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  • Tue, October 22, 2019 9:22 AM | Billy R. Williams, PhD. (Administrator)

    Dr. Williams going over the New Insurance Customer Onboarding Process.


  • Thu, June 20, 2019 7:59 AM | Billy R. Williams, PhD. (Administrator)

    Throughout the summer Dr. Billy R. Williams, President of Inspire a Nation Business Mentoring will provide free, biweekly, insurance agency best practice webinars.


    https://attendee.gotowebinar.com/rt/1557913817744698635 

    Or

    http://bit.ly/inspiregroupwebinars


    The live sessions are open to all insurance agents but only active members will be able to access and view a recording of the session.


    For active Inspire a Nation Members:

    Billy and his team will be traveling and speaking out of the country for much of the summer and Billy will only be available for sporadic one-on-one sessions.

    To fill the void Billy will conduct live biweekly web training and Q and A sessions.

    The sessions will be recorded and available in the Video and Document Library for all active members that can't make the live webinars.

    The web sessions will be conducted biweekly on Monday's at 2 pm Central (3 pm Eastern, 1 pm Mountain, and 12 pm Pacific)

    Select the mentoring topics and dates that are of interest to your agency!

    The sessions will be recorded and available to active Inspire a Nation members inside the Video and Document Library.

    Monday, June 10, 2019: Calendar Blocking - The 14 Core Weekly Processes

    Monday, June 24, 2019: Core Agency Technology and Automation every insurance agency should have in place

    Monday, July 8, 2019: Marketing your agency - The first 8 Marketing Campaigns

    Monday, July 22, 2019: The Declined Coverage Form - The most important sales tool for current customers

    Monday, August 5, 2019: The Endorsement Process

    Monday, August 19, 2019: The Claims Process

    Monday, September 2, 2019: The New Customer Process - It establishes the culture of your agency operations

    Monday, September 9, 2019: Marketing Campaigns to finish the year strong


  • Thu, May 30, 2019 9:57 AM | Billy R. Williams, PhD. (Administrator)

    The Declined Coverage Form - An insurance agency's most important sales and retention tool!

    By Billy R. Williams, Ph.D., President, Williams Family Investment Group and Inspire a Nation Business Mentoring Svc.


    As an investor in numerous agencies and as a mentor to 100’s more I am often asked: “If there was only one marketing tool you could use in your agency what would it be?”


    Without hesitation, my answer is always the same an E-Signature based Declined Coverage Form.


    In 15 years of working in the insurance industry as a captive agent, an independent agent, a mentor to 1000s of agencies, and an investor in over 150 agencies, I have never seen one document that served as many purposes or drove as many results as a finely crafted Declined Coverage Form.


    To be completely transparent, even a poorly crafted Declined Coverage Form will yield some pretty good results for an insurance agency.


    The evolution of the Inspire a Nation Business Mentoring Declined Coverage Form


    In 2004 when I opened my Allstate Insurance Agency, I started using a Permission to Contact/Optional Coverage Form (Here is a link to the P2C form that is still in use by many of the Inspire a Nation Business Mentoring member agencies - http://bit.ly/IANoptionalcoverageform)


    While 10 - 15% of customers would complete the form, that still left up to 90% that didn’t. Of course, this was before everything went mobile so I was sending a DocuSign link by email that people would open on their desktop computer.


    In 2008 I sold my Allstate agency and partnered with a small independent agency. That agency was using a variety of declined coverage forms for products such as Flood, Jewelry Coverage, Inland Marine, Loss of Income, etc.


    We were mainly using it to cover our butts from an E&O complaint. (E&O is still the main reason most agencies use a Declined Coverage Form.)


    What I noticed right away (and started to track) was how many customers would call back and want to discuss the coverages after they received a Declined Coverage Form DocuSign from the agency. It didn’t take long for me to see that the form wasn’t just covering our butts, but generating revenue for the agency.


    In 2010 I created the Declined Coverage Form that the partner agencies of the Williams Family Investment Group use today, By reducing it to one page and allowing the sales team, account managers, and retention team to list multiple items on one form, it made it more efficient for the agency and easier for the customer to understand.


    Here is a sample form of our current Declined Coverage Form:

    http://bit.ly/IANdeclinedcoverageform


    We see the best response when we send the form:

           As soon as we sign up a new customer

           When we spot a policy weakness on an endorsement request

           When we conduct a Customer Policy Review

           When conducting a reported claim follow up call

           When conducting a Birthday Insurance Review

    In summary, the Declined Coverage Form is a multi-faceted document that should be used to not only cover the agency’s butt but to drive new premium, drive cross-sells and up-sells, increase retention, and show the agency’s expertise as an insurance advisor.


  • Fri, April 13, 2018 6:41 AM | Billy R. Williams, PhD. (Administrator)

    Business leader depression it’s a real thing


    Click here to hear the audio version of this blog post!


    Before I get started, let me say I am not a psychiatrist, psychologist, or any other trained and licensed mental health professional.

    What I’m about to say is based on my experience, and my opinion so give it whatever value you decide to give it.

    In my upcoming book “
    ICECREAM For Business Leaders,” I talk about something I call NERP which stands for negative emotional response pathway.

    Often when I am working with business leaders, I see people that are going through what I coined as “business leader depression.” I use the term I coined “NERP” to describe how they got there.

    The NERP Pathway = Irritation leads to Frustration (a feeling of helplessness and hopelessness), which leads to Anger (lazy or undisciplined actions), which becomes Business Leader Depression

    Here is how it works:

    Irritation - We have something in our current environment or situation that makes us uncomfortable, or we are not happy about it, this is the irritation. The irritation can be the way that our staff or team members are performing, a lack of structure and processes in our business, or this could be a person that just irritates the hell out of us. Whatever the cause we have something in our environment that irritates us.


    Irritation over time and/or intensity leads to frustration.


    Frustration is a feeling of helplessness and hopelessness. Helplessness means we feel we don’t have the power or control to change the irritation; hopelessness is when we feel that the irritation will never change and will last forever.


    Frustration over time leads to Anger

     

    Anger shows itself in two distinct ways: Lazy actions and undisciplined actions. Lazy actions are when we don’t want to do anything. This could be not getting out of bed, not going into work, not answering the phones, or refusing to read emails that could be important to our work or business.

    Undisciplined actions are when we do something other than what we’re supposed to do. Undisciplined actions could be reading emails instead of doing our expense reports, avoiding a task or process by doing something less important in its place, or avoiding a live conversation with one of our team members and replacing it with email correspondence.

    Anger over time leads to Business Leader Depression which is when you abdicate your position as the leader and avoid as many leadership situations as possible. 

    The most common excuse I hear when someone is going through business leader depression is that they don’t have the time to do the things that will make their business operate better. Even if you tell them exactly what they need to do and build an exact schedule to get things done, they will still find reasons not to do them.


    The book will be released on May 1st.

    Before May 1st, you can download a training handout at
    www.bitly.com/icecreamdownload 


    Many of you reading or listening to this post will immediately identify with having a mild case of Business Leader Depression. Trust me I know what it feels like because I have gone through it several times since I started my business 14 years ago.

    Now the real value in reading or listening to this post is that I am going to give you some steps you can do to control and hopefully eliminate how you are feeling. It all starts with getting control of your emotions.

    In the section of my book on
    Ego, Emotions, and Expectations, I explain that the best way to control emotions in business is to use items such as a checklist, a workflow, a schedule, or a defined process so that you don’t have to think about what you are doing, or should do, you just follow the process.


    The Business Leader Depression Solution

    Go back to the source of the irritation. Is there a system that is in place or that can be put in place to help you remove your emotions from the situation?

    An example of this can be holding your team accountable for following a set process checklist, counseling them when they don’t follow the checklist, and terminating them after you have counseled them three times for not following the process.

    Another example would be to automate some of the marketing tasks in your business when you are irritated by your marketing results.

    You could create a Facebook Ad that drives people to your website. Of course, on your website, you have a Facebook Tracking Pixel so you can easily remarket site visitors.

    You use Zapier integration to link your email program with your text message and appointment tools, so the site visitor automatically receives an email and a text message with a link that allows them to schedule a short phone meeting with you.

    The main thing is to eliminate the feelings of helplessness and hopelessness. Even small steps and actions will make you feel a helluva lot better and not so overwhelmed.

    Summary

    1. Recognize the steps involved in the NERP that lead to Business Leader Depression;
    2. Go back to the source of the irritation;
    3. Put technology, checklist, processes, and accountability items in place to help you manage your emotions about the situation;
    4. Start taking small steps and actions to help remove the feelings of helplessness and hopelessness
    5. As you gain more control over your emotions and actions, you will have much more control over your Business Leader Depression


  • Wed, March 07, 2018 9:48 AM | Billy R. Williams, PhD. (Administrator)

    50 Ways to Generate Free and Low-Cost Small Business Leads - Handout

    Free Handout Download: http://bit.ly/50waysdownload or,

    text your email address to 682-200-1954

    (No other characters or words, just text your email address to 682-200-1954)


    Did you know:

    The most successful small businesses in the world spend 30 percent of their time working on their core products and services and 70 percent of their time marketing their products and services?

    That the marketing department of a small business is a key factor in how investors decide which company to take a gamble on?

    That Inspire a Nation Business Mentoring has identified over 170 effective ways to market a small business?

    That most small businesses use lack of marketing money as the main excuse for not marketing their business?


    As a way of introducing our knowledge and expertise to you, we are going to give you a free download “50 Ways to Generate Free and Low-Cost Small Business Leads!”

    Free Handout Download: http://bit.ly/50waysdownload or,

    text your email address to 682-200-1954

    (No other characters or words, just text your email address to 682-200-1954)


    These lead generation techniques will work for any small business in any industry.


    These marketing methods were first tried and tested by our partners within the insurance agent world and then shared with small businesses of various types and industries all across the United States.


    Here are 5 of the 50 techniques discussed in the handout:

    • 1.     Request Google Search Page testimonials and reviews from your top 100 customers;

    • 2.     Have a pop-up box on your website that asks site visitors to join your email list. The pop-up box should appear as they switch to another page, and as they click away from your site. www.sumome.com has a free email pop-up box;

    • 3.     Create an introduction video about you, your product or service, hyperlink it, and send it to contacts that you meet (A Google Chrome Extension App called LOOM is free and easy to use) Here is an example introduction video – www.bitly.com/IANPA;

    • 4.     Use www.eventbrite.com to locate local, upcoming networking events; Attend the events, give out and collect business cards w/birthday info; Create your own networking event;

    • 5.     Create a podcast (Audio Recording) and interview a few of your satisfied customers;


    If you like any of the 5 methods listed above, you will love the other 45 techniques.


    What’s the catch? No Catch. This is our way of introducing our knowledge and expertise to you.

    F

    ree Handout Download: http://bit.ly/50waysdownload or,

    text your email address to 682-200-1954

    (No other characters or words, just text your email address to 682-200-1954)


  • Tue, February 13, 2018 1:05 PM | Billy R. Williams, PhD. (Administrator)

    10 Mistakes Insurance Agency Owners and Agency Leaders Make on a Regular Basis


    I was recently teaching a class at a college where I am an adjunct professor and one of the students who had just passed their P and C licensing test asked me to list the top 10 mistakes I see insurance agents make.

    After sorting through all of the possible answers, I narrowed it down to these ten mistakes as some of the biggest mistakes I see insurance agents make.

    This is by no means a comprehensive list. This list could easily contain 25 or 50 mistakes, but the ten listed here is a great place to start.

    I welcome your comments and feedback. I don’t know where you will see this post, but if there is an area for comments and feedback, please add your voice and additional mistakes I did not list to the conversation.


    The List:

    10. Trying to run an insurance agency without having any mentorship, guidance, or being part of a mastermind group:

    The easy way to achieve success is by gaining the experience and wisdom from others that have already achieved the success you are searching for.


    9. Not thoroughly reading or listening to important instructions and information:

    How many times have you missed out on an opportunity or created an unnecessary headache for yourself because you didn’t thoroughly read or listen to information, or, follow specific instructions?


    8. Not keeping up with important passwords and log-ins:

    How many times have you skipped or delayed implementing a process, or, taking advantage of an opportunity, because you couldn’t locate a password or log-in?


    7. Weak hiring practices:

    This starts with locating staff, interviewing, onboarding, and consistent training.


    6. Not delegating important tasks and tasks that you are not good at doing to agency staff or an outside party:

    How often do information and processes die on your desk, or, you become the bottleneck to the agency’s progress?


    5. Not scheduling and conducting agency-wide training at least once a week:

    Lack of consistent training is a major problem in many agencies. If a staff member is not trained on the proper conversations and processes, they will create their own way to get it done.


    4. Not having a specific tasks schedule for agency staff members:

    Just as lack of training is a major issue for agencies, not assigning a specific day and time to perform specific tasks and processes is another major issue. Any tasks that is important should be on a calendar.


    3. Not having an up-to-date Agency Job-Aid Book:

    This goes back to training. If the agency has an up-to-date job-aid book that explains in a step by step fashion how to complete common agency tasks, as well as tasks that are not as common, staff can get more things accomplished and the agency owner or leader doesn’t fear holding on to underperforming staff because of the fear and reluctance to bring on and train new staff.  


    2. Not having a pay structure that has built-in rewards for properly performing agency tasks, and built-in repercussions for not performing tasks to agency standards:

    There is this saying in professional sports “Until it impacts their pay, it will not impact their play.” I believe insurance is the same way. At Inspire a Nation we teach the “Enhanced Pay Approach” to pay staff. This means we increase your regular hourly pay by a certain percentage, but that percentage can be removed per pay period when you do not perform key tasks when and how we need you to.


    #1. Not scheduling specific days and times to accomplish specific tasks and processes and/or at least spot-check tasks that you have assigned to staff:

    • Every day I hear excuse after excuse why the agency owner/leader didn’t get something working or completed in the agency. I know in their heart and mind they want to accomplish things, but they don’t. Why not? Because the never blocked off a specific time in the day to do it. Just like I said with staff, if it is important, it should be on a calendar. Don’t think to add more task to your already over filled to-do list is making something a priority, it’s not! 
    Thank you for taking the time to read this blog post.

    Check out more of our free Insurance Agent Mentoring and Coaching Resources on our Free Tools Page


  • Mon, January 29, 2018 10:27 AM | Billy R. Williams, PhD. (Administrator)

    No Cost Methods to Market Your Small Business – Recorded Product Hotline

    1- 682-200-1808 Ext.1 or http://www.inspireanation.org/Free-insurance-agent-tools

    For the next four weeks, I will send our newsletter subscribers, and post on our social networks, a new creative way to market your business.

    There are 100s of ways to market your small business, but for the next four weeks, we will look at four ways to market your small business that are free, easy, and effective.

    1. Product Hotline
    2. Inbound Text Message
    3. Email Collection Pop-Up Box
    4. Video Email

    I am going to show you the easy and free methods. Of course, there is always a paid tool and vendor that you can use for these marketing methods, but I am a big believer in cutting your teeth on the free tools before you jump and spend money on a paid version.

    Using the free tools will give you some indication of the effectiveness of the marketing methods and helps you determine if the method will produce a return on investment that justifies buying a paid version.

    (Note: If you are using the Inspire a Nation Data and Marketing Super Center CRM, the tools and functionality I am about to explain are already part of the system.)


    Week One - Product Hotline:
    Today’s consumer is bombarded with information and sales pitches, and often they only want to see or hear the specific information they are interested in locating.

    They are also most likely on a mobile device. A Product Hotline makes it easy for a consumer to hear your specific message on their landline or cell phone.


    Here are the steps to set up a Product Hotline:

    1. Identify a specific product you want to discuss on your hotline. (I know you will be tempted to discuss multiple products, but fight the urge! Only discuss one product or service)
    2. Create a 2 or 3-minute script for the product or service. If you can’t explain how your product or service can solve a problem in 3 minutes, you need to work on tightening up your marketing message.
    3. Sign-up for a freeconferencecall.com phone number. Your account will come with a main call-in phone number, and a recorded message number that consumers can use to access your recorded message. (DMSC Users: Just select an extension and record your message.)
    4. Call your freeconferencecall.com account and record your message.
    5. Create an email blast that directs readers to call your product hotline number to hear how your product or service has solved a problem for other people.
    6. Send the email blast to an audience based on an upcoming trigger such as a policy renewal or service expiration date.

     
    Here is an actual email that we use Inspire a Nation Business Mentoring:
     
    “Are you an insurance agent that needs help not just understanding which operational and marketing processes you need in place in your agency, but how to get them up and running with step by step instructions?
     
    We have helped 1000s of insurance agents that need the type of help that you do, and we have done it in a much shorter time span and for $1000s less than what you would pay trying to figure it all out on your own or an expensive consultant service.
     
    Call us at 1-682-200-1808 ext 1 to hear a short recorded message that explains how we have helped many of your peers and professional heroes and more importantly, how we can help you.

    That number is 1-682-200-1808 ext. 1. Don’t delay any longer call now!”

     
    (By the way, if you call the phone number you will hear our actual recorded hotline message)
     

    In Summary: A product hotline is a low cost, low tech way of marketing your agency small business.

     
    Next week: Inbound Text Message Campaign


  • Wed, January 24, 2018 7:41 AM | Billy R. Williams, PhD. (Administrator)

    The agency should have a job-aid book that gives a step by step explanation of the common and uncomon tasks and steps within the processes that happen in the agency.


    The job-aid book will make it easy for staff to have a go-to source for tasks questions and answers. The job-aid book should be written in a step-by-step manner and should include screen captures and videos when available.

    Tools you can use to create a job aid book

    • Ø  3-Ring Binder, Tabbed Dividers, Typed Word Document
    • Ø  Docs on a shared drive
    • Ø  Google Doc that can be shared with the entire agency
    • Ø  Docs inside of a Drop Box or EverNote account
    • Ø  A tool like Process Street that allows you to create, share, assign, and track the completion of job-aid book tasks

    Suggested (Starting) Insurance Agency Job-Aid Book Tabs/Sections: 

    1.   Starting the Work Day (Turning on computer programs, unforwarding the phones, checking messages, etc.)

    2.   Quoting (By Carrier)

    3.   Rating, and Binding (By Carrier)

    4.   Endorsements (By product and carrier)

    5.   Claims - Reporting. Reviewing Claims Details

    6.   Communication Technology such Email, Phone, Text Messaging, etc.

    7.   Contact Records and Notes (Agency Management System)

    8.   Payments (By Carrier)

    9.   Billing, and Accounting (By Carrier)

    10.  Tracking (Production Reports, Commission Logs and Reports, Activity Logs, etc.)

    11.  Marketing and Prospecting (Phone (Manual and Dial Technology) , Email, Texting, Texting, Postal Mail, Website, Web Forms, Marketing List, etc.)

    12.  Closing the Workday


    Example tasks that should be in your job aid book include: 

    • How to quote on various carrier's websites, 
    • how to file a claim, 
    • how to add a 5th car to a quote or policy, 
    • how to cancel a policy, 
    • how to send trailing documents to the underwriter, 
    • how to attach a declined coverage form to a customer's record etc.

    A good job-aid book will make it more efficient for you to onboard new staff and train existing staff.

    Developing the Agency's job-aid book is a constant and ongoing tasks. In other words . . . never stop adding to and updating the agency's job-aid book!

     We recommend that you use an online tool called "process.st" to create your job-aid book. It has templates to get you started, and it is simple to use. Click here to access "process.st"

    Not a Techy? Here is a short video that can show you how to easily set up dividers and tabs using Microsoft Word


  • Wed, December 20, 2017 11:24 AM | Billy R. Williams, PhD. (Administrator)

    Sales Goal Formula - How many prospects do I need to reach my sales goals?

    Here is a little-known insurance industry insider nugget: P and C Insurance carriers only want 15 – 20% market share in any one geographic area.

    That means that the carrier’s business model is built around letting 80% of all prospects walk out the door without buying their product.

    For a captive agent, this is a brutal realization when they look at their quote-to-close ratios.

    For independent agents, the blow is softened because they have multiple carriers to shop a prospect, but if they track their quote-to-close ratio by the carrier, they will see the same close rates.

    I understand and agree with the logic behind the carrier’s self-imposed market share numbers. All we have to do is look at the floods in Houston and the wildfires in California to understand their actions.

    What does that mean for insurance agencies in 2018? They need to track their marketing and prospecting quote-to-close results, increase their referral partnerships, and solidify their retention processes.

    Let me explain.

    Tracking your quote to close ratio by marketing campaign will tell you how many prospects you must have to reach your goals.

    There is a very simple formula that you can use with any marketing campaign to correctly determine the number of prospects you need to reach your sales goals for a campaign.

    You will need three pieces of information from any prospecting campaign:

    1.       The total number of prospects you started with,

    2.       Your sales goals, and,

    3.       The total number of sales from a currently operating campaign or a completed campaign.

    Active Inspire a Nation Members: Click here to go to a spreadsheet in the video and document library that you can use to input your numbers and see not only your sales goals numbers but quote/contact and ROI per campaign

    (Of course, you could also use the historical information from all of your completed campaigns to help you determine the most effective lead sources and prospecting list to use in a future prospecting campaign. If you have agency-wide quote-to-close numbers, use that data in the formula below.)

    The simple formula is: Prospects X (Sales Goals/Actual Sales)

    This formula applies regardless of the type of prospecting campaign you are currently using since it is based on the results of a currently operating prospecting campaign or a completed campaign.

    You must always consider that several variables will impact your prospecting results, these include:

    ·         Lead sources,

    ·         Technology you use to prospect,

    ·         The time of day you prospect,

    ·         The method of prospecting – phone, email, mailing, conference calls, etc.

    ·         The sales ability of the person or team that is prospecting.

    Don’t over think the formula. Let the numbers tell you the real story, don’t try to skew the numbers to match what you want to happen, let them honestly show you what is happening.

    Let’s apply the formula to 4 different prospecting scenarios:
    1. You purchased a telemarketing list of 1000 names
    2. You bought 100 real-time internet leads for one of your producers
    3. You mailed out 500 postcards (The postcards all had the Inspire a Nation recommended wording and the five key items that dramatically increases response rates)
    4.  You bought 1000 aged internet leads

     
    Scenario 1 - You provided your telemarketer with 1000 names from a purchased list: Your telemarketer called between 10 AM – 3 PM (The absolute worst times for telemarketing!), the campaign produced five new sales; you wanted the telemarketing campaign to produce 20 sales. Based on the formula you will need to provide your telemarketer with 4000 names to reach your sales goals. 1000 X (20/5)

    Mentoring suggestion: Change your prospecting times, and you will get better results

     
    Scenario 2 - You bought 100 real-time internet leads for a sales rep: You used a lead management tool to reply immediately to the internet leads, and you need to follow the Inspire a Nation recommended internet lead follow-up schedule. You closed ten new sales; you wanted twenty new sales. Based on the formula you will need to provide the sales rep with 200 leads to reach your sales goals. 100 X (20/10)

    Mentoring suggestion: Though this percentage is pretty good, make sure you are purchasing the highest quality (Prospects provided real information and wanted a quote) real-time leads available.
     
    Scenario 3 - You mailed out 500 postcards: You received 100 call-ins, had 20 people download information from your website, and had 12 people show up for a conference call; all this activity produced seven sales. You wanted ten new sales. Based on the formula you will need to mail 714 postcards on your next mailing campaign. 500 X (10/7)


    Mentoring suggestion: Make sure you are mailing to areas that match the demographics of your target prospects.
     
    Scenario 4 – You bought 1000 aged internet leads: Your team emailed, called, and mailed postcards to the aged internet leads over a 60 day period and you followed the Inspire a Nation recommended follow-up schedule for aged leads.

    All the activity associated with the prospecting produced 14 sales. You wanted 25 sales. Based on the formula you will need to purchase 1785 leads to meet your sales goals. 1000 X (25/14)


    Mentoring suggestion: Make sure your x-date follow-up and re-quote process are just as thorough, so you get the maximum return on investment.

    Of course, if you are using Inspire a Nation recommended prospecting templates, following the Inspire a Nation recommended follow-up schedules, utilizing Inspire a Nation recommended technology and utilizing all of the prospecting options we teach you to offer a prospect, your results will be far superior to the average agent.

    Want more awesome mentoring information? Here are some options:

    1.  Join the Inspire a Nation Mentoring Program. The program has an amazing step by step video and document library as well as biweekly, live, mentoring web meetings. http://inspireanation.org/membershipinformation

    2.  Purchase the “How to Build a $10 Million Insurance Agency in 5 Years” e-book: http://inspireanation.org/10millioninsuranceagency

    3.  Check out our free mentoring and coaching resources http://www.inspireanation.org/Free-Tools



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