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October 23, 2019 at 5:20 PMComments: 0 Faves: 0

Interview with Brian J Greenberg: The Salesman Who Doesn’t Sell, True Blue Life Insurance, Importance of reviews and more.

By Michael Smith More Blogs by This Author

Brian J Greenberg is a multi-faceted entrepreneur, having businesses in e-commerce, marketing, and financial services, has accumulated 50 million plus revenues from his many businesses, He is the founder and CEO of True Blue Life Insurance that provides life insurance policies. His book The Salesman Who Doesnt Sell: A marketing guide to making money while you sleep is a manual for business aficionados to strategize their business in a way that will yield more sales.

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Q1) what was the inspiration that made you right your book?

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Well, Ive been on the internet since 2002, starting different online businesses, so you can say Im one of the early guys. I started with some ecommerce websites and I managed them right. I remember starting ecommerce websites and was blown away by the fact that how much revenue we were making and I thought there wasnt more revenue to be made. Low and behold, our revenue kept going up and later passed that. I started an internet company, so I took on a lot of clients. I got really good at internet marketing, so writing the book was my way to give back to the world, the honest and true thoughts that has been passed down by my family of entrepreneurs.

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Q2) Can you please tell us what is your book about?

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The book is about information selling, and the thing I love most, is driving people to my website and closing a sale without having to jump on the phone with them. You can build trust and credibility via your website, post reviews, social proof, guide them through what is best for them. It is a wonderful thing when people can go to your website and your business and purchase something while youre sleeping. Hence the inspiration for the title.

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Q3) what makes your insurance services different from other traditional insurance services?

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I think the most obvious distinction between True Blue Life Insurance and traditional insurance services is that were not in your living room having you sign a 30-page paper application. But that doesnt mean our service, the quality of the insurance companies, and the ethical commitment to our clients are different. It is still the same.

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Q4) you talk a lot about getting reviews, especially for online businesses, can you tell me the importance of reviews and how can a business-man asks for them?

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Number one, you have to ask, right? So everyone in my team, I incentivize them, I told them I value reviews very highly. So I bonus my employees when they get a review. That is easy right? After, you know, when they are done selling. I actually have the agents or salespeople send an email to the customer saying that they are in a contest. They get bonused on reviews. We already have the theory of reciprocity going here. We delivered a great service and we asked them something small in return, and you know, overwhelmingly, they do it. I think really what you need to do is ask.

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Q5) what happens when you receive a bad review? How can a businessman deal with them appropriately?

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Well, first of all, dont react. Dont get into the fight, people have destroyed their businesses by doing just that. The first thing I like to do is reach out to the customer. Ask them what went wrong. See how can I make it right? If you call a dissatisfied customer and asks them, what can I do to make you happy? Theyll answer you. And if you do, they will take the review down. A lot of the times people put reviews on Yelp to get your attention, its an accountability factor. They can go online and they know how important those reviews are.

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Q6) What if you cant make them to take their review down?

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Now, if you dont get them to take it down, thats where you can turn a negative review into a positive. If you respond in a way that says, look, this person had a bad experience, you know, you could apologize, say, you know, we do our best. Wed love to give you a credit, right? Or we would love to give you something back or anything of that sort. If you respond in a nicely manner, you can grab your customers attention and thats really what they want. They want to know if something does go wrong, how long they are willing to go, to fix it. So you know, a negative review without a response. Its like a cockroach in the middle of the restaurant. If you respond correctly and Nice, you can turn it into a positive because most people, theyll look at the negative reviews.

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Q7) as a businessman what can you do, if you offer to fix a problem and they didnt respond?

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I dont think you need them to respond. I think you did it well. You know, make sure that, you apologize, number one, you understand where theyre coming and I love that, you know, offer them a credit. Say we do our best to make customers happy. Wed love to give you a free service to make it up to you. Alright? I think thats all that needs to be done.

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Q8) your book The Salesman Who Doesnt Sell, tell us what people can expect from this book?

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Im teaching people actually to base their business on getting positive reviews. I think if you do that, you are automatically going to have a business that is customer focused. I think it is a moral responsibility for those businesses that, you know, give a tremendous service to customers to actually ask for those reviews so that those are the companies that succeed. I hate it when I see companies that offer great service usually dont ask for reviews and they are not getting the business. I like to see the good guys win.

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Q9) what are your favorite books? That you can recommend to our readers?

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You know, one of the first books I recommend people to read is the four agreements by Don Miguel Ruiz. I think thats one of my favorite books and its a short book too. I think it is 100 pages for the four agreements book. Its about, you know, how to live your life. So theyre the four agreements. One is be impeccable with your word, right. So, and it kind of goes to, you know, be careful what you say, dont gossip. The second is dont take anything personal, personal. If someone leaves a bad review, it doesnt really have anything to do with you. Somethings going on with that person. The third is make no assumptions. Just, you know, try to be clear with everybody. Make sure that they know exactly what you want them to do. And the fourth is, which is the most important, is always do your best. Thats all you can do.

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The second book I love is outliers by Malcolm Gladwell. It always sticks in my head. The one thing he taught was to become an expert. You put in 10,000 hours in something, you know, and that, that always stuck with me.

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Q10) finally Brian, tell us a little about your routine so that our readers will know you better.

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I start with coffee gentlemen. I think a lot of people do. I read news feeds. I try not to read too much of the news, I just go on a large scale of overhead view. I do USA Today. I meditate. I do transcendental meditation every morning. I think that gets my head a little clear. Ill go through email. I do like to read for about 20 minutes. Im always reading, you know, either personal development or business books. I think thats an important thing. Uh, then, you know, I cant say I work out every day. I tried to, it depends, and that is usually my mornings.

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