How to Create an End of Life Plan
The Importance of an End of Life Plan: Nobody likes talking about the fact that some day they will die. However, not only is death a guaranteed outcome, but often times death occurs at an unexpected...
View ArticleMastering The Art of Follow-Up
It’s a known fact that salespeople who consistently follow up generate higher sales than their colleagues who don’t. However, mastering the art of effective sales follow up is challenging. We have all...
View ArticleTerm Life Insurance – The Renewal Dilemma
First, let me start by saying that, in my opinion, Renewable & Convertible Term Insurance absolutely has its place when it comes to life insurance planning. As we know, term insurance provides the...
View ArticleHow to Annoy Your Audience
I recently attended a Saturday morning business meeting. I went to the meeting (did I mention it was a Saturday morning?) for the sole purpose of supporting the speaker whom I met at a past conference....
View ArticleFinancial Advisor Seminars, Best Practices
For many Financial Advisors, putting on a seminar is daunting yet presenting a seminar should be easy. Attendees should sense a relaxed atmosphere; be surrounded by a comfortable, interested audience;...
View ArticleThe Quickest Path to the Top 20%
Sales trainer Mike Brooks is an inside sales expert who teaches his clients how to get in the top 20% at their company. Sound like something you’re interested in? Read on! What’s one of the biggest...
View ArticleThe 10 Worst Voicemail Mistakes
I get asked all the time, should you or should you not leave a voicemail when you’re prospecting? Among salespeople this is a hot debate, and I’m of the opinion that you definitely should. Why would...
View ArticleFinancial Literacy
Chances are, when you schedule a sit-down with your clients or new prospects, you’re meeting with the decision-makers, the people who pay the premiums, the grown-ups. But you might want to look past...
View ArticleHow Not to Work a Room
Here is an example of how NOT to work a room when networking for new business. A friend of mine is expecting his first baby in a few weeks. Naturally, someone decided to throw his wife a baby shower. A...
View ArticleArouse Emotions, Don’t Sell Logic
No skill you can acquire in sales will enhance your earning power more than learning how to arouse emotions in your buyers in ways that are positive to the sale. The exact words you use will depend on...
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Improve your trade show bottom line
Your exhibition bottom line is the number of quality leads you obtained. Over the years, The Center for Exhibition Research (CEIR)[1] has published some amazing research. Everyone involved in the...
View ArticleWhat Is the Right Amount of Life Insurance? [Video]
For centuries there has been a great debate over the right amount of life insurance. In fact, if you do a little bit of research on this topic, what you will find is a wide variety of professional...
View ArticleA Primer on Life Insurance Fact Finding
Most financial professionals have been told “the sale is made in the fact finder or discovery process.” This means when the advisor leaves the initial meeting, they should have a fairly good...
View ArticleThe 8 Phases of Insurance Sales
As a financial services professional, you may be asking yourself, “What does it take to sell insurance and make my business grow?” Being successful requires a clear understanding of the selling...
View ArticleHow to Create an End of Life Plan
The Importance of an End of Life Plan: Nobody likes talking about the fact that some day they will die. However, not only is death a guaranteed outcome, but often times death occurs at an unexpected...
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