Producers eSource Insurance Selling Tips & News
The Insurance Agent's Resource
“Some time, Rock, when the team is up against it, when things are going wrong, and the breaks are beating the boys, tell them to go in there with all they’ve got and win just one for the Gipper. I don’t know where I’ll be then, Rock. But I’ll know about it, and I’ll be happy.” These words were made famous in the 1940 Warner Brothers film Knute Rockne, All American, starring Ronald Reagan among others. The movie tells the story of the legendary Knute Rockne, who coached Notre … [Read more...]
Our lives as professionals marketing our own services would be much easier if clients would simply read our sales copy and decide to hire us. But in the real world, it rarely works that way. Instead, we must have conversations with our prospects before a sale takes place -- sometimes several conversations. These selling conversations can seem difficult or intimidating, but they don't have to be. Here are four simple steps to turn conversations into paying clients. Step 1. What do you … [Read more...]
Imagine you went shopping for a new shirt, and the salesperson presented you with a garment three sizes too big, saying, "This is one of our most popular colors." Or showed you a shirt in a child's size, telling you, "This style is new this season." You'd probably think the salesperson was crazy, right? And you certainly wouldn't trust his or her judgment about what shirt might be right for you. Unfortunately, this sort of thing goes on with marketing all the time. Without asking you a single … [Read more...]
First, for those of you who have been through my training, you know I am big on questioning your prospects during the qualification stage. As I’ve said – 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 use … [Read more...]
When you meet someone for the first time in business, your goal is three-fold. You want to get them to: Like you; Trust you; and Want to listen to you. Those three elements are absolutely necessary in order for them to make a buying decision based on the information you share with them. If they came in to your business after calling and speaking with you, it’s likely you said the right things on the phone to get them to at least come in and see what you have available. … [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...]
Average producers are like cab drivers. Cab drivers run the meter. They … [Read More...]
Taken from Mike Steranka’s eBook – How to Gain the Unfair … [Read More...]
Today, we often want to communicate with each other in the fastest and … [Read More...]
One problem with life insurance is that as one ages, increasing mortality … [Read More...]
How do you think most people would answer the following question: “If … [Read More...]
On January 2, 2013 the American Taxpayer Relief Act (ATRA) was signed into … [Read More...]
Over the last 17 years of working in the financial services industry, … [Read More...]