By: Danny Wood Maria was quite certain she’d laid the groundwork for a really big order. Her prospect, Bert, was asking lots of questions during her presentation. He was smiling a lot. He was nodding his head. He was sending all kinds of classic “buy signals.” Near the end of…
By: Danny Wood 5-Star Prospects Michael returned to the office after having (what he described as) a “great” sales call where he uncovered a “great” opportunity with a new prospect. His enthusiasm for getting to work on a proposal was only exceeded by his prospect’s expressed enthusiasm for receiving it….
By Bill Cates, CSP, CPAE When you gather with friends and family over the coming days and weeks, and they say to you – for the 10th time – “What is it that you do again?” Here’s something you can say that could easily spark a further conversation – either then…
Does the thought of prospecting leave you overwhelmed and exhausted? Have you been told you should prospect, but you don’t know where to start? NAIFA Conference presenter Steve Kloyda will share the top sales and prospecting strategies he has developed, implemented, refined and tested from 35 years of experience and one…
Clients face a lot of stress these days, which can lead to questionable decisions, writes Joe Duran. He offers a discipline and impulse matrix as a way to prompt advisors and clients to get a firmer grip on their emotions when grappling with tough decisions. InvestmentNews (free registration)
Van Mueller will be presenting an educational workshop at this year’s NAIFA Conference in New Orleans. Listen to Mueller discuss a few of his great ideas that will be presented during his workshop. He will help you get more appointments and will help you know what to do once you’re…
Making small improvements to your workplace habits can over time have a dramatic effect on productivity, writes Sandhya Venkatachalam. Regular sleep, scheduled breaks, the elimination of distractions and using lists to prioritize tasks can each help. “Almost every habit is the result of small decisions over time. Very small improvements…
Advisers who ask for referrals must avoid focusing on their need for clients and instead emphasize how they can help friends and loved ones, writes Sandy Schussel. National Underwriter Life & Health (6/30)
A University of Pennsylvania study involving about 30 college-educated adults ages 19 through 30 found low levels of knowledge about common health insurance terminology. Half could not explain what a deductible is, 75% could not explain co-insurance, and most did not know how much a health plan costs nor that…
The annuity industry is confronted by a “fiduciary threat” from the Department of Labor, which aims to impose a common fiduciary duty on financial professionals, including those who sell annuities, said annuity expert Jack Marrion. He notes that the National Association of Insurance Commissioners receives relatively few complaints about these…
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