Blogs for the 'Help from the Experts' Category

How to Give Your Practice a 400% Greater Chance of Succeeding

September 12th, 2012

I read a lot of books. And I talk about a lot of books. 

But I wanted to call special attention to one of my favorite books from the past few years, Daniel Coyle’s, ‘The Talent Code.’ 

The whole book is great, but I want to highlight a particular part of the book that does something few books can do: nail down what actually makes people successful and show you how to start doing it right now. 

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Five Ways Elite Producer’s Are Different From Average Advisor’s

August 10th, 2012

Very often, I write to you about things you need to start doing. This report is a little different.

This week, the focus is on five sale-killing behaviors you need to stop doing right now. We’re all guilty of them to a certain degree, especially as newbies. And at one point, it probably cost us a sale.

These sale-killing behaviors are often what separates TOP Producer’s from average one’s.

That said, here we go…

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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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Get Rid Of Your “Head Trash” To Boost Sales

May 25th, 2012

Do you ever have thoughts like these?

“Families can’t afford my fees in this economy.”

“Financial Advisory workshops don’t work this time of year.”

“Nobody wants life insurance.”

“My fees are too high.”

A friend of mine and one of the best sales coaches I know, Adam Blumenthal, calls these thoughts “head trash.”

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The 1 Simple Question That Is Key to Selling Insurance

March 2nd, 2012

How many times has a salesperson tried selling you something they think you need? 

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