7 ways to counter the ‘We’ve been with this company for XX years’ objection
A helpful active thread on Insurance Forums is providing some great advice for when agents run up against that old chestnut of an objection: “I’ve ... Read more
Practice Building
Internal or external product wholesalers: Who adds most value varies by issue, LIMRA study says
WINDSOR, Conn. — New LIMRA research has revealed that internal and external product wholesalers provide distinct value to financial advisors, depending on the issue at ... Read more
This is really how you get more referrals for your agency
Having been in the business of referrals for several years now I can tell you with certainty – there are no hacks to getting more ... Read more
Sales professionals: How our minds play dirty tricks on us, and how to avoid being fooled
“Digital disruption makes a nice headline,” said an insurance executive, responding to a news report that insurance agents are being “squeezed” by the Internet. “The ... Read more
What Don Corleone can teach agents about the power of reciprocity
When Don Corleone agrees to grant a favor to the neighborhood funeral director in the first Godfather movie, the Don is creating a future obligation ... Read more
Automation, more automation, and even more automation
Automated email campaigns are not always about selling. Well, they are – but not up front, and not in the way many think. Automated campaigns ... Read more
Self-Marketing: The salesperson’s other job
Even highly experienced and successful salespeople can have a blind spot. So intent on what they want to accomplish, it’s easy to ignore how others ... Read more
How automated email campaigns are used to maintain meaningful client communication
Keeping your current clients happy is essential to running your agency. After all, it’s about 50% easier to sell to existing clients than to new ... Read more
56% of new producer hires are successful, according to new study, infographic
Fifty-six percent. That’s the overall success rate of producer hires in the insurance distribution system in the past 5 years, according to a new study ... Read more
How to raise your curiosity quotient, boost sales productivity and make life more interesting
How was your holiday break? Did you spend time with relatives? See any good movies? Go anywhere special? And why am I asking all these ... Read more
