“Taxi!” 5 Sales Lessons Producers Can Learn from Cab Drivers
Average producers are like cab drivers. Cab drivers run the meter. They throw the luggage in the trunk (that’s a $1.00 bag charge). They may or may not be personable. If you have extra passengers,...
View ArticleLife Settling Term Insurance – Commission Factoring
When it comes right down to it, agents are paid very well when they provide exceptional value and advice to their clients. A sale is a sale, but value leads to long-term relationships, being...
View ArticleSpeed Is Life: The Key to Outstanding Sales and Customer Service
For a fighter pilot in combat, speed is everything. It improves maneuverability, allows faster target engagement, and it can be ‘converted’ to a higher altitude for better situational awareness of the...
View ArticleUnusual Places to Network – or What I Call Serendipitous Networking Everywhere
Prior to starting my own consulting firm, shopping for unusual items was an interesting pastime. Little did I know that such a “hobby” would result in a $50,000 sale for my business. It all started...
View ArticleThe Three “Real” Secrets of Hiring Top Sales Reps
Ask any manager, V.P. or business owner what one of the biggest challenges they face in making their revenue numbers and they’ll tell you it’s in identifying, hiring and retaining good sales reps. If...
View ArticleHow To Quickly Attract The ‘Perfect’ Life Insurance Prospects To You Every...
The most common question we get from agents, advisors and planners is… “How do I consistently attract enough good prospects for our firm?” Almost every agent, advisor and planner we talk to is unhappy...
View ArticleTop 10 Mistakes Made at a Networking Event
Made in the midst of sipping that drink. Ordering that appetizer. Searching for that business card. Making that small talk. Checking that email. Contributing to that 50/50 raffle. And looking at your...
View ArticleHow to Use Layering Questions [With Examples]
First, for those of you who have attended my live trainings, you know how important I think asking questions and listening during the qualification stage is. Remember, your prospects have all the...
View ArticleHow to Use Social Events to Meet New Prospects [With Bonus Download]
I think it’s no longer enough to settle for referred leads. We want introductions or connections to our new prospects. With referred leads, you may emerge from an appointment with 10 names and phone...
View ArticleHow To Overcome the Smokescreen Objection [With Examples]
I don’t know about you, but I sure hate it when I answer an objection and then I’m hammered with another one that is completely unrelated to the first one. It’s almost as if the first one wasn’t even...
View Article3 Sales Follow-Up Strategies to Replace “Touching Base” [With Examples]
MARTY’S QUESTION: You often mention that it’s bad to follow up with prospects by saying, “I’m just touching base.” I’m struggling to find a decent alternative. What do you recommend? MY ANSWER: It’s...
View ArticleThe One Key to Setting Appointments by Phone
If you set appointments by phone, then you know how hard it can be. Getting past gatekeepers, identifying decision makers, overcoming brush offs, overcoming objections, it can get pretty discouraging,...
View ArticleTime Management Tips of Top Producers – Part 1 [Video]
Learn how to manage your time right to become a Top Producer!
View ArticleNetworking – Any Questions?
If you have questions about networking strategies, generating more referrals, and how to make better connections with your clients, prospects, (or your left hook!), just let me know and you too could...
View Article4 Reasons Seminars are the BEST Way to Grow Your Business
If you turn back the clock, there was a time when hiring a professional was as common and easy as searching through the Yellow Pages. Clearly things have changed in today’s world. With the advent of...
View ArticleWhen an Objection Isn’t an Objection? [With Examples]
When is an objection NOT an objection? When it comes at the beginning of your presentation. The blow offs you get at this stage are merely initial resistance, and the last thing you want to do is try...
View ArticleSelling Life Insurance is an Art and a Science…
Five important lessons I would like to share with regards to selling life insurance: Successful sales is a combination of art and sciencePeople buy what they want, but they must be “sold” what they...
View ArticleWould You Like Fries With That?
While you may not have recognized it, the last time you ordered from a fast food restaurant or went to the post office, there is a good chance you experienced some type of cross-selling or up selling....
View ArticleAnnuity Selling: How to Handle the Dreaded “Shopper”
I’m sure you know the drill. A prospect comes into your office for an appointment and asks you what your top product is. What is your best bonus? What is the best rate you can provide on your annuity?...
View Article7 Forgotten Insurance Sales Techniques
In the beginning was the close, and the close was good because the buyer was ignorant of the close. Then, buyers saw the close for what it was and many began to hiss at it and gnash their teeth. But,...
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