting started under our previous business name. If you own a private practice dental practice, this episode may appeal to you.

Many small business owners are asking if it's a good idea and easy to work with 321 Biz Dev LLC. The answers are yes and yes!

Don is one of our company's newest real estate sales system trainees. Before Don gets his Georgia license, I told him to introduce himself to at least 5 people per day, so when he has the Georgia real estate license, Don will have about 100 contacts to call. Boom!

Maybe if sales managers used the word, ATTEMPTS, 99.9% of salespeople would not have extreme fear about contacting and prospecting. Here are a few situations to acknowledge about the ATTEMPT sales activity: Not everyone wants to buy now (but you won’t know, unless you ask). Not everyone has the money to buy now (but you won’t know, unless you ask). But someone wants to buy now or in the future (bu...

After hearing these employer sentiments over and over again, for almost one year, 321 Biz Dev LLC worked to assemble a team of consultants to provide solutions to meet the needs of small business owners. Specifically, the following are what small business owners want: · Small business owners want CPAs who can do more than just produce financial reports. · Small business owners want health insuranc...

The definition of onboarding is: the action or process of integrating a new employee into an organization or familiarizing a new customer or client with one's products or services. If you have worked in any job, you have probably had some introduction to the company philosophy, company owners, the products and services, and how you will do your job. In corporate sales, every sales rep is sent to t...

Connie Correia is the most informed California Health Insurance Broker I've met since I left a Los Angeles-based, Fortune 500 health insurance company, selling large group health insurance. What puts Connie's health insurance expertise in a class by itself is her diligent pursuit to assure small business owners have the most current information to make the best decisions for their company and empl...

Maybe it does not matter. But I can’t believe white collar business owners want to experience slow sales, low revenues, and discontent in their industries. 321 believes a few business owners are looking for business development solutions to stay on top by grabbing market share. 321 Biz Dev LLC partner with CPAs and health insurance brokers across the U.S. with the goal to help our business clients...

We at 321 are offering a business solution; a first of its kind for small business owners battling rising health insurance expenses. RHIPs, Revenues and Health Insurance Premiums, is a two-fold business solution. As a former health insurance sales executive in Los Angeles I saw small business owners being challenged with rising health insurance premiums. Since the late 1990’s, there were rarely an...

This episode was produced at the tail end of 7-day Mediterranean cruise in Southern Europe. There are three ways salespeople win when they publicly prospect face-to-face or make B2B outbound calls.

I lay this situation squarely at the feet of the social media movement which convinces salespeople to shift sales performance responsibility to digital marketing. It was just 12 years ago where salespeople found business by contacting and prospecting for business. This entire social media era is about reducing sales performance in the small business community.

The first way to tell you have made a true business connection: 1. The prospect has a real business concern, business need. 2. Adding more clients should be a top concern for every business 3. The prospect wants to succeed and but has difficulty identify a plan or implementing a plan. 4. The prospect is humble enough to acknowledge sales performance needs help. The second way to tell you have made...