Five Things to Avoid Doing at a Business Networking Event
Selling Your Products and Services I walked into a business networking event a couple of weeks ago and the first person to greet me was a recruiter. As he introduced himself, he mentioned his...
View ArticleAnnuity Agents Respond to DOL Rule
The possible side effects — such as more monitoring of business activities, fees and compensation as well as how advisors handle recruitment and succession planning — will likely have the most impact...
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 ArticleThe 3 Primary Variable Annuities Objections and How to Handle Them
If you sell variable annuities, you’ve probably been here before: You have an ideal candidate for a variable annuity – for example, someone whose income is high but has already maxed out 401(K)...
View Article3 Simple Ways to Create Engagement on LinkedIn
Social networking – it’s about being social. You may have heard that before and for good reason. According to Websters II New Riverside Dictionary, the definition of social is: 1. Living in communities...
View ArticleHow to Turn Cold Leads into Warm Leads
Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be...
View ArticleIn Sales, Less Can Be More
There are many factors that go into generating as much sales revenue as possible – some are personal selling skills, personal drive, a fertile territory, high demand, and effective marketing, to name a...
View Article*Special Global 30-Minute Webcast* The 50K a Year Increase Opportunity
With interest rates on CDs and annuities at record lows, with no end in sight, wouldn’t it be great to offer clients an alternative with much higher returns. What if that alternative could nearly...
View ArticleHow to be an Icon in Our Industry
There’s only one reason – there is only one reason to be in the life insurance business – to be an icon. Unless you want to be one of the very best in the business… unless you aspire to greatness,...
View ArticleBusiness Networking Advice – How To Be Too Pushy
I co-lead a business networking meeting every other month in New York City that focuses on helping business owners, entrepreneurs, and sales leaders grow their business. It’s a lot of work, so I’m glad...
View Article3 Strategies for a Great 2017 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 ArticleHow to Close the Millionaire Next Door [Video Included]
Tapping into the Small Business owner market can be one of the best things for your practice. It takes very little effort but it requires patience. It’s well worth the effort in the end, IF you do it...
View ArticleHow to Achieve MDRT Qualification Year after Year
If you are interested to join the ranks of top financial and life insurance professionals in the Million Dollar Round Table (MDRT), a strategic approach is absolutely essential. MDRT qualification...
View Article2 Totally Different Closing Strategies that Work
Your prospects think you are there to sell them something. Even if you are 100 percent committed to doing what’s in their best interest – which could mean you not winning the business – they still...
View ArticleHow to Successfully Make it in Today’s Financial Environment
It has become increasingly difficult to market financial services in today’s environment. There are several reasons for this: S.W.A.C makes it nearly impossible to market Saturation – The average...
View ArticleExcellent Way of Handling the “I Need to Think About it” Objection
You should expect objections and you should not be surprised by them! Of course, people are going to have some questions (objections) before they purchase or invest with you. So don’t get defensive,...
View ArticleDo You Have the It Factor as an Advisor?
Your success as a financial advisor depends on you having it. “It” is three things… Get It –Understanding your clients wants and needs I’m It –Differentiate yourself from your competitors Prove It...
View ArticleBusiness Networking: Connecting with your Audience
I recently attended a public speaking contest that’s held annually at the university where I teach a public speaking class. The contest was made up of over 40 students that are currently enrolled in...
View ArticleThe Art and Science of Providing Life Coverage
Five important lessons I would like to share with regards to selling life insurance: Successful sales is a combination of art and science People buy what they want, but they must be “sold” what they...
View ArticleLife Awareness Spotlight: Whole Life – The Best College Savings Plan
As college costs continue to rise, having a college degree is more important than ever. According to studies by The College Board in 2016, those with college degrees earn 74% more than high school...
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