Sales & Marketing

Are Boomer clients aware that Medicare stops at the Border? The exposure to financial harm is high for anyone traveling outside the United States, especially for seniors who are on Medicare, since Medicare stops at the border except for limited circumstances. If your clients have a Medicare Supplement, there is some relief for emergency medical care, but that too has limits – they …

Have you ever wondered why you seem to hit it off right away with some customers, while with others it’s more like oil and water? That’s because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences …

For most of us, the thought of change can send us into a panic attack.  For some of us, we might fear change because it disrupts our sense of security and consistency by challenging our perceptions.  As much as we crave stability and security, change is an inevitable part of life and we can either choose to embrace it or …

After working with hundreds of producers, agency owners and carrier teams alike, I’ve established some common reasons many producers don’t make it in the industry. 1. Not having enough to work on. Even with qualifying, learning to listen and asking the right questions, not having enough of “X” types or sizes to work on will ensure steady decline in your …

Wherever you are in your life, you are exactly where you are because of your beliefs.  When you speak to yourself what do you say – words of encouragement or words of criticism?  If you speak words of encouragement, you may have some level of confidence and be moderately successful at achieving your goals.  However, if you speak words of …

Insurance agents and agencies are increasingly being targeted by trial lawyers with errors and omissions lawsuits – the financial equivalent of the malpractice claim. According to data from Demotech, Inc., 28.4 percent of sampled agencies reported having had an errors and omissions claim within the last five years – up from 22.8 percent of respondents the year before.  Use your …

"28 percent of those surveyed bought life insurance for the first time last year."

"Half of the Middle Boomers (the 28 million Americans ages 52 to 58) still have children living at home."

"Let your clients work through the solutions. They are more likely to acknowledge a problem they “discover” themselves, through discussion, than they are if you just assert that the problem is there."

"It's important to remind your clients that annuities are extremely safe because they are issued by insurance companies."