Tag Archives: FEATURED

These days, it’s easier than ever to feel good about making a big purchase. The Internet makes it simple to research the latest gadget you’ve had your eye on, read up on consumer reviews for the new yoga studio down the street, or find the safest, best-designed crib on the market for your family’s newest addition (as my wife and …

We’ve all seen those fundraiser thermometers, haven’t we? It’s a simple and fun way to chart the progress of a charity or organization in their quest for raising the necessary funds. Everyone can visually see if they’re reaching their goal, and it encourages everyone to strive further. Do you use a visual aid of this type for your sales goals? …

Take your business to the next level by creating an “It’s All-About-Them” (IAAT) experience for your clients. A company that is founded on the IAAT principle will have valuable services right out of the gate. Ask any successful financial advisor, and they will tell you.  In order to get new clients and keep the existing ones coming back for more, …

While even the word “negotiation” can evoke fear, stress, and anxiety for many, the intent is quite simple: to discuss and ultimately agree on a deal.  Whether it’s a multi-million dollar contract or just deciding where to meet for lunch, life is rife with negotiations.  And, the negotiation process is a lot like a chess game where strategy reigns supreme—one …

If you don’t know the statistics, they are alarming.  The United States Department of Health’s website, longtermcare.gov, states that 7 in 10 seniors will require long term care assistance prior to death.  That number is staggering if you consider the fact that the Boomer generation is turning 65 at a rate of 10,000 a day and will do so for …

As insurance professionals, it’s easy to get caught up in the day-to-day. We tend to focus on the outcomes for which we will be measured—from loss ratios to closing ratios and regulatory compliance—instead of emphasizing the activities that may lead to greater leadership, fulfillment and achievement. By its very nature, insurance is analytical. In the midst of all the “i” …

If your business isn’t growing, you need to get a handle on the way you’re running it.  Many insurance agents tend to spend a great deal of time performing unnecessary tasks that contribute little to the growth of their business.  The 80/20 rule, otherwise known as the Pareto Principle, teaches that only 20% of your actions should lead to 80% …

As financial professionals, if we’ve heard it once, we’ve heard it a thousand times: Boomers are turning 65 at the rate of 10,000 a day and will continue to do so through 2030.  But as I talk with independent producers across the country, the reality of this opportunity really hasn’t sunk in.  And for those who it has, they are …

Success is something everyone wants but only a few achieve. However, it doesn’t have to be that way. No matter where you are in your career, from job seeking to having held the same position for an extended period, there are principles you can apply to ensure your success. Below are seven sure-fire success principles you can start using right …

In Lee Child’s Without Fail, a Secret Service official simplifies a disturbing problem. “If the Yankees come to town saying they’re going to beat the Orioles, does that mean it’s true?” And then he adds, “Boasting about it is not the same thing as actually doing it.” It’s the same with sales. There’s often too much boasting and not enough …