The 3 Building Blocks of Life Insurance

All life insurance products are actuarially created by calculating the relationships of mortality, interest, and expense, and the financial

The 3 Building Blocks of Life Insurance The 3 Building Blocks of Life Insurance

Trusted Advisor or Typical Salesperson?

Does anyone, besides me, get a little tired of the buzz words thrown around in the sales profession? Salespeople are told to be trusted

Trusted Advisor or Typical Salesperson? Trusted Advisor or Typical Salesperson?

Testimonials You Can Use No Matter How You Are Licensed

We’d all love to use testimonials… they are powerful.  However, the rules about testimonials depend upon how you are licensed.  So,

Testimonials You Can Use No Matter How You Are Licensed Testimonials You Can Use No Matter How You Are Licensed

Protecting Your Nest Egg(s)

As financial advisors, we are required to take exams, acquire licenses, and perform continuing education, with the primary objective of

Protecting Your Nest Egg(s) Protecting Your Nest Egg(s)

Two Important Points on Closing More Life Insurance Sales [Examples Included]

Closing Point #1… No One Likes To Be Told What To Do! One of the main reasons why so many agents and advisors struggle with closing

Two Important Points on Closing More Life Insurance Sales  [Examples Included] Two Important Points on Closing More Life Insurance Sales  [Examples Included]

How to Eliminate Objections

I was coaching a client this week and he was complaining about the biggest objection he almost always gets at the end of his presentation

How to Eliminate Objections How to Eliminate Objections

Boomer [Esiason] Tells His Story to Support the Work We Do

Boomer Esiason is considered one of the most successful quarterbacks in NFL history, and now works as a TV sports commentator. He also has

Boomer [Esiason] Tells His Story to Support the Work We Do Boomer [Esiason] Tells His Story to Support the Work We Do

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How To Build Your Insurance Practice

At the end of this article is The Big Secret for achieving consistent sales success in the insurance business! However, before we get there, we need to examine four key reasons why agents fail to … [Read More...]

buildingValue

The Key to Building Real Value [Examples Included]

You hear it all the time - if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have … [Read More...]

sensible_way

The Sensible Way To Address Sensitive Questions

Are there any sensitive histories such as alcohol, drug, or motor vehicle problems? Why is this question important? According to statistics published by the Centers for Disease Control, accidents are … [Read More...]

SPECIAL FEATURES AND INTERESTS

knockoutSpeech

5 Rules for a Knock Out Speech

I was the speaker at an event last week for a financial firm. One of those "kickoff the quarter" deals. It’s always great to be part of an initiative to help sales producers (in this case financial … [Read More...]

7deadlyMistakes

The 7 Deadly Referral Mistakes

Check out these 7 common mistakes most financial professionals are making. Are you making them? Are they killing your chances for more high-quality referrals? MISTAKE #1 – Lack of Commitment to … [Read More...]