Insurance Broker and Consultant Supporting Business Owners

Items 1-5 are the following five selling styles. Item 6 is the selling style created by 321 Biz Dev LLC. Aggressive selling Need-Oriented selling Product-Oriented selling Competition-Oriented selling  Consultative selling 321’s Meaningful-Dialogue selling (Plus 1) Our company got a huge response from announcing this podcast topic. I know why, too. Marketing and selling products and services i...

This podcast is not intended to belittle any other company’s services. But we do at 321 Biz Dev LLC want to put some competitive distance between what we claim our consulting services offer white collar business owners and what other companies offer. There is a stark difference between what 321 Biz Dev LLC offers and what other companies offers, in our professional opinion. Please click HERE to vi...

This video advertises 321 Biz Dev LLC’s service to help Real Estate Brokers, Insurance Brokers and Mortgage Brokers recruit and maximize sales performance using 321’s 5-Star sales training and business development support. We use the words and phrases “service”, “service industry” and “service provider” as fillers in place of real estate, insurance and mortgage. 321 Biz Dev LLC can be reached at (...

Jamaica-born, England-raised, Lorraine Santirosa brings 15+ years real estate experience, serving U.S. military veterans and families in the San Diego Area. Lorraine recalls her first real estate transaction with a Carmel, California Naval Officer. Not bad for your first real estate transaction! Lorraine details how she helps incoming, outgoing and permanent resident military members and civilians...

For real estate, the trend is shifting towards gimmicks. By gimmicks, I mean the approach to generate real estate sales is moving away from long-term career development and moving to short-term methods to drive sales activity not too beneficial to man or woman actually looking to learn how to sell real estate. Buying leads is probably the biggest gimmick in the real estate industry. Is this bad in...

 Over the last three years, 321 has never detailed how we can work with Insurance Brokers. This podcast is produced after 321 has helped hundreds of insurance brokers and agents improve sales productivity, performance and profitability. Let’s do a quick overview of 321 sales and business development services for Insurance Agents. 321 supports Insurance Agents in three ways: 321 provides sales trai...

Over the last 6 months, 321 has never detailed how we can work with CPAs and accounting firms. This podcast is produced after we have signed agreements to support two CPAs in California. Let’s do a quick overview of 321 sales and business development services for CPAs and accounting firms. 321 supports CPAs and accounting firms three ways: Provides sales training for CPAs to contact, prospect, set...

Mark, a San Francisco CEO, and Harley, a Boston Elder Law Attorney, helped me understand what independent selling is all about. I owe them both a huge debt of gratitude.

What a great story by Ella Rivkin. She owns a accounting firm and financial planning company in Brooklyn, NY. Ella details how she accelerated her drive to become versed in the English language at the age of 14.  Ella also is knowledge in helping her business clients with their accounting, financial planning, and life circumstances.

Every salesperson, especially in real estate, insurance or other industries where sales volume is measured annually, has heard of the phrase “top producer”.  Top Producer can be individual production for an insurance agents or Realtor. Top Producer can be agency or brokerage sales volume where managers or brokers are recognized for taking their sales organizations to the top in sales producti...

This podcast is about two subjects: the commission split controversy and how to be in business on the first day you are license. Commission split controversies started around 2006 before the real estate and mortgage crises hit the US, especially in California, Las Vegas, Phoenix and most of South Florida. But commission split frustrations between brokers and Realtors were not related to real estat...

This podcast is going to one of the easiest one we’ve ever done because this podcast titled “The Sales Fog” is a culmination of many podcasts on the subject of sales performance produced over the last two years. What is sales fog in the context of sales training in white collar, big ticket, high priced product and service industries? Sales fog, as 321 defines it, is the area where something is mis...

Andrea Esse is a Metro Detroit real estate and mortgage broker with 4+ offices. 321 is grateful to have Andrea Esse as our most recent podcast guest. Ms. Esse really cares about her agents' success. Please click HERE to visit Andrea Esse's company on the Internet.

There’s a saying that goes like this: “The first person who talks loses We always said, "Whoever talks first loses" but it isn't quite as simple as that. People will tell you things (if you just shut up!) when given the chance. Silence is the best way to handle it. Thanks for checking out the 321 Biz Development podcast! If you liked the content, please donate to our cause to help the sales indust...

I was under some sinus and allergy medication while recording this podcast. So I apologize in advance. On October 31, 2014, I fired myself as "Rick the Salesperson" and hired on November 1, 2014, "Rick the CEO".  This podcast talks about different issues with looking at your business run two very diverse perspectives.

I admit that this podcast flies in the face of what most business owners are doing to find customers. The truth is that face to face and telephone prospecting is not easy.  I mean…it’s technically easy. Each prospecting situation with a potential customer or business may take 1-2 minutes. So, the script and words you say in F2F and B2B prospecting can easily mastered by a 5th grader. What’s d...

I hope this podcast helps salespeople or anyone who might have this feeling about himself or herself. If you are a salesperson, whether you are new or a veteran salesperson, the belief that you are inferior to another or the other person is superior to you IS THE NUMBER ONE killer of success. I’m not lying. Underestimating yourself and overestimating the other person is a business show-stopper.

I’ve been struggling with releasing information for free about how small business owners can improve their companies’ sales profitability. Okay, 321 uses words for a specific purpose. Profitability is defined as revenue greatly exceeding expenses by 5:1 ratio or higher, depending on your product or service. What is reverse engineering? As a former engineering student at Cal Berkeley who had to cha...

321 STCs will discuss strong business topics with local business owners which include the four main sales functions: contacting, prospecting, appointment setting and closing. Each of these four functions has at 10 hours of sales training content. 321 STCs will never run out of sales training information. 321 STCs helps local salespeople add more clients to STC member practices by delivering practi...

We explore the nuts and bolts of traditional contacting and prospecting to find new clients.

We discuss several sales topics about how people develop belief system, product or service value and the sales system. Click HERE to visit us on the Internet

I want to thank Karla for the testimonial about 321 sales training helping to improve her sales skills. Karla Sasser, CPA can be reached at (805) 328-4523 or you can visit her website by clicking HERE .

What an amazing, revealing week of discoveries for the week April 22-April 26! If I were able to detail the events my company’s experiences, you would shake your head up and down in approval. First, we reached out to more small business owners this past week than any other week in a long time…and with productive results and major validation. Our company has the benefit of being outside sales produ...

Last week, I had a very serious and informative interview with two titans in the real estate industry, Kim and Rob Campbell, two Tennessee area brokers who owned 15 ReMax offices, managing 400 agents. I want to thank them for their candid conversation on the 321 Biz Development podcast. It’s rare that you can get million dollar real estate producers to bear their souls about what really happened t...

This is a groundbreaking interview with national real estate professionals who have found the best way for real estate agents to succeed! Kim and Robb did an excellent job recapping what the real estate industry was like just 10 years ago to how it has transformed...and not so much beneficial for traditional brokers and agents. My favorite saying as a former Fortune 500 operations and sales manage...