Blogs for the 'Insurance Sales Training' Category

How To Use The Secret Art of Consultative Selling To Prospects

May 6th, 2016


I’d like to talk about one of the most misunderstood methods of life insurance selling – it’s called “consultative selling”, and although many of you may have heard this term used before, I guarantee that very few of you are using this method to its full capacity.

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Are You Giving Clients Enough Ammo to Close Themselves?

May 5th, 2016


“What others say about you, your service, or the products you sell is as much as a thousand times more powerful than anything you can say yourself.” ~Dan Kennedy

This statement isn’t just true. It’s a veritable mantra in our business.

It is the reason most Advisors close 9 out of 10 of the referred leads they get.

Compare that with the 5-of-10 close rate (at best) of leads generated at workshops.

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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.

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5 Ways To Become A Better Listener… And Increase Sales

August 19th, 2013


How good of a listener are you?

I’m talking about really listening – listening with your complete attention, listening with your eyes, listening with your body language.

Listening is not waiting for your turn to talk. And of course, listening is not interrupting a prospect in mid sentence.

Here’s a visualization that’ll help illustrate good listening in practice.

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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.

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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…

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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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