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Tips to Wow Your Prospects and Boost Next Month’s Income

Let’s face it – the plethora of digital developments and subsequent demands of our already-stretched comfort zones can exhaust even the most hardy and tech-savvy agent or financial advisor. Sometimes, however, there’s a certain “magic” in simplicity. In this article, we bust open the hornet’s nest of complex choices and neatly pick out the very best hot uses of technology- …

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Spotlight: Experienced Life & Annuity Producer Greg Spreng


The business I got into 22 years ago is not the same business I work in today. It costs more today than it has in the past to market yourself, you’ve got to make sure you don’t run out of money. Greg Spreng is a long-time life insurance and annuity producer with more than 22 years of experience in the …

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5 of the Best Practices for Client Appreciation Events


  A good client appreciation event will have two main things: a meaningful activity and an opportunity for interaction. Client appreciation events are a great way to reward your clients and reinforce your relationship with them. However, advisors and agents often struggle with how to properly run an effective (and fun) event. Many will offer a dinner, maybe a wine …

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4 Ways Giving Back Pays Dividends for Brokers


What are your business goals for 2015? I hope at least one involves giving back to your community. Deepening your involvement in a community-based charitable organization or not-for-profit can help satisfy your employees’ desire to make a difference while also supporting a good cause and firmly establishing your business and its identity. I’ve seen it with the top brokers we …

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Who Are You?

agent thinking

During the Christmas break, my kids and I have a tradition of piling up on the sofa with a huge bowl of popcorn and watching movies.  My 12-year-old daughter wanted to watch the latest remake of Alice in Wonderland. With Johnny Depp and Anne Hathaway in the same movie, I’m thinking it can’t be that bad. So shortly after Alice …

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Staying in the Box: Lessons from “The Mick”


When I was a kid, I was a fan of Mickey Mantle.  He was the idol of many American boys just like me.  Known as “The Mick,” Mantle was one of the greatest home run hitters of the time, and perhaps the greatest switch hitter ever to play the game.  After a 14-year career with the New York Yankees, Mantle …

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There is No Trophy for Just Showing Up


My first experience in the martial arts occurred when, at the age of 8, I visited a judo class being taught at the local Boy’s and Girl’s Club.  The idea of tripping and throwing others around sounded exciting to a young, skinny kid.  But what I didn’t understand was that you also got tripped and thrown when you showed up …

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After You Say, “I Do”


You woo them, you court them, you often invite them to dinner and buy them a nice meal.  You occasionally shower them with gifts, and you bend over backwards to see that they have everything they need to make a decision in your favor.  You talk, laugh, and get to know each other.  You come to believe that person is …

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When Should You NOT Ask for Referrals?


If you’ve been reading my articles over the last few years, you know that I’m a huge advocate of asking for referrals.  While I don’t teach an aggressive approach, I do advocate finding ways to be appropriately proactive.  Sometimes, it’s appropriate to promote the referral process by planting referral seeds. One of my favorites is, “Don’t keep me a secret,” …

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Are Mistaken Assumptions Preventing You from Getting More Referrals?


Why don’t reps ask for referrals more often? Mistaken assumptions! Producers make certain assumptions about the referral process that often hold them back from fully leveraging their client relationships. A few weeks ago, I was having a very interesting conversation with Phil Simonides, a successful manager in the financial services industry.   In teaching my referral system to both new and …

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