Think like a customer

Think like a customer or lose the sale

Salespeople are often told not to fall into the trap of thinking like a customer because they will lose focus on what they want to accomplish: Closing the sale. What if the opposite is true?

Building out your business with Foreign Markets

Expanding your practice into the virtually untapped wealthy foreign nationals market can take your practice to the next level.

Why agents don’t make more sales

One mistake agents often make is defining their role too narrowly as being a salesperson. It can also be the reason they don’t close more deals.

Tinker your way to success: 5 ways to improve on ‘good enough’

It took a long time but it had to happen. And it did. Finally, there are schools, summer camps and weekend experiences where kids...

How to avoid the fatal first impression trap

First impressions make a difference when the goal is winning a new client, moving up the career ladder, gaining acceptance to a group or,...

4 types of objections that derail salespeople (and how to deal with them)

There's no way to avoid objections. What you can do is learn how to rise above the emotional disruption they cause and, hopefully, salvage the sale. Here are a few tactics that will help.

Trust is centerpiece of superior advisor experience, Northwestern Mutual study finds

Newly released findings underscore the overall value of working with an advisor, and lists attributes that distinguish a remarkable advisor experience such (like having the client’s best interests at heart).

Getting back to growth: A 3-phase approach

Referral coach Bill Cates says this is the time to show people what you’re made of. You don’t need to have all the answers. You just need to be willing to have all of the conversations.

Selling by Generation: Exclusive MDRT Producer Roundtable

A trio of Million Dollar Round Table members share their unique insights with Insurance Forums about working primarily with specific generations of clients in this first of a two-part series. Stay tuned for Part 2 on Thursday.

Kelly and Kelly to Keynote NAILBA 38

The National Association of Independent Life Brokerage Agencies, (NAILBA), announced Hall of Fame NFL Quarterback Jim Kelly and former U.S. Secretary of Homeland Security and White House Chief of Staff General John Kelly will headline NAILBA 38 in Dallas later this year.