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Sales

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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Becoming the Most Effective Salesperson

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One seminar leader opened a workshop for property and casualty insurance agents by asking this question: “Why do people buy insurance?” After the participants offered a variety of responses, the seminar leader said that there was only one right answer: “To take care of claims.” The point is, what seems rather intuitive to most consumers may not be quite so …

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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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The Secret Flow

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The “Secret Flow” of Sales Power – What is it?  Winners close sale-after-sale-after-sale in the same day. How do they do it? Does this seem like a mystery to you? To close daily sales, National Top Producers tap into the “psychology” of a buying customer. I averaged 14 life insurance sales per week at the start of my insurance career …

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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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How to Sell Health Insurance to Millennials

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By Angela Perkey, 1/15/2014 The latest report on Obamacare enrollment indicates that a relatively small number of young adults under 35 have signed up for health coverage. This isn’t surprising at all. However, it’s not for the reasons that are often cited. Those of us who fall into this generation are generally not lazy. We also don’t think we’re invincible, …

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Insurers to Favor Deals Over Buybacks, Deloitte Says

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By Zachary Tracer, January 9, 2014 U.S. life insurers will use cash for acquisitions rather than share repurchases after buybacks helped drive a rally last year, Deloitte LLP said in its 2014 industry outlook. “Stock buybacks, which were an important part of the capital allocation story for 2013, may not be quite as appealing,” Boris Lukan, a principal at Deloitte, …

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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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Take Your Business to the Next Level with Referrals

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As consumers, we have so much choice in the marketplace, and marketing efforts don’t always effectively convince us to buy. The one type of “marketing” that holds the most sway over any decision we make is the enthusiastic referral of someone we know. The same is true for financial advisors. Prospective clients have a lot of choice, but a referral …

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