#insurance sales training is outdated. What worked in 1995 doesn’t work much now. #insurancebroker

And so what I found is that I would come in and try to talk to Andy about things that were archaic. I'm coming and talking to Andy like I'm moving this water bottle. And really what I'm talking about is a much more complex sale that I haven't even earned the right because I haven't developed a relationship with Andy to do that. Everybody's going to buy water, so that's something that sells itself. What I'm talking about is developing a relationship and strategically changing what you're doing in your organization. And it's totally different. So when I've been told only how to sell water, then that does not compute or equate to moving over to relationship type of selling. And so I think what we're talking about now is that I can't take those old tactics of what I've used before and apply them to today's way of doing business, because it just doesn't work.