How to sell without feeling pushy, stressful, or inauthentic.Imagine you dread selling—too much pressure, too much push. That’s how many of us feel. Today, we welcome Mark Kempf, author of Unfurl Your Sales, who shakes things up with his “Quoin” principle—a gentle, respectful way to build long‑term client trust without the stress of aggressive tactics.With over 40 years in insurance sales, Mark has seen it all—and he knows the shortcuts don’t work. Instead, he invites us to slow down and personalize. In this episode, he walks us through real stories of turning awkward sales moments into authentic connections. You’ll hear how one small, thoughtful question or gesture can open client doors and lead to lasting relationships—without ever feeling sleazy.We chat about how to align your sales journey with your values, why “steady drip” wins over hard pitches, and how to measure success in satisfaction, not just numbers. It’s about selling smarter, not harder.Key Topics Covered:The Quoin principle: its origin, meaning, and how to practice it step by stepReal‑life stories where calm and consistency paid off in insurance salesHow to shift from performance‑based pressure to value‑aligned conversationsTips for measuring success through client satisfaction and loyalty, not just quotasHow to build trust gradually, even when selling feels uncomfortableGuest’s Links & Resources:Mark Kempf’s Website & Book: Unfurl Your SalesMark Kempf on LinkedInAcknowledgments & Thanks:Special thanks to Carl Richards from Podcast Solutions Made (for expert support), Fred Crouch, aka the Property Wizard Podcaster, Jovan Strika from @Hive coworking, Melanie Webber, my business partner, and Wayne Pratt from Motive8U Inc., who co‑hosts and coaches with me.Hosts:Bernie FranzgroteWayne PrattSponsor Details & Tools That Help SMBs Grow:(We may earn a small commission at no extra cost to you.)Descript – Smarter Content CreationAudio/video editing as easy as editing text—perfect for podcasts & promosTry Descript Property Wizard Podcast – Real Estate Made PracticalReal‑estate wisdom for business owners and beginnersExplore Property Wizard Notionhive – Websites That Actually WorkHigh‑performing web design that brings clients and leadsSee Notionhive East Trade Winds – Free Networking That WorksJoin a community that brings serious business connections—not just Zoom fatigueJoin East Trade WindsLoved this episode? Let us know! Comment, share your take, or email us at [email protected]. For more episodes and resources, visit our website knack4business.com.
Disclaimer: Please note that the Knack 4 Business podcast episodes are meant solely for educational and general informational purposes. The information and opinions contained within are not intended to be professional advice on any subject matter. The thoughts, views, and opinions expressed by the participants are their own beliefs and do not represent the views of the podcast hosts or any affiliated organizations.It is important to note that this podcast is not a replacement for consulting with certified experts in your area who possess knowledge of your unique situation. The hosts of the podcast, along with any participants or affiliated groups, do not take responsibility for any actions taken or not taken based on the information presented in this episode.It is highly recommended that individuals seek guidance from their advisors in fields such as accounting, law, or other pertinent areas prior to undertaking any actions or making decisions that may impact their financial, legal, or other aspects of life. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

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