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Easy Ways to Reframe Rejection


The financial industry is rife with rejection, and some agents/advisors deal with it better than others. How do they deal with it? By building up their emotional strength and not taking it personally.  Indeed, it is possible for advisors to desensitize themselves to rejection and become like Teflon. However, if your days are filled with calls and meetings that are …

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No Trust or Rapport = No Sales or Referrals


Have you ever had a sale that didn’t close, and you weren’t sure why? Chances are you lost the sale because you didn’t establish sufficient trust and rapport with your prospect. Once you have developed that trust and rapport, you’ve actually got the most difficult part behind you, and you’re probably going to make a sale! You see, it really …

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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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Leverage Your Process for More Referrals and Introductions


Would you like to get referrals without even asking for them?  Would you like to get referrals much sooner in your new client relationships?  If so, then you need to think “process” over “products.”  Just selling a product or signing someone up will make you some money, but it’s unlikely to make your referable and create word of mouth … …

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Six Powerful Prospecting Tips to Build Your Business


Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple: The six-figure sales reps understand the importance of business development and never …

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The Delicate Art of Approaching Friends for Business and Referrals


So how do you approach friends and others about the work you do with the goal of getting referrals? One of the major challenges is that they haven’t directly experienced the value of your work. So basically, you are not yet “referable” in their eyes. How do you become referable with them? Obviously, it would be great if they became …

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Enhance Your Everyday Negotiating Techniques


When we hear the word “negotiating,” we often think of closing a big sale or making a big purchase, but negotiating is something that can happen every day with family, co-workers and clients. You are negotiating any time you tell someone that what you want is different from what they are trying to give you. The common goal of negotiation …

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Actions Speak Louder than Words: Business Ideas That Drive the Right Results


Americans spend more than $12 billion per year on the nation’s most pervasive addiction—self-help and the seemingly insatiable desire to be more successful. Like other compulsions, we can’t get enough to satisfy our longing. Every couple of weeks, there’s a new self-help book, video or seminar. Malcolm Gladwell’s latest addition to his shelf of self-help books is totally enticing. It’s …

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Add Value to Your Client Experience


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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7 Rookie Agent Mistakes (You Should Avoid Making)


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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