Blogs for the 'Insurance Sales Training' Category

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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The Difference Between Selling Happiness and Selling Materialism

August 5th, 2011

A friend of mine has a very rich aunt “Gail” (her name was changed for this article). She lives in a beautiful house in the wealthy suburbs of Chicago – the kind of houses where 20 people can sleep comfortably.

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What Google – and Other Search Engines – Can Teach You About Financial and College Planning

June 16th, 2011

At their core, Google and Yahoo are essentially in the same business.

They are both vying for search engine supremacy. That is their No. 1 business goal.

And Google is absolutely trouncing Yahoo. It’s not even close.

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3-Step System For Driving Your Financial Planning Profits In The Next 12 Months

June 14th, 2011

Are you ready to skyrocket your financial planning / college planning sales in the coming year?

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When Does Offering Prospects More Make Them Want Less?

August 23rd, 2010

Behavioral scientist Sheena Iyengar and several of her colleagues have made the case that less is more.

They analyzed company sponsored retirement programs for nearly eight hundred thousand workers, looking at how the participation rates varied versus how many fund choices the organization offered.

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