Blogs for the 'Insurance Sales Training' Category

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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“Listening”– The One Crucial Sales Skill That Every Agent Can Improve

January 30th, 2012


A popular misconception of sales agents is that they think they have to speak to sell.

Even if every word uttered is invaluable information to a prospect, every person has a threshold of how much information they can take in and retain.

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How to Turn One-Sale Clients Into Multi-Sale Clients

January 10th, 2012


Many of you may have made a New Year’s resolution to generate more leads for insurance. That’s certainly a good goal to have, but if you have a good-sized caseload already, it may be misguided.

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How to Instantly Win a Prospect’s Trust

November 7th, 2011


There are plenty of words in the English language that can express gratitude, professionalism and courtesy. There are also a lot of words that help shape (or reshape) opinions, drive sales and turn heads.

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The “Buy Button” – How To Emphasize the Value of Your Services

October 11th, 2011


There is a “Buy Button” in your brain.

In fact, there is a buy button in everyone’s brain.

Now, before you get any crazy ideas, it’s not a secret spot behind your ear.

But it takes a little explanation. So open your mind and I’ll do my best to spare you from 17-syllable words.

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The Sales Push: “When Push Comes to Nudge”

August 12th, 2011


Have you ever been pushed before?

Whether it’s delivered by a person or a strong gust of wind, being pushed feels unsettling. That’s because it’s throws us from center of gravity against our will.

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