Agent’s Sales Journal May 2009

Laid-off employees from all industries are turning to voluntary worksite benefits sales as a career opportunity in the ...

Recently, two House members introduced legislation that would create an alternative to the current state-based ...

The Federal Reserve recently purchased Treasury bonds and mortgage securities totaling more than $1 trillion ...

If you’re like millions of other agents and financial advisors out there, you probably pounce on every prospect who crosses your path. After all, the secret to closing more sales is pursuing every potential customer, right? Wrong! Or at least...

In a recessionary economy, something has to give for everybody. Business owners cut benefits. Consumers spend less. Budgets are tighter, and cash flow is limited. As an agent, what have you had to cut back on? Is your business suffering because...

While competition has always existed between insurance carriers, a challenging economic environment has created an increased rivalry among life insurance professionals with the primary goal of placing the next case. Fueled by media pressure...

Volatile market conditions in 2008 precipitated legislation that suspends required minimum distribution (RMD) withdrawals for 2009, with no penalty for individuals aged 70 ½ and older. Although this provision of the Worker, Retiree, and...

As a retirement advisor in the midst of a tumultuous economy, you may be encountering more client resistance to your counsel than usual. In fact, a recent AARP study found that one in five middle-aged workers have suspended contributions to their...

The recession has already begun to take its toll — on our bank accounts, our confidence in the economy, and our ability to think beyond the next paycheck. It is a highly emotional time. Steering clients clear of emotion-based decisions is a...

We all know the insurance business is very competitive. At every corner, someone will be vying for a piece of your prospect’s time. Once you’ve connected with a prospect, there are multiple ways you can, and should, continue to reach out...

“ Simple: Never quit!” Mark Valentich, Pittsburgh, PA “My mentor suggested I post 'GOYA' in my office. ...

“We’ve had a great year!” My client, Mark, was happy, riding a wave of success despite an economy in which growth has slowed significantly. “We’re making hay while the sun shines!” he said. As a sales consultant,...

We all know the bad news. Markets are off nearly 50 percent from the Dow’s 14,000 high in October 2007. Investors are reeling, unemployment is rising, and trust in financial institutions is at an all-time low. In fact, a recent TNS survey...

How often do you find yourself telling prospects, “No, I don’t have a Web site, yet” or, “We’re looking into launching our Web site soon”? Creating a Web site is easy, and there’s no reason that you...

In 2009, consumers will continue to face challenging times as the financial, housing, manufacturing, and retail industries — among others — continue to suffer. Tough news is reported almost daily regarding job layoffs, salary freezes,...

When thinking about your overall sales prospecting, it’s important to create a plan for staying in touch with and developing relationships with unsold prospects. Many agents take an overly short-term approach to selling. They find a prospect,...

How would you respond to a prospect who says… I would rather stick with Medicare Part A/Part B than get involved...