Jeremy Tuckfelt President, Tuck Enroll Pittsburgh

You have to care to be successful in this business, if you don't, you're just another talking head and everyone can read through that.
Sell for your clients' needs, not your own pocketbook.
Taking an educational approach to enrollments helps you help your client. Educating your client will increase both trust with the client and persistency with the business.
It's imperative to know when to shut up. All of us in sales like to talk. But the old axiom is true: If you're talking, it's much harder to listen, and if you don't listen you probably won't learn anything. Knowledge is power. No matter who you are, learn something new every day.
K.I.S.S. We all learned this our first day in the business, but we tend to get away from it. Be an expert in one field and surround yourself with quality trustworthy experts in other fields.
Smile every day. It's infectious. We learn to smile while cold calling on the phone because you can hear the smile. Smiling makes a difference in every aspect of an enrollment from broker to CEO, CFO, HR, group meetings and the all important one on ones. People feel more at ease if your smile is genuine.
Have fun every day. Be passionate about what you do. Sales is a roller coaster and having fun, passion and persistence is the only way to survive. Focus on good things and don't get stuck spinning your wheels on things you think should be productive, but really are not. Change is good; change your routines from time to time.
It's a shrinking world. The insurance world is shrinking faster and faster and employee benefits are even smaller. In this business, your name is your word. If you say you will do something — do it!
Embrace technology. It's not the future; it is now. It helps to ease and streamline every aspect of business.
My father always said, "Take care of your clients' needs and they will take care of you." Actively pursue their smallest problem and they will be you client for life.

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