Prospecting

The Wall Street Journal recently ran an article entitled “Retirement Income? Annuities Come Up Short.” (April 30th, 2011). The article, written by Brett Arends, makes the case against lifetime income annuities.

One of the byproducts of the passage of the Patient Protection and Affordable Care Act last year was a massive dislocation in the Medicare Advantage market. Medicare Advantage – also known as Medicare Part C – is an optional part of Medicare that allows beneficiaries to contract with managed care firms to administer their benefits under the Medicare program. The …

If you played baseball as a kid, you’ve heard the term “hurry up and wait” a hundred times. The phrase refers to the wisdom of running as fast as you can to where the ball is going – and being prepared to make the catch when it gets there. Lazy ballplayers will try to time their run to get there …

With unemployment hovering around 9 percent, and underemployment well over 20 percent, millions of Americans have been forced into hunting for new sources of income. The recession is particularly difficult for older workers, who find it more difficult to find work where employers favor younger hires with the potential of longer tenures with the company.   The result: The emergence …

For most of us, the thought of change can send us into a panic attack.  For some of us, we might fear change because it disrupts our sense of security and consistency by challenging our perceptions.  As much as we crave stability and security, change is an inevitable part of life and we can either choose to embrace it or …

Wherever you are in your life, you are exactly where you are because of your beliefs.  When you speak to yourself what do you say – words of encouragement or words of criticism?  If you speak words of encouragement, you may have some level of confidence and be moderately successful at achieving your goals.  However, if you speak words of …

"28 percent of those surveyed bought life insurance for the first time last year."

If everyone is telling you "I'm not interested," you're probably not saying anything interesting.

There is nothing better than a client giving you the name and phone # of a friend or family member – or even calling them with you there! Those warm introductions beat off-the-shelf telemarketer leads every day of the week and twice on Sunday! The question is: how do I get my clients to ‘voluntarily’ give me referrals without me asking …

There aren’t many guarantees in this business. The products might have guarantees, but does anyone guarantee you results on a mailing? Results on a given appointment? Results on a lead? No. But there is one thing I can guarantee: We live in the world of the Internet; and customers will begin and end their research online. And when they do, …