Write daily, specific, measurable outcomes you want to achieve. Every day review top projects and what can be done to move them closer to fruition. Set your priorities—what is urgent and what needs to be done now. Periodically, ask yourself, “Is what I am doing now the most important thing I can be doing at this time?” Establish place habits. "A place for everything and everything in its place. It keeps you organized. Create systems for forms, checklists, and repetitive tasks. … [Read more...]
Ways to Keep Generating Referrals
If you’ve been following my work for a while, you know that I view the word “referrals” as a “for internal use only” word. When talking with your clients, prospects, and centers of influence, I suggest you favor using the word “introductions.” Why? Because that’s what we need these days. I think the days of walking away with names and phone numbers are pretty much over. People are much harder to reach than ever before. Therefore, we need our referral source to pave the way for us in some … [Read more...]
The 2-Minute Referral Script That Is Killing It!
(I’m going to give you a formula, and a link to a short audio using the script, that guarantees you’ll get tons of referrals… but first let me vent.) Everything you’ve ever read or heard about referrals is B.S. You know this… if any of it actually worked… we’d all be rolling in the dough! Referrals are free. Referrals are easy to sell. So, if we could get referrals coming in regularly, we’d all be doing it. Don’t get me wrong, we all DO get referrals… but it’s only when somebody a … [Read more...]
Having More Insurance Prospects is Only Part of the Answer
99% of agents we speak with, think finding more insurance prospects is the key to growing their business. However, having more insurance prospects is only a small part of the answer! There are 2 areas killing your business. Lead Generation– having a consistent stream of life insurance prospects to see. Marketing and lead generation is one of your most important functions. Like Lew has said in the past… You need to stop focusing on being a salesperson… instead, focus on becoming a … [Read more...]
Reduce Client Taxes and Establish Foundation for Growth
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...]