Introductions | Producers eSource Insurance Selling Tips & News

Is Phoning Dead?

There are a million reasons to believe that using the telephone is a futile way to set an appointment. Two years ago at MDRT a main platform speaker waved his phone in the air and announced, "This is DEAD!" Several attendees who knew me made a point of repeating this pronouncement. My reaction? Just a wise smile. At every seminar, my group has "the conversation" about emailing, texting and phoning. It seems that in our highly technological world, the phone is at the bottom of the … [Read more...]

Filed Under: Marketing, One on One
Tagged With: Client Retention, Closing, Cold Calling, Communications, Etiquette, Introductions, prospecting, Sales Tips, Telephone

The 10 Worst Voicemail Mistakes

» By Kendra Lee

Insurance Producers - voice-mail-mistake

I get asked all the time, should you or should you not leave a voicemail when you’re prospecting? Among salespeople this is a hot debate, and I’m of the opinion that you definitely should. Why would you take the time to call a prospect and then hang up when you reach voicemail? The prospect will never know you called.    He won’t know that you’re interested in talking with him. He won’t hear that you have a valuable idea to share about a top business challenge he could be … [Read more...]

Filed Under: Client Acquisition, PickLeft, Prospecting/Referrals
Tagged With: Introductions, Telephone, Voice Mail

The Elevator Speech that Tripled a Financial Advisor’s Income!

» By Mike Kaselnak

Marketing is the #1 challenge facing advisors today. It’s less effective than it used to be and it costs more than it ever did. So what can you do? Simply continue to spend more and more on marketing for less and less results? Why not try the oldest trick in the book with a new spin. Using a specifically designed elevator speech with your clients will create unbelievable referrals. No cost… and highly qualified prospects that are easy to sell. See how one advisor used this … [Read more...]

Filed Under: Marketing, Promotion/Advertising, Top 3 #1
Tagged With: Advertising, Elevator Speech, Introductions

The Quickest Path to the Top 20%

» By Mike Brooks

Sales trainer Mike Brooks is an inside sales expert who teaches his clients how to get in the top 20% at their company. Sound like something you're interested in? Read on! What's one of the biggest differences between the top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don't work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker. All this does is identify them as another pesky sales rep trying … [Read more...]

Filed Under: One on One, PickLeft, Selling Skills
Tagged With: Introductions, questions, Sales Tips

Avoiding Awkward Beginnings

» By Tom Hopkins

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...]

Filed Under: Even Before the Sale, One on One, Selling Skills
Tagged With: Introductions, Sales Tips

16 Unique Elevator Speech Examples

» By Mike Kaselnak

Financial Advisor 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 instantaneously. Your goal is to get them to say, “How do you do that?” If you think about it, as a financial advisor or insurance agent, how do people know what you do? You don’t wear a label they can read that tells them what you do...and if you let them make up their own minds about … [Read more...]