Assisting clients with income or estate tax reduction may seem like a small task in comparison to the vast amount of financial planning work advisors do yearly. However, if you can help your client find extra and unexpected funds in their tax returns, you can use those funds to set the client’s foundation for a lifetime of long-term success. Tax reduction techniques New tax reform laws in 2018 created significant tax liabilities to many consumer’s income and estate taxes. Most individual … [Read more...]
Objection: We Are All Set
As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy. Responses that work. And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily. I thought you’d benefit from my most popular article I’ve published over the last two years. It’s no surprise it deals with objections you get while prospecting. Study these and adapt them to … [Read more...]
Something New This Year
There is nothing like something new! New shoes. New jacket. New car, and that new car smell! New home. New dog. New baby. New relationship. The iPhone X plus plus plus! New boxing gloves. Gym membership. Magazine subscription. Snapchat account. Website. Marketing. Branding. Platform. Product. Offering. Goals. Outlook. Habits. Perspective. Momentum. LinkedIn profile. New restaurant in town. New job! New client! (And that new client smell.) Ah - the New Year! There’s something exciting about … [Read more...]
Web Presence Tips for Independent Agents
#1. Whether you value them or not the consumer now considers your website, your Facebook business page and your LinkedIn account like your modern-day office. Take pride in them, make sure they give the first impression worthy of your operation. Tip: At the bare minimum double check your contact information on these pages. You would be surprised how many times I call a phone # I see on a client’s Facebook business page and its wrong. Imagine if I was referred to you, I Googled you, and your … [Read more...]
Exploring Alternatives to Traditional LTCi
Sometimes you have to be creative. If a client wants long-term care coverage but doesn’t like the “use-it-or-lose-it” nature of traditional LTCi, try offering them agreeable, non-traditional forms of LTCi protection! According to LongTermCare.gov, “Someone turning age 65 today has almost a 70% chance of needing some type of long-term care services and supports in their remaining years.” Today, LTC services can cost tens of thousands of dollars a year, depending on the type of service. And, … [Read more...]
Questions of the Jury
I was almost on jury duty last week – actually disappointed that I wasn’t. I showed up and simply wasn’t selected. The whole process is absolutely fascinating! (No doubt, I was the most excited person in the room.) Over a cup of coffee, I read all the booklets, watched the orientation video, and ultimately sat in the courtroom (no coffee!) with the other 50 potential jurors watching the drama (the selection process that is) unfold. The judge introduced himself, thanked us for our time and … [Read more...]
How to Sell Life Insurance in the Workplace
If you are trying to sell life insurance by cold calling, buying expensive leads or knocking on doors, you might be surprised to learn that there is a much easier way to sell life insurance. That easier way is by selling life insurance in the workplace. In this article, I’m going to walk you through the basics of how to sell individually owned life insurance at work. Why offer life insurance to employees at work? The best thing about selling life insurance at work is that it allows you to see … [Read more...]
5 Things Your Clients May Not Know About Life Insurance
Generally speaking, many people lack a strong understanding of life insurance. Some of these individuals may be your clients. Below are five things your clients may not know about life insurance and ways you can troubleshoot preconceived notions in your sales pitch. As you prepare for your next appointment, consider broaching the subject of life insurance with this information in mind. It Costs Less Than A lot of People Think Odds are you’ve probably heard this point plenty of times. Life … [Read more...]
2018 MDRT Annual Meeting Draws Over 15,000
More than 15,000 members from 53 countries attended the MDRT Annual Meeting this week in Los Angeles. Through 200 unique sessions and presentations, members exchanged innovative ideas to develop their personal lives and professional careers. The 2018 Annual Meeting brought together key industry experts to share insights with members on a variety of topics such as practice management, retirement and wealth, Top of the Table, risk and products, marketing and the Whole Person concept. Members … [Read more...]
Learn to Turn the Objections to Referrals
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Overcoming objections can be hazardous to your sales efforts. Stay with me for a minute… How do you usually react when you state an opinion about something and someone immediately tries to rebut your opinion? You probably get just a bit aggravated inside, don’t you? How dare you disagree or try to correct my opinion before you understand what I’m really thinking? Is this how you make your prospects and clients feel when you attempt to change their perspective about something? What’s … [Read more...]