Sales

As a personal producer, my record sales week was during a holiday season a few years ago. I sold 26 life insurance policies in five days during the week of Christmas. Still, most “experts” consider Christmastime to be a “sales slump.” I believe in quality sales, not quick sales. My persistency rate (13th month premium paid by customer) is between …

Hi there! I am a customer searching for life insurance protection. May I share with you what I am looking for from an insurance agent, and why you may or may not win my business? First of all, always remember that everybody is having a tough time. From our first “hello”, I want you to exude upbeat, confident cheer laced …

When you sit down with a prospect or a client, you probably open the conversation with a brief comment about the weather followed by a discussion about families, or work, or a news headline. At some point, the conversation shifts, and you discuss some aspect of the client’s finances or portfolio—perhaps listening to their ideas or giving advice from research …

What does it take to get ahead in business today? While the experts may offer such suggestions as having cutting-edge skills and being a good team player, there are other, even more essential, measures to take. . The techniques are actually quite simple, but they have one common and fundamental characteristic that makes them so valuable: each one produces positive …

Within the insurance sales and insurance distribution channel, there isn’t a group that producers love to hate more than the sales lead industry. In many cases, it’s for a good reason. As an industry insider, I’ve seen the good, the bad and the ugly. While there are some high-quality insurance lead companies, there are others that sour the reputation of …

Most conversations start off with innocuous questions like, “What do you think of the weather?” If you want to build rapport and trust with clients, you need to have conversations that go deeper than that. The way you ask the questions will dramatically affect the quality and value of your conversation. Certain types of questions can expand the conversation, and …

Some estimates indicate that it costs between five and seven times as much to gain a new client than it does to retain one. This indicates that selling more to your current customer base is a wise priority. Since they have already conducted business with you to fill a need, your clients have shown trust in your company. To gain …

Below, there are five important lessons I would like to share with regards to selling life insurance: 1. Successful sales are a combination of art and science. 2. People buy what they want, but they must be “sold” what they need. 3. Education is the best strategy to help people buy what they need. 4. People don’t want to know …

Planners of every persuasion are always looking for the new and interesting conversation to have with their best clients and strategic partners. This is called business development, and the differentiation point between the consultant and the salesperson is this: the consultant wants the conversation that fits the situation to lead to business development as opposed to the conversation built around …

If you’re sitting at your desk with a “To Do List” a mile long, but you can’t find the motivation to tackle it, keep reading. By the end of this article, you will hopefully reclaim your motivation and enthusiasm. How is it that some days, it feels as if you have enough motivation to conquer the world, yet other days, …