The Insurance Agent's Resource
Why don't agents ask for referrals more often? Mistaken assumptions! Producers make certain assumptions about the referral process that often hold them back from fully leveraging their client relationships. I’ll Look Unsuccessful Many advisors fear that asking for referrals makes them look less successful. My response is, “it depends on how you ask.” If you ask in the old-school manner by telling clients you get paid through referrals or by saying something like, “I’m trying to … [Read more...]
There is a code to sales success. But, you’ll never crack it with the basics in most training programs. When you’ve worked with as many top advisors as I have and have to sell an intangible every day yourself, you learn a few things that you don’t find in training manuals. However, these things are definitely included in the sales approaches of most of the industry’s top sales professionals. It’s why they crack the codes to sales success. You can too. It’s not that most … [Read more...]
You've taken the time to develop a great email prospecting list, crafted a brief, interesting note to send off to potential clients, and then excitedly hit "send." Hours later, somewhere across town, your prospect opens the message and is so impressed by what you sent that she decides to save the email and follow up with you shortly. Congratulations! You've got a new lead... right? Unfortunately, no. Even with their best intentions, the chances that a prospect will actually respond … [Read more...]
How would you like to bring on two or three multi-million dollar clients a year? A $3 million ticket here… an $11 million ticket there… I’ve experienced it, and my friends across the country have experienced it. A client walks into our office, out of the blue, with a multi-million dollar check they want to invest. Want to know how to make this happen regularly? Read on. Who are these people and how do I find them? Invariably, they are a small business person that just sold … [Read more...]
No, this article is in no way like that sleazy guy in the movie Wedding Crashers who attended a funeral just to...if you’ve seen the movie, you know what I am referring to. If you haven’t, suffice to say that taking advantage of others during a funeral is not an ethical practice. And this article is not about Final Expense Insurance either. So what is this article all about and what do funerals and lead generation have in common? Many agents and advisors have built a personal … [Read more...]
If you don’t create an intentional brand, one that differentiates you, the market will do it for you. And if you’re not careful, you may not like what it decides or you may be pigeonholed in a way that limits your success. I suggest you become proactive and stay proactive in establishing and maintaining your brand. Branding is basically a trendy buzzword that addresses differentiation in the marketplace. Differentiation in the marketplace has been a part of doing business since people … [Read more...]
