Objection Handling: How to Cope with the “I’ll have to speak with…”
There are a few objections that seem – at first glance – almost impossible to overcome: “I want to think about it,” is one of them – but a close second has to be the “I’ll have to speak with….” someone...
View ArticleHow to Handle Clients Who Bring up Annuity Fraud
“Didn’t a bunch of people just recently get ripped off by annuities?” You’re bound to hear that question if you’re an investments advisor aggressively selling annuities — and you should always have an...
View ArticleActor and Comedian Anthony Anderson Has A Message for Life Agents [Video]
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View ArticleTerm Vs. Whole Life – Why Rent If You Can Afford to Own?
For decades, economists, financial advisors and insurance agents have studied, researched and offered a wide variety of ways to explain the differences between Term and Whole Life Insurance. Regardless...
View ArticleHow To Build Your Insurance Practice
At the end of this article is The Big Secret for achieving consistent sales success in the insurance business! However, before we get there, we need to examine four key reasons why agents fail to...
View ArticleHow to Make Your Annuity Business More Rewarding
Some jobs clearly are emotionally fulfilling, while others, including sales, can be downright depressing when things are not going well. Sure, every job has its ups and downs, but careers like teaching...
View ArticleWhy Life Polices Still Have to be Sold
It’s another inconvenient truth that life insurance is not a demand product. People just don’t line up for the stuff. Despite the hopes of those who want to eliminate selling from the life insurance...
View ArticleHow to Handle the References Stall
How do you handle it when a prospect asks you for a reference? Do you dutifully provide them with a list of clients they can call? And, if you do, how many of your prospects actually call those...
View ArticleEmployee Benefits Change or Not?
Those of us that work in the employee benefit world have come to expect change. Whether it is the removal of certain parts of the ACA or it is the deferral of other aspects of the ACA, we live in a...
View ArticleHow to Handle the Competition Objection
We all face competition. There is always someone who can do it cheaper, or faster, or better (at least in the mind of your prospect). Because of this, prospects – and even customers – are constantly on...
View Article3 Strategies for a Great 2016 and Beyond
Before we get to the 3 Strategies, let’s start with a simple formula you can use for any aspect of your business. Nothing magic here; simple and effective: Vision > Strategies > Tactics....
View Article2016 Reading List to Make Your Most Sales Ever
It’s February, so your resolve towards your new year’s resolutions has probably slipped away from the fanatical and more towards the realistic. And that’s good! Attainable – in other words goals that...
View ArticleRe-Energize Your Business in 5 Steps
Even if you did no traditional planning at all, it’s not too late to make 2016 your transformation year. I recently made a discovery that can help you transform your business from average to awesome...
View ArticleGo for the Close Five Times – At Least!
How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coke-a-Cola? Perhaps I should say how many times a DAY do you see one? Now you’d think that...
View ArticleWho Is the World’s Greatest Salesman and What Can You Learn from Him?
According to the Guinness Book of World records, as audited by Deloitte & Touché… that man is Joe Girard. Joe sold 13,001 cars in 15 years—and I’m talking 13,001 cars,...
View ArticleHow to Overcome Any Objection When Selling Life Insurance
Objections. Some are real. Some are not. The question is: How do you deal with and answer the objection to close the sale? People write books on answering objections, and I don’t have the space here to...
View ArticleSelling The Value of Annuities to Generation X
You’ve seen a million web articles about Millennials and you’ve read plenty about Baby Boomers – but what about Generation X? There’s a reason Time Magazine called them “The Ignored Generation.” As an...
View Article*Special 2-Week Free Online Insurance Agent Summit*
Insurance Agent Summit has brought together 60 of the world’s most influential agents and industry leaders to tell you exactly how they and other agents are beating the competition and building the...
View ArticleWould You Like a Sales Idea?
Here’s one you can show clients to help manage the tax treatment of retirement assets – resulting in the potential for higher net income during retirement years. Use this new product by sharing this...
View Article2 Simple Changes That Took Me to Over $900K Per Year
I never made more than $50,000 a year for the first 7 years as an advisor. Why? Was it because I wasn’t getting in front of enough people? Maybe… so the 8th year I figured out how to get in front of...
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