Sales

Botox is not a permanent solution to aging and wrinkles. It is a superficial fix and after a few months the same old wrinkles reappear. Sometimes, people tend to take for a similar short-sighted approach to their marketing efforts. Many businesses are looking for a quick fix to bring on new business fast.

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 …

A recent study from General Re found that the total number of disability insurance policies fell by 2 percent last year – building on a 2 percent decline from the prior year. Agents selling to the individual market took it on the chin, with total individual disability insurance premium falling by six percent, compared to 2009 levels, for a total …

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 …

It's been said that salespeople who avoid making phone calls have skinny children.

Are Boomer clients aware that Medicare stops at the Border? The exposure to financial harm is high for anyone traveling outside the United States, especially for seniors who are on Medicare, since Medicare stops at the border except for limited circumstances. If your clients have a Medicare Supplement, there is some relief for emergency medical care, but that too has limits – they …

Have you ever wondered why you seem to hit it off right away with some customers, while with others it’s more like oil and water? That’s because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences …

After working with hundreds of producers, agency owners and carrier teams alike, I’ve established some common reasons many producers don’t make it in the industry. 1. Not having enough to work on. Even with qualifying, learning to listen and asking the right questions, not having enough of “X” types or sizes to work on will ensure steady decline in your …