Tag Archives: FEATURED

The financial industry is rife with rejection, and some agents/advisors deal with it better than others. How do they deal with it? By building up their emotional strength and not taking it personally.  Indeed, it is possible for advisors to desensitize themselves to rejection and become like Teflon. However, if your days are filled with calls and meetings that are …

Here are a couple simple tips to become more productive and successful at the most important thing a salesperson is required to do: Selling! If you’re not investing your time in selling as much as you possibly can each day, then you may not be making the most of your opportunities. Sounds obvious, doesn’t it? Well, sometimes we can get …

Have you ever had a sale that didn’t close, and you weren’t sure why? Chances are you lost the sale because you didn’t establish sufficient trust and rapport with your prospect. Once you have developed that trust and rapport, you’ve actually got the most difficult part behind you, and you’re probably going to make a sale! You see, it really …

By Mary Thompson, July 1, 2014 Earlier this year, New York City-based staffing agency Clarity bought cyber-insurance for the first time. This spring it added more coverage. “We were actually hearing about it from our clients,” said Elizabeth Wade, Clarity’s operations manager. “They were asking us about it and in order to prevent being behind the eight ball we felt …

By Ilya Marritz, July 3, 2014 If terrorists were to attack a U.S. city again, who would pay for catastrophic damage? In the aftermath of the Sept. 11, 2001, attacks on New York, Congress provided the answer: the Terrorism Risk Insurance Act. While most ordinary people will never have need of it, Douglas Durst, one of New York’s real estate …

When you order an egg and bacon breakfast, you get a blend of both chicken and pig. However, the chicken’s involvement is limited to the egg while the pig is completely committed. There is no better definition of commitment for an entrepreneur. When it comes to commitment, there are no gray areas. Either you are committed or you are not. …

Today, the customer story is simple. Loyalty ranges from non-existent to temporary. Mining the Internet is second nature, and people rely on smartphone apps to cut through the clutter. With an endless array of channels available, engaging your public can be an exercise in futility. Salespeople have always asked, “Whom can I talk to today?” The search for prospective customers …

In Part One, we looked at the overall dysfunction of the healthcare industry and the reasons for it. Here, we’ll continue to follow the money and look at the first two disconnects. Condition of the Existing Healthcare Industry At one time, individuals paid for treatment directly to the provider. Later, health insurance was offered as a means of spreading the …

Some advisors hold onto clients that they consciously know are bad for them instead of taking one bold step that could improve the quality of their business. The challenge of letting go is tough for some people especially if they see their business situation as less-than-ideal but are more afraid of the unknown. It’s been said that the unknown is …

Essentially, a sales manager’s primary responsibility is to recruit, train, and motivate his or her sales force to achieve peak performance. Of these three vital management tasks, recruiting is the least understood and the most challenging by far. If you’re successful during the recruiting interview process and hire a superstar sales rep, you’ll find that he or she is self-motivated, …