July 01, 2010
Picture a world where you buy a list of qualified leads and convert every single one into a new sale.…
February 23, 2010
I’m surprised at how often I hear, “I can’t close.” And I flinch when managers tell me they want their producers to attend a training program on how to close the sale.…
November 17, 2009
A: Social networking will definitely help you build your business — but you can’t get by on that alone. In the end, it’s still the personal connection that seals the deal. The Internet, social networking, and other modern…
July 01, 2009
Yes, you read that headline correctly. Everyone’s talking about referrals, but whether the economy’s on an upswing or it’s crashing down around you, you need to do more than just talk in order to succeed. Every year, Agent…
March 01, 2009
The economic downturn has many people feeling exposed, vulnerable, and uncertain. They’re nervous. And, as an agent, your job is to ensure that your clients feel confident and protected. Smart selling is more than just moving products or…
November 01, 2008
What bad news will we hear next? How many more banks and investment houses will fail? The economy is in a funk, and …
July 01, 2008
It used to be that you knew you were on your game if you were targeting the Holy Grail of specific markets: the ultra-affluent, baby boomers, and seniors. Then everyone started targeting these markets, and they suddenly weren’t special anymore.…
March 01, 2008
The insurance sales funnel has basically been structured the same way for years, with a wide opening at the top that dwindles to a skinny tube at the bottom. The old method of prospecting was to cram as many prospects into the top of the funnel as…
November 01, 2007
Networking is one of the best ways to strategically build your business. Most of us, however, are uncomfortable simply walking into a room full of strangers. Networking can be doubly daunting when we try to juggle it with work, family, and other…
July 01, 2007
Building trust is a key element of successful prospecting, and theres no better way to do this than by giving good advice to a prospect. Although its always important to spend time learning about a potential client, its even more…