What's in your book shelf?

Aug 19, 2007

  1. MHart
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    MHart Super Genius

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    I was wondering when you guys started out in health insurance sales what you read? What is on your book shelf? What I am looking for is books on sales techniques, cross selling, marketing and just general information relating to health insurance sales. Any help would be appreciated.
     
    MHart, Aug 19, 2007
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  2. CHUMPS FROM OXFORD
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    CHUMPS FROM OXFORD Guru

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    "Ball Four" by Jim Bouton.

    It had nothing to do with selling, but I read it about four times.
     
  3. arnguy
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    arnguy Guru

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    Five bottles of tequila.:goofy::swoon::swoon:
     
    arnguy, Aug 19, 2007
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  4. somarco
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    somarco That Medicare Expert Guy

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    Merck Manual (professional & public edition), Nurses Reference Library on Disease, several books on taxes & legal advice particularly as it relates to small business, several books on money management and on the art of negotiation.

    If I cannot be a resource for my clients then I am nothing more than a peddler. I am paid very well to solve problems, offer advice and put clients in a better position than they were before.

    All of the marketing books, how to sell books, etc. won't do you much good if you are not a good listener & problem solver.

    If you do not love what you do you will never be as successful as you could have been.
     
    somarco, Aug 19, 2007
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  5. Guest
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    Guest Guest

    Four years ago...

    "I sat across from a tall, good looking guy, about 60, who was in great shape. He had a new book coming out called Foul Ball, so we started talking about baseball. I asked his name. I almost died. It was Jim Bouton. Now this might not mean anything to you, but when Jim was pitching I was a teenager and a HUGE Yankee fan. I knew all the players, their positions, their averages, etc. Well, I went nuts. I rattled off all the players names and I'm sure Bouton thought I was a certified lunatic. Jim had an "important" book in 1970 called "Ball Four" which was an expose on the game. It was critically acclaimed and he was "blacklisted" from the sport for many years... because he told the truth. It was a real honor and treat for me to meet one of my boyhood heros."
    http://adams-blake.com/item.php?recordid=rant6-7-03&pagestyle=default
    Adams-Blake Company

    =======
    During dinner he told me this great story. He was in the dugout before a game, didn't have his watch on and wanted to know how long before "the show" started. He saw Yogi on the other side of the dugout. He yelled "Hey Yogi, what time is it?"

    Yogi looked at him and yelled back, "You mean right now?"

    Al
     
    Last edited by a moderator: Aug 19, 2007
    Guest, Aug 19, 2007
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  6. STIBROKER
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    STIBROKER Like My post and enter the DRAWING,,,, Moderator

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    doonesbury...
     
  7. salpro22
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    salpro22 Guru

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    What purpose do you use the Merck Manual for in regards to selling insurance? Thus far, the only book I have read on negotiations that I like is entitled, "Getting to Yes." Do you have any recommendations for books on negotiations you have liked Bob?

    As for money management, I am also big fan of Jane Bryant Quinn's selection of books. I just bought "Making the Most of Your Money" and look very forward to reading the book.....
     
    salpro22, Aug 19, 2007
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  8. somarco
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    somarco That Medicare Expert Guy

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    The Merck (and other similar books) were purchased before information became so prolific on the internet. If someone tells me they have sinus bradicardia I can look it up to see what kind of issues might come up when the application gets to underwriting. The more informed I am about medical conditions & meds the better impression I can make with clients.

    Getting to Yes is one of the better ones. I also have a good collection of books by Jeff Gitomer and my favorite of all . . . Secrets of Question Based Selling. Freese is a genius.
     
    somarco, Aug 19, 2007
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  9. senior-advisor-indiana
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    senior-advisor-indiana Guru

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    I read a book one time about reading people and the different types of personalities. Something like Kinetic and 3 other types of personalities. It was about building rapport. I think it was a Zig Ziglar book. Needless to say it seemed like all the methods worked but I did not know how to use the skills. LOL. Well there goes another meaningless post. :)
     
  10. salpro22
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    salpro22 Guru

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    Thanks. I'm a fan of Jeff and look forward to his weekly e-mails. I have put the QBS on my wish list.
     
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