Blogs for the 'Insurance Sales Training' Category

This Financial Instrument Makes You Live Longer

May 13th, 2013


At some point in their lives, everybody has at least once worried about outliving their money.

It’s the ultimate Catch 22. Everybody wants to live longer. Nobody wants to live in poverty. But the longer you live, the more you’ll spend. The more you spend, the less you have.

It doesn’t have to be that way.

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You Have Two Ears and One Mouth For A Reason

May 3rd, 2013


“It takes a great man to be a good listener”
~ Calvin Coolidge former President

I was out on a business trip in Cleveland last week and I saw this quote hanging up in the office of a sales rep.

It read, “You have two ears and one mouth for a reason.”

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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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