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Tag Archives: Synchronous communication

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Do You See What I Mean?

Professional Marketing Associates Posted on May 2, 2016 by Joe ArakMay 3, 2016

We all know the saying “seeing is believing,” but how often do we apply that practical wisdom on phone calls and at sales meetings? Years ago I was voicing my frustrations to a rep from a list company because they’d … Continue reading →

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Posted in Business intel | Tagged Building trust, Business relationships, Communication, Influence, Insurance prospecting, Lead generation, Motivation, Synchronous communication | Leave a reply

The Secret Behind Full Bandwidth Phone Prospecting

Professional Marketing Associates Posted on April 11, 2016 by Joe ArakApril 11, 2016

I almost couldn’t believe it. When I first saw the marketing power of the telephone I was absolutely amazed. We’d just started PMA and developed a direct mail program for independent insurance agencies that was generating a strong 3-5% response. … Continue reading →

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Posted in Sales intelligence | Tagged Cold calling, Commercial insurance telemarketing, Communication, Emotional participation, Empathy, Insurance telemarketing, Lead generation, Prospecting, Sales training, Social science, Synchronous communication, Telemarketing, Tone of voice, Verbal communication | Leave a reply

7 Fatal Prospecting Mistakes That Turn Gatekeepers Against You

Professional Marketing Associates Posted on October 14, 2014 by Joe ArakOctober 14, 2014

Imagine for a moment that you are a noble producer-knight, seeking to help mitigate risks throughout the realm. Your quest for new business has led you to another corporate castle. Now you must confront the Keeper of the Gate, cross … Continue reading →

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Posted in Insurance prospecting | Tagged Bad habits, Building trust, Business intel, Business relationships, Cold calling, Commercial insurance, Commercial insurance telemarketing, Communication, Empathy, Gatekeepers, Insurance, Insurance agents, Insurance telemarketing, Lead generation, Prospecting, Sales, Sales training, Synchronous communication, Telemarketing, Time management | 1 Reply

“Anybody got a match?”

Professional Marketing Associates Posted on July 15, 2014 by Joe ArakOctober 9, 2014

Seated at a desk, Bacall smolders up at Bogie. Bogie sizzles right back. “What do you think’s fair?” he asks, lighting her cigarette. “I’ll leave that to you,” she says as he lights his own. Their chemistry is so searing, … Continue reading →

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Posted in Business relationships | Tagged Body language, Bogie and Bacall, Building trust, Business intel, Client relationships, Customer service, Emotional participation, Empathy, Influence, Insurance marketing, Marketing, Matching and mirroring, Meetings, Mirror neurons, Neuroscience, Nonverb, Prospecting, Sales, Sales intelligence, Sales training, Social science, Synchronous communication, To Have and Have Not | 1 Reply

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