15 Reasons Why Clients Leave Their Agents or Advisors

5 Aug

Everyone loses clients. Since it’s a pretty safe bet everyone buys insurance or invests, it’s logical to assume they left to go someplace else. Your best prospects are someone else’s best clients. Unlike the business world, clients don’t put their agents or advisors on probation. They vote with their feet. Why? More>>

3 Ways Blogs Can Help Build Your Client Relationships

29 Jul

Guest contributor: Paul Lipka, manager, marketing communications at Crump Life Insurance Services

Staying top of mind with clients has become critical as we transition to the next normal of productive business activity. In-person client meetings all but disappeared a few months ago, and safety concerns will continue to limit face-to-face interactions for the foreseeable future. More>>

How to Find Leads Online

8 Jul

Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota. Inbound marketing is a holistic, data-driven approach that leverages content on your website to attract buyers researching your products and services online. And then convert them to leads so you can close more deals. More>>

MDRT Study Finds Americans Deem Emotional Intelligence the Most Trustworthy Quality in an Advisor

3 Jun

The COVID-19 pandemic, its associated market volatility and new regulations to combat the fallout have all served as reminders that trust is the foundation of any advisor-client relationship. A recent Harris Poll study conducted on behalf of MDRT among over 2,000 U.S. adults found that 85% of Americans would be more likely to trust recommendations from human financial advisors if they demonstrate emotional intelligence. In a time of historic turmoil, advisors seeking to reassure, reposition or even retain clients must exhibit genuine empathy and compassion. More>>

Women & Life Insurance

13 May

Women today are more highly educated and financially empowered than ever before, but evidence suggests that their financial planning needs are not being met.

In broad terms, women are no different than men in terms of their financing planning needs, including risk protection, wealth management, retirement planning, and insurance. However, women face different risks and challenges than their male counterparts, which can have a significant impact on their ability to achieve financial planning goals. More>>

I Just Need More Prospects

21 Aug

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 >>

8 “Sorry to Bother You” Alternatives Every Salesperson Needs

26 Jun

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 >>

The Best Way to Reach Out to a Prospect For the First Time, According to 20+ Sales Experts

22 May

For years, there’s been a debate raging in the sales community: When reaching out to a prospect for the first time, should you call or email? After all, first interactions with prospects are key – you’re aiming to establish trust, provide value, gather key information, and perhaps even secure a follow-up meeting. More >>

9 Steps to Take When Your Prospecting Strategy Isn’t Working

1 May

Ever wake up in the morning, look in the mirror and say: “I have no business?” Ouch. Actually, you should look in the mirror and say: “The day is a blank canvas. How am I going to make the most of it?” Yet the reason you have no business is simple: Your prospecting pipeline in empty. What now? More >>