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- …Read More »
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 …Read More »
Self-Marketing: The Salesperson’s Other Job
Even highly experienced and successful salespeople can have a blind spot. They can be so intent on what they want to accomplish that it’s easy to ignore how others view them. And it isn’t always complimentary. “Oh, don’t take Sally seriously. Just remember that she’s in sales.” In fact, salespeople find themselves on the bottom rung of the public’s trust …Read More »
Burn Your Boat!
I believe that the great NFL Hall of Fame coach, Vince Lombardi, had it right when he said, “The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.” Do you agree with Coach Lombardi, or are you the type of person who has difficulty staying focused and keeping …Read More »
How to Establish a Solid Plan When it Comes to Current and New Prospects
Most agents and advisors face the challenge of getting in front of prospects and acquiring new clients. It can be a daunting task that needs to be approached with thorough, confident planning. When asked what or who they relied on for credible financial planning advice, an overwhelming number of respondents in The Hartford Investments and Retirement Survey who did not …Read More »
Who Are You?
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 …Read More »
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 …Read More »
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 …Read More »
10 Sales Strategies for Taking Charge of 2015
Tactics constantly come and go in sales without making a significant impact on outcomes. On the other hand, solid strategies can make a significant difference in what happens. Here are 10 sales strategies that can have a positive influence on performance in 2015. 1. Define yourself clearly. Most people let others decide who they are, define their capabilities, and what …Read More »
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,” …Read More »