Blogs for the 'Financial Planning Sales' Category

The Importance of Discussing Goals, Expectations and Risk

December 11th, 2014

Delbar’s 20th annual Quantitative Analysis of Investor Behavior Report came out earlier this year. As always, it’s a revealing portrait not only into core statistics of mainstream investors, but also into the foolish mindset of most investors.

Read the rest of this entry »


Are Life Insurance Policies for Children Really Worth It?

September 4th, 2013

Most couples don’t usually dip their toes into life insurance until they are just starting off – usually before or a little after their family starts growing.

Life insurance coverage for mom and dad is a no-brainer. Should anything happen tragic happen to either off them, the widow and children would have income protection when the world around them seems to be collapsing.

Life insurance for children isn’t as cut and dry.

Read the rest of this entry »


The Line Between Being “Salesy” and Being Real

July 18th, 2013

For some business owners, the art of selling is exactly that: pure and authentic art.

It comes natural to them and they do it without effort – much like Jimmy Page (lead guitarist for Led Zepplin) deciding on whim to play a spellbinding guitar solo.

For some, it’s a forced effort that comes across as robotic or canned. You know it. Prospects know it.

Read the rest of this entry »


How To Get Out Of A Sales Slump

May 31st, 2013

I don’t care how good you are at selling. You will have cold streaks from time to time. We all do.

That’s why it pays to have a strategy for dealing with it.

Here are a few things you can do to get out of a sales slump…

Read the rest of this entry »


How To Get Prospects To Believe, Respect, and Trust You

May 17th, 2013

One of the best sales techniques on the planet is to ask powerful questions.

Asking questions is an absolutely critical element of your sales presentation. Questions engage the brain. They keep a person attentive to a discussion. In fact, good questions will turn a discussion into a conversation.

Read the rest of this entry »


This “New” Asset Class Provides Stability To Any Portfolio

January 18th, 2013

“You must be very patient, very persistent. The world isn’t going to shower gold coins on you just because you have a good idea. You’re going to have to work like crazy to bring that idea to the attention of people. They’re not going to buy it unless they know about it.” 

Read the rest of this entry »


Is Indexed Universal Life the Most Over-Hyped Policy Ever Created?

January 4th, 2013

A good friend of mine is a wholesaler with Met-Life.

The other day he called to tell me about this hot-new insurance policy his Advisors were selling, called “Indexed Universal Life.”

He went on and on about how great the benefits were. Tax-free withdrawals. No downside risk. Stock market gains. Etc… 

Read the rest of this entry »


Five Times to Walk Away From a Sale

July 20th, 2012

One of the best lessons I learned earlier in my career is to never be afraid to walk away from a sale.

Walking away from a sale isn’t easily done, especially for sales agents under the gun to meet a quota or hit a sales goal.

Read the rest of this entry »