Client Acquisition | Producers eSource Insurance Selling Tips & News

11 Tips on Communication and Relationship Building

Communication and relationship building are the lifeblood of business, and how you relate to others is what business etiquette is all about. In order to gain a competitive advantage, we need the skills and ability to handle ourselves in all types of situations. It is critical to possess the hard skills- being great at what we do and how to make it happen and in addition implementing and using the soft skills that I like to say impact the bottom line. They are the skills that refer to personal … [Read more...]

Filed Under: Client Acquisition, Marketing, Public Relations, Top 3 #2
Tagged With: Communication, Customer Relations, Public Relations

How to Use Layering Questions [With Examples]

» By Mike Brooks

First, for those of you who have attended my live trainings, you know how important I think asking questions and listening during the qualification stage is. Remember, your prospects have all the answers as to why they will buy or not buy, and it is your job to get them to reveal this to you. While asking well thought out, scripted questions is certainly a good start, you will get the most thorough and complete information if you learn to use layering questions. Only the top sales reps … [Read more...]

Filed Under: Bottom #2 and #3, Client Acquisition, Selling Skills
Tagged With: Closing, prospecting, Sales Tips

Top 10 Mistakes Made at a Networking Event

» By Michael Goldberg

Made in the midst of sipping that drink. Ordering that appetizer. Searching for that business card. Making that small talk. Checking that email. Contributing to that 50/50 raffle. And looking at your watch. Then you wonder why you don’t get more business out of these events. And what are you going to do with all of those business cards you’ve collected? Yes, all events are different. Your approach to networking often depends on the type of meeting, type of people in attendance, and … [Read more...]

Filed Under: Client Acquisition, Networking, Top 3 #1
Tagged With: Networking, Sales Tips

Six Powerful Prospecting Tips to Build Your Business

» By John Boe

Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals. Top producing sales reps set high standards for themselves and spend the majority of their time … [Read more...]

Filed Under: Bottom #2 and #3, Client Acquisition, Prospecting/Referrals
Tagged With: Practice Management, prospecting, Sales, Tips

Getting Introduced to Affluent Prospects [With Bonus Download]

» By Bill Cates

This month’s article from Bill Cates is inspired by strategies covered in his new book Beyond Referrals. In our Referral Advantage Program™, Step #7 deals with how to maximize the connection between your referral source and the new prospect. Unfortunately, too many advisors settle for what we call suggestions. With a suggestion, your referral source (client or center of influence) has given a referral (hopefully more than one), contact information, and some information about your new … [Read more...]

Filed Under: Bottom #1, Client Acquisition, Prospecting/Referrals
Tagged With: affluent prospects, prospect, prospecting, Referrals

The 2 Reasons Referrals Fail and the 5-Steps to Make Them Sail!

» By Mike Kaselnak

We would all like our clients to come to us from referrals, for obvious reasons. And there have been hundreds of books and thousands of articles written about how to get referrals. Yet we all still struggle to get referrals. Why? Two Reasons: Clients Hate Rejection!—When a client that loves us refers us to a friend by saying something like, “Hey, you should talk to my advisor! He’s done a really good job helping me with my retirement.” What does their friend say? … [Read more...]

Filed Under: Client Acquisition, Prospecting/Referrals, Top 3 #1
Tagged With: Elevator Pitch, handling referrals, Referrals, Sales