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Letting Go of Less-Than-Ideal Clients

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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 …

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How Advisors Demonstrate Trust in the Workplace

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Trust can mean different things to different people. Trust is also a function of both character and competence. To demonstrate trust, we need to see it in action. For some advisors, establishing and extending trust can be accomplished quite quickly. If there is trust between an advisor and a client, you’ll see more effective communication and collaboration, and of course, …

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Sell Your Way Out of It!

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I’m currently consulting for a fairly large insurance agency. While conducting a one-on-one coaching session with one of their sales representatives, I offered some advice that many salespeople–or anyone for that matter–can benefit from. And it starts with this: Get out of your own way! This was the situation. Zach (not his real name) was struggling. He had some personal …

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What the Bleep is Operation Green Turtle?

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Several years ago, when I was managing an insurance office, I was interviewing a prospective sales rep who I felt had great potential as an agent. Throughout the interviewing process, she was articulate, impeccably dressed, and demonstrated excellent people skills. I was convinced that I had found a real superstar. Shortly after she was hired, my new agent invited me …

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Enhance Your Everyday Negotiating Techniques

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When we hear the word “negotiating,” we often think of closing a big sale or making a big purchase, but negotiating is something that can happen every day with family, co-workers and clients. You are negotiating any time you tell someone that what you want is different from what they are trying to give you. The common goal of negotiation …

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The Secret Flow

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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 …

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Getting the Most from Your Company’s Charitable Donations

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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 …

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Lincoln Financial Group Recognized on Human Rights Campaign’s 2014 Corporate Equality Index

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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 …

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23 Tools to Build Your Brand

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Trashing the branding process has reached star status as critics dismiss it as passé in a digital environment. Who wants the “behind the times” label? However, it’s interesting that those throwing the rocks at branding come prepared with replacement methods that they want to sell us. Because branding is how people experience a company and its products, don’t fall for …

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Internet Prospecting

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In my last article, I talked about the importance of creating an online presence. Specifically, the focus was on personal websites, which today have become even more important than a business card. Think about it. Potential customers utilize the internet every day whether it’s for social interaction, shouting their thoughts to the world, or researching goods and services. They come …

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