The Ultimate Insurance Selling System: Your Own Example
Agents are big believers in—and users of—selling systems, including direct-mail postcards for leads, product brochures, and sales tracks. And this is great since these resources ... Read more
National Ethics Association
The truth about client lies . . . and what to do about them
“Lying is an elementary means of self defense,” said American author and critic Susan Sontag. Many financial advisors would surely agree with that statement. Every ... Read more
How to survive a reputation meltdown: Part I
The case of Glenn Neasham is instructive. The California agent was convicted of theft for selling an annuity to an 83-year-old woman who later was ... Read more
How to Survive a Reputation Meltdown, Part 4: Finding the right online reputation management firm for you
Who knew it would come to this? In today’s social media era, our reputation consists of what people say about us online. When friends, colleagues, ... Read more
How to Survive a Reputation Meltdown: Part 3
In today’s Internet age, reputation crises are common. OnFacebook, hardly a day goes by without newsfeeds buzzing about a celebrity, sports figure, or politician making ... Read more
How to Survive a Reputation Meltdown: Part 2
After being convicted several years ago for selling an annuity to a woman later diagnosed with dementia, Glenn Neasham faced a reputation crisis. He probably ... Read more
Conscious Uncoupling: 7 steps to firing clients ethically
“Firing clients.” Now that’s something that gets a lot of attention these days, in part because it conflicts with the traditional notion of the customer ... Read more
Let Lying Dogs Sleep: Time to Abolish Misrepresentation?
For many insurance and financial advisors, misrepresentation has become just another sales technique. For financial institutions, it’s become an accepted cost of doing business. For ... Read more
Honesty first: 8 steps to finding trustworthy employees
If you’re a solo practitioner looking to hire your first employee, you’re no doubt asking yourself: “How do I hire an honest employee?” If you’ve ... Read more
Ethical Moments of Truth: Will You Rise to the Occasion?
Have you or your employees ever faced an angry customer? Then you’ll recognize the interaction as a “moment of truth” in the customer’s relationship with ... Read more
