Blogs for the 'Financial Planning Sales' Category

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.

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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.” 

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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… 

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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.

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