Sales

For centuries there has been a great debate over the right amount of life insurance. In fact, if you do a little bit of research on this topic, what you will find is a wide variety of professional opinions, books, studies, classes, and theories—all of which claim they have the answer to the million-dollar question: “How do you explain the ‘right …

If you’re working hard, but aren’t consistently generating enough sales and getting referrals, chances are it’s a matter of trust! Suppose you could incorporate a few simple yet highly effective ideas into your selling process and substantially increase your bottom line? One of the most critically important and yet frequently overlooked aspects of selling is creating a solid foundation of …

As an insurance professional, you know that the internet is an ideal way to prospect for new business.  The local and global reach of online marketing campaigns provides opportunities unheard of just a few short years ago. However, direct mail is still an option, and some agents may be steadfastly holding on to this form of prospecting, perhaps due to …

What’s your goal? That’s the question you have to ask yourself. If your goal is just to make a ton of money, regardless of how, walk away. That’s right, this business probably isn’t for you. Because potential clients will see the dollar signs in your eyes and they’ll run in the other direction. If, on the other hand, you are …

Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to “listen with their eyes.” They understand that one of the easiest and most effective ways to close sales is to be aware of their prospect’s “buy signals.” Are you aware that your body language reveals your deepest feelings and …

The swell of health insurance acronyms being thrown at your clients on a given day must surely be overwhelming. HRA, PRA, HSA, ACA, TPA, FSA… it’s enough to confuse even an industry buff, let alone an employer trying to navigate the best benefits options for her business. Two of the most frequently confused health benefits options are Health Reimbursement Arrangements …

One of the biggest challenges most financial professionals face is helping clients (and prospects) truly understand life insurance.  The harsh reality is that life insurance is a very complicated, misunderstood, and often overlooked piece of a comprehensive financial plan. The best solution I found is to make this difficult discussion an educational process – versus a sales process.  What most …

A lot has changed since 1985 when I entered the senior insurance market.  Back then, I worked with a captive company and learned as much as I could about Medicare, long-term care, and individual life insurance and fixed annuities. When the government standardized Medicare Supplement plans in 1992, this product became a commodity.  This was great for consumers, but not …

We’ve all heard the old adage that timing is everything. This is certainly true in the world of estate planning and wealth transfer, especially right now. In 2010, the Tax Relief, Unemployment Insurance Reauthorization, and Job Creation Act postponed higher taxes and lowered the estate tax exemption we expected in 2011–but only until 2013. The act included a higher exemption …

One significant strategy of my Referral Advantage Program® is working to gain referrals through Centers of Influence (CPAs and other trusted advisors).  One way to tap into this gold mine of referrals is through a formal networking group, a group that becomes your own personal sales force or board of directors. A Referral Master While delivering my referral seminars and boot …