Changing into indispensable, with Harvey Mackay – InsuranceNewsNet


Harvey Mackay

In this episode, we’ve were given some nice recommendation from Harvey Mackay.

Studying how one can be particular – a differentiator in other people’s lives – is the important thing not to handiest excellent gross sales, however to a excellent existence.

For those who’ve learn any of Harvey Mackay’s bestselling books – equivalent to Swim With The Sharks With out Being Eaten Alive – or his extensively syndicated newspaper column, you already know that he proved his concepts by way of the usage of them in his personal industry first. When he was once 26, he purchased a small, failing envelope corporate – which he has since constructed right into a $100 million industry, using greater than 600 other people.

Harvey drives his corporate with the motto: Do what you’re keen on, love what you do and ship greater than you promise. One in all his greatest keys to good fortune has been robust networking – no longer simply running on a excellent “How-do-you-do?” however in truth changing into indispensable to others. He’s additionally well-known for gear such because the Mackay 66, a listing of the very important issues salespeople will have to learn about their potentialities and shoppers.


02:30  Harvey says there’s one key philosophy that anybody can observe with a view to be an efficient networker.

03:40  Harvey talks about how necessary it’s to “know thy buyer,” and about some methods from the Mackay 66.

07:25  How are you able to humanize your promoting technique?

11:05  How does a supervisor get salespeople to put in force the Mackay 66?

14:00  Hiring is among the toughest issues for any industry proprietor. What are the important thing characteristics and traits that Harvey in particular appears for in a gross sales particular person?

16:30  Harvey does one thing that he admits is “very arguable” within the hiring procedure.

18:15  The significance of neighborhood involvement and volunteerism.

20:50  “The most important room on the earth is the room for development.”







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