Sales & Marketing

Success in the insurance and financial industry is a direct result of making connections that engender sales; and these sales come from quality leads and effective appointment setting. This article touches on the art and science of setting those appointments. Your number-one focus when calling to set an appointment with a lead should be to get it done within the …

From luxury automobiles to high-tech electronics, the phrase “made in Japan” is synonymous with quality and reliability. The Japanese have a well-deserved reputation for their relentless pursuit of excellence, but it wasn’t always that way. At the end of World War II, many Japanese cities lay in ruin, the country’s manufacturing base destroyed and its economy devastated. General Douglas MacArthur …

You don’t need anyone to tell you that the world is undergoing many changes right now; that’s pretty obvious. What may not be so obvious is your ability to adapt to the changes that are necessary for your business to survive and thrive in the changing market. How do you set yourself up for success when global changes are affecting …

Preset appointments are not the silver bullet. There is no silver bullet. Stop thinking appointments are a laydown sale, especially for an annuity product. They are not. If you can grasp these facts, your odds of success in presets have just increased tenfold. This concept is going to rattle some cages, but . . . don’t wear a suit. Suits …

Appointment setting is the bridge between prospective leads and finalizing sales. Without this critical skill, an agent is severely handicapped in obtaining new clients. Most agents can sell once they are in front of people or they would not be in business. Augmenting sales ability with effective appointment setting skills will ensure your future success. The first step in developing …

The career of a financial advisor is full of challenges and opportunities. Dealing with those constant challenges and relentlessly chasing down those opportunities can be tiring, even on the best days, and can stop your business cold on the worst days. How do you navigate the highs and lows of your business and create a career that grows with you? …

Here are nine things you need to do to put your business in a position to attract more high-quality clients through referrals. If you can establish all, or most, of these strategies as solid habits, you’ll create an unlimited supply of high-quality referrals: 1.  Treat the entire referral process with importance. How you send it out to the world is how …

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 trust and rapport, you’ve actually got the hard part behind you and you’re probably going to make a sale! You see, it really doesn’t matter …

Many agents have those amazing products that can take them to untamed financial success, but marketing is always an issue. Let’s take a look at what Apple did over the last decade with their marketing and see how it translates to you. Apple Inc. is currently one of the most powerful and dominating forces in technology and the business world …

From social media to texting to not having enough time, communication is getting more difficult and complicated. If we want to influence our listeners to make them act on what we have to say, we need to work hard to be heard above this noise. 1.  Speaking up. If you want to be heard, you need to speak up. It …