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The Importance of Commitment and How to Be Committed


When you order an egg and bacon breakfast, you get a blend of both chicken and pig. However, the chicken’s involvement is limited to the egg while the pig is completely committed. There is no better definition of commitment for an entrepreneur. When it comes to commitment, there are no gray areas. Either you are committed or you are not. …

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The Business Benefits of a Pipeline Mentality


Today, the customer story is simple. Loyalty ranges from non-existent to temporary. Mining the Internet is second nature, and people rely on smartphone apps to cut through the clutter. With an endless array of channels available, engaging your public can be an exercise in futility. Salespeople have always asked, “Whom can I talk to today?” The search for prospective customers …

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Letting Go of Less-Than-Ideal Clients


Some advisors hold onto clients that they consciously know are bad for them instead of taking one bold step that could improve the quality of their business. The challenge of letting go is tough for some people especially if they see their business situation as less-than-ideal but are more afraid of the unknown. It’s been said that the unknown is …

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All I Want to Do is Sell


It was an early morning meeting chaired by the Senior Vice President. There wasn’t any reason to anticipate fireworks on that particular day so the atmosphere was rather relaxed. A sales manager was the last to arrive, and as he sat down, he whispered to the person next to him, “All I want to do is sell.” The meaning was …

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Price vs. Cost: It Can Cost You


Being a sales trainer in the health insurance field, I’ve seen many agents who jump into the business when they’re not fully prepared to succeed. I’m going beyond obvious sales skills, such as qualifying, assessing needs, handling what most people call objections, closing and follow up. I’m also going beyond product knowledge. For the sake of time, I want to …

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Adversity Gives You Strength!


How can you stay self-motivated and productive in the midst of turbulent times and a sluggish economy? How do you persevere as a salesperson when times are tough, and customers seem to be holding on to every penny in fear of economic uncertainty? Every challenge, setback and personal difficulty you encounter in life also brings with it the seed of …

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How Advisors Demonstrate Trust in the Workplace


Trust can mean different things to different people. Trust is also a function of both character and competence. To demonstrate trust, we need to see it in action. For some advisors, establishing and extending trust can be accomplished quite quickly. If there is trust between an advisor and a client, you’ll see more effective communication and collaboration, and of course, …

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Don’t Phone It In: The Subtle Art of Prospecting by Telephone


These days, so much of our everyday exchanges happen online. Sure, it’s convenient, but not always the most appropriate venue for an insurance sale to take place. I happen to work with Medicare Supplements, and I find that phone calls are vastly underrated in terms of a way to close those sales. Initiating applications by phone actually makes great sense …

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A Foolproof Way to Hold People Accountable


If we consider a simple definition of accountability as, “the ability to account for your own actions,” it seems surprisingly straightforward.  But, accountability also involves having clearly communicated objectives, being granted authority over those objectives and having predetermined outcomes for either success or failure. Any ambiguity over outcomes, objectives, and timeframes will affect your ability to be accountable.  If someone …

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