Blogs for the 'Insurance Sales Training' Category

The ONE Thing More Important Than Asking The Right Questions…

April 22nd, 2013

A good friend and associate sent me this advice the other day and I thought you’d be interested.

It’s from Grant Cardone, sales expert and author (emphasis within quote is mine):

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How To Get Prospects to Say “Yes”… A Lot More Often

April 12th, 2013

Dr. Robert Cialdini is considered one of the top persuasion experts on the planet.

And in a recent audio clip, Dr. Cialdini reveals how you can get your clients and prospects to say “yes – I want to get started” to whatever product you’re selling a lot more frequently.

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Five Ways Life Insurance Can Aid You and Your Client’s Retirement Funding

March 15th, 2013

Too often, insurance agents fall back into the comfortable clichés of life insurance.

They put too much of a focus on the “just in case” selling points of life insurance. Even if you and your prospects live in a natural disaster area, by now most people know what looms ahead of them.

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3 Reasons Prospects Say No to You

October 17th, 2012

I want to start by clarifying that often people say no for the simple reason that they don’t like the product or service.

As I often suggest, picture yourself in a prospect’s shoes. Think about how you make decisions with your money.

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Price Will Never Get In The Way Of A Sale Again If You Do This

October 9th, 2012

How many times in this past week have you – as a consumer – fixated on the price of an item?

It could have the price of a box of cereal or a new car. Whatever it was, the price tag was the critical factor that determined whether you would buy something.

Everybody does it nearly every day.  If anything, blame it on the way items are advertised to us. 

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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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3 Things You MUST Do After Closing a Sale

February 17th, 2012

Just closed a sale? Congratulations!

Now the real work begins…

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4 Ways to Prepare for a Crucial Client Prospect Meeting

February 3rd, 2012

Imagine you could travel back in time and watch your first few prospect meetings.

There you are, thinking you’re as prepared as possible. Then you trip on a few words. Oops, you just forgot the prospect’s name! You are too pushy during one meeting. The next, you are too demur in your sales approach.

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