Most of the agents we talk to will tell us, “I do not have a problem closing sales once I am in front of prospects! I just need more prospects!” However, what most of these agents do not realize is that if you call enough people, then you will always find a few people who need your products and want to buy right now. So now when you meet with them you will close almost every sales appointment. Because they are an easy sale. But they are usually a smaller sale! More >>
It’s not an easy business. You need to be constantly filling the pipeline and ringing the cash register. On the other hand, giving people peace of mind, helping make their dreams come true or plan for a secure retirement is very rewarding. You’ve made a positive difference in their lives. Making this happen requires getting up early. More >>
Did you watch the final episode of Game of Thrones? If you were an avid fan of one of the most watched series finales in the history of television, the ending was probably pretty important to you. Why? Well, the ending is arguably the most important part of the journey. Consider the rules the same when it comes to ending your emails. More >>
With robo-advisors now so easily available, client retention can be a battle. If you want to stay relevant, build long-term relationships and provide value that clients can’t find elsewhere, think about the three most important things to every client. It’s usually their health, wealth and kids. Take the time to create personalized resources that equip your clients to educate their children on financial best practices, and you’ll stand out from the crowd while also cultivating stronger client relationships. More >>
Advisor interest in the foreign national space is on the upswing. This is good news since it’s arguably the most lucrative market the life insurance industry. It’s also good news that more U.S. life carriers are comfortable with foreign national business and are actually welcoming it. More >>
You write a masterful email. The subject line is uber-clickable. Your greeting is friendly without being overly familiar. And then you get to your sign-off. “Thanks” is too generic, “Sincerely” is too formal, and “Cheers” seems tired. “Best regards” and “kind regards” are two of your best options for business email signatures, but it can be difficult to know how to use each correctly. More >>
After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube. Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day – through podcasts. More >>
“I want to believe you, but I’m not sure I trust you” is the unspoken question customers ask salespeople. The devil in every sale is customer doubt. Specifically, a salesperson’s lack of credibility. Slow down. Forget about “updating” your “professional profile.” More >>
When you’ve been in sales a while, it’s easy to develop bad habits. You pick them up from other reps or take a shortcut during an especially busy week and, all of the sudden, you’ve added some skills to your repertoire that aren’t helping you meet your quota. If you’re not regularly examining your behavior and results, these habits can cause mistakes that end in deals falling apart, annoyed prospects, or missed numbers. More >>
Writing an email to a stranger is easy. Writing an email to a stranger that gets a response? Not so easy. The typical professional gets so many messages on a daily basis it’s a feat if they even open yours – let alone reply. More >>