Producers talk life insurance education Producers say they have found success in using a combination of their own materials and company brochures in the crucial task of educating clients about life insurance. Giving examples of people who needed insurance is better than simply talking numbers, they say. “If you don’t…
Your prospect raises concerns; now what? Sales objections aren’t inherently bad, as they indicate that you have the prospect’s interest, writes Brian Tracy. Let the prospect explain any objections without interruption. Then ask the prospect about the reason behind their objection, and consider using the “feel, felt, found” approach: empathize,…
How to make a better sales call Make sure to rehearse what you will say before calling a sales prospect, and don’t open with lines such as “How are you today?” or “Are you busy?” writes Bill Cates. Cite your referral source if you have one, and include any nice…
A weekly $ale$ tip from CoachStern.com 9 Sales Habits You Need to Develop by Kelley Robertson To achieve long-term success in sales means that you need develop a variety of habits. Here are nine sales habits that will help you improve your results. Habit #1: Prospecting. Top sales pros devote a…
Life insurance can provide clients with financial security, but financial advisers must overcome three common roadblocks to making the sale, writes Graham Green of Jackson Square Financial. The adviser must overcome clients’ discomfort with talking about their death by introducing such a conversation, he writes. And a simple response is…
Financial advisers should go slow with social media, experts say Industry experts are cautioning financial advisers to proceed slowly with using social media to communicate with clients. “I have a concern that newer financial advisers think that they can have a creative social media presence and that will build their…
While having a number of choices in financial planning is appealing to consumers, too many choices can be paralyzing, as the Paradox of Choice theory states. Advisers can add value to their relationships with clients by helping them avoid this paralysis, writes Michael Kitces. Nerd’s Eye View blog
10 Action Tips to Increase Your Sales by Jill Konrath Want to take your business to the next level? If so, take these actions. They’re guaranteed to make a difference in your sales results. 1. Clarify your value proposition Strong value propositions are essential for getting in to see the…
Developing a Powerful Sales Personality By Brian Tracy Becoming excellent in closing sales is an inside job. It begins within you. In sales, your personality is more important than your product knowledge. It is more important than your sales skills. It is more important than the product or service that…
Turning new clients into long-term clients Advisers often overlook client onboarding as they turn to finding the next client, writes Ray Sclafani, CEO and founder of ClientWise. Investing time in client onboarding can lead to a richer bond with the client and a longer relationship, he writes. He provides five…
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