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Are You Settling for a “One-Shot Wonder” Career?

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One-shot wonders in business are not unlike one-hit wonders on the Billboard charts. Basically, a person starts out with a bang, but is never able to replicate that level of success again. As Andy Warhol once said, “In the future, everybody will be world famous for 15 minutes.” Are you guilty of putting one-shot wonder effort into your insurance career? …

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Add Value to Your Client Experience

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It’s still early in 2014, and now is a perfect time to consider what you can do to add value to your client experience. Chances are, your competition is currently prospecting with your top clients, so you can be sure that a few of them are wondering what value they’re getting from retaining you as their financial advisor. Since value …

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Targeting Niche Markets

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Targeting an industry niche is a very effective, yet underused marketing strategy in the financial services industry. It can be hard to create a reputation for yourself when your marketing approach is “shotgun.” On the other hand, when you target a very specific industry niche, it’s fairly easy to elevate yourself to “celebrity status.” Let’s start out with a definition. …

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7 Rookie Agent Mistakes (You Should Avoid Making)

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For over a decade, I have been in the insurance business. I’ve worked as an agent, consultant, and sales trainer. And I have seen an enormously-high failure rate when newly licensed agents come on board. Why is there such a high failure rate for new agents, and others that are new to the business? Well, we all make mistakes, so …

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When is it Time to Ask for Help?

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In my opinion, asking for help is the most taboo topic in our industry these days.  If our egos weren’t so huge, maybe I wouldn’t have felt the need to share my thoughts on the subject. But anyway, everyone should sit tight and prepare to be knocked down a peg or two—myself included. We all talk big. Sometimes, we hold …

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Know Your Product

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So what does “knowing your product” actually mean? You probably think it means being knowledgeable about the various policies you sell. To some degree, that is correct. We all need to know details on the policies we market to our clients as well as the various riders that are associated with them … at least for compliance’s sake. However, surrender …

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Run Your Own Race

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With the Olympics underway, we are hearing from athletes that they want to “peak” for their event. They also are planning out their strategy, checking out who their competitors are, and figuring out how they’re going to use their strengths and abilities to bring home the gold. The same process can be used for financial advisors to create their best …

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The 21st Century Producer

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The industry is changing whether you like it or not. Everything is done online nowadays. Consumers want their products right now. And they want them at their fingertips. Speed and convenience is the name of the game. Today, producers must change with the industry. If you don’t, you’ll go extinct. I’ve heard from hundreds of producers wondering how they can …

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The Carrier Sells Itself

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In my last article, I discussed the value of shooting from the hip.  I can only imagine what some of you were thinking after reading it. You were probably thinking that it’s easier said than done. But here is something I neglected to explain, partially by design, so you would have the chance to think about it and also because …

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Shooting from the Hip

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We are in one of the toughest businesses out there, right? Nothing comes easy to an insurance agent anymore, right?  We are all getting too old for the games people play, right? So, we all learn lots of catchphrases and rhetorical sayings. We all believe that if we keep mastering the English language, or whatever language you sell in, everything …

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