Producers eSource Insurance Selling Tips & News
The Insurance Agent's Resource
As a marketing speaker and marketing coach, my clients often ask me for advice on sales. Naturally, this makes a ton of sense because the MORE and BETTER marketing you do, the FASTER and EASIER your sales process becomes. BUT... Nothing frustrates me more than when my clients DO a lot of the great marketing we work on together ONLY TO BLOW IT during the sales process! So... don't let this happen to YOU. Let's talk about what you need to close the deal: the steps you need to get … [Read more...]
Producers eSource wants to present you with a special end of the year “best resources”. We’re sharing the articles you, our readers, found the most interesting and useful throughout 2012. Here are the top 5 most read articles of 2012: 1. 16 Unique Elevator Speech Examples As a financial advisor, how you describe what you do, can be the difference between a quick sale… and a quick exit. When you have an astoundingly interesting elevator speech, you can hook people … [Read more...]
The price of your goods and services is always a primary concern to your prospects. Whether you like it or not, price is top of mind with the majority, if not all, of your prospects; and you probably find the question of price comes up in your conversations with prospects long before you have had the opportunity to build value in your product and service. The price question presents you with a serious dilemma—how do you honestly answer the question of price, yet at the same time save a … [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...]
For all the improvements to the insurance and investment business over the years, objections stay the same. They are just as prevalent. They seem just as powerful. They are just as scary. The reason is that human nature hasn’t changed at all. We all wish for and even expect smooth “sale-ing” and are routinely surprised when objections come up. It’s an unreasonable expectation but we have it nonetheless. Understanding that objections are a natural and necessary part of the … [Read more...]
Have you ever heard this objection from a potential client: “Okay. Well, thanks for the information. I want to shop around and will get back to you.” Unless you’ve only been in sales a day or two, you have. In most cases what are they really saying to you? They’re saying, “I want to know if I can get it cheaper or better somewhere else.” It’s usually a money issue when you hear those words. Occasionally, the client will not be certain the product meets their needs and is looking … [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...]