Producers eSource Insurance Selling Tips & News
The Insurance Agent's Resource
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...]
Do you want a quick, attention-getting way to describe what you do? How do people know what you do? You don’t wear a label they can read to know what you do, and if you let them make up their own minds about what you do, they are probably going to lump you together with all of your competition! Saying “I’m a financial advisor” or “I’m a retirement specialist” just doesn’t cut it. One way to solve this conundrum is to start using an elevator statement. This is a prepared, … [Read more...]
The key to your business is relationships. As in life, people stay in healthy relationships, and they leave relationships when expectations are not met. I’ve achieved the Million Dollar Round Table (MDRT)'s highest honor, Top of the Table, for 16 years by bringing this philosophy to every client meeting. Attract: Clarity of Your Value All relationships are a reflection of the one you have with yourself. If you lack clarity and are confused, who will be attracted to you? The top advisors have … [Read more...]
The biggest mistake you can make in marketing — and a reason that success can be so elusive— is to not clearly explain what you are selling — specifically the benefits. Consumers rarely make buying decisions based on a product or service’s features. Yet that’s what most businesses promote over and over again. People don’t buy features; they buy the benefits that those features offer. In fact, let me make it even more clear: People buy results. Many businesses assume that their … [Read more...]
Lately I’ve been watching the new CBS drama, Hawaii 5-0. I was a big fan of the original series back in the 1970s and I love the new version. In one episode I recently watched, there was a surfing competition where surfers were riding the big waves onto the beach. Of course, one of the surfers got shot, which led to the next 60 minutes of action. The sniper was up on the hill with a perfect view of the “pipeline.” That scene made me think of insurance sales (I know… I’m sick). Good … [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...]
