Sales & Marketing

One seminar leader opened a workshop for property and casualty insurance agents by asking this question: “Why do people buy insurance?” After the participants offered a variety of responses, the seminar leader said that there was only one right answer: “To take care of claims.” The point is, what seems rather intuitive to most consumers may not be quite so …

So what does “knowing your product” actually mean? You probably think it means being knowledgeable about the various policies you sell. To some degree, that is correct. We all need to know details on the policies we market to our clients as well as the various riders that are associated with them … at least for compliance’s sake. However, surrender …

With the Olympics underway, we are hearing from athletes that they want to “peak” for their event. They also are planning out their strategy, checking out who their competitors are, and figuring out how they’re going to use their strengths and abilities to bring home the gold. The same process can be used for financial advisors to create their best …

The “Secret Flow” of Sales Power – What is it?  Winners close sale-after-sale-after-sale in the same day. How do they do it? Does this seem like a mystery to you? To close daily sales, National Top Producers tap into the “psychology” of a buying customer. I averaged 14 life insurance sales per week at the start of my insurance career …

The industry is changing whether you like it or not. Everything is done online nowadays. Consumers want their products right now. And they want them at their fingertips. Speed and convenience is the name of the game. Today, producers must change with the industry. If you don’t, you’ll go extinct. I’ve heard from hundreds of producers wondering how they can …

In my last article, I discussed the value of shooting from the hip.  I can only imagine what some of you were thinking after reading it. You were probably thinking that it’s easier said than done. But here is something I neglected to explain, partially by design, so you would have the chance to think about it and also because …

By Angela Perkey, 1/15/2014 The latest report on Obamacare enrollment indicates that a relatively small number of young adults under 35 have signed up for health coverage. This isn’t surprising at all. However, it’s not for the reasons that are often cited. Those of us who fall into this generation are generally not lazy. We also don’t think we’re invincible, …

Most companies want to support charitable and civic organizations and causes. At the same time, the stream of donation requests can be overwhelming, particularly since no one likes saying no. Plus, the pressure comes from all sides—customers, politicians, employees, friends and associates. Everyone seems to have a favorite charity. And businesses are the most visible targets for support. Like any …

By Zachary Tracer, January 9, 2014 U.S. life insurers will use cash for acquisitions rather than share repurchases after buybacks helped drive a rally last year, Deloitte LLP said in its 2014 industry outlook. “Stock buybacks, which were an important part of the capital allocation story for 2013, may not be quite as appealing,” Boris Lukan, a principal at Deloitte, …

January 9, 2014 Lincoln Financial Group (LNC) announced today that it has been named to the Human Rights Campaign’s (HRC) 2014 Corporate Equality Index (CEI). The report, released each fall since 2002, provides an in-depth analysis and rating of large United States employers and their policies and practices relevant to lesbian, gay, bisexual and transgender (LGBT) employees. “We are honored …