statements 1

Elevator Statements and Brochures Don’t Work

Some marketing is simply not effective. In fact, marketing can actually have the opposite effect from what is desired. Case in point – the company brochure or even ...
Judy H 1

Niche Marketing – Small Is Better

In business, we often think that the bigger the market you are working with, the more profitable you will be.  Well, that cannot be further from the truth. When I ask other ...
true story of life insurance

The No. 1 Reason People Don’t Buy Life Insurance and Why They are Wrong

“It’s too expensive!” is the common refrain when Americans are asked why they don’t get the life insurance protection they need. But—and it’s a big but—80 ...
Mims 1

When Offering Fixed Indexed Annuities, Don’t Overlook the Accumulation Story

Indexed annuities emerged two decades ago as innovative accumulation vehicles. Income didn’t become a significant part of the annuity story until fairly recently, when ...
moore 1

I Give a Damn About Life Insurance – You Should Too!

Starting out in the insurance industry 20 years ago, there was one thing that I learned quickly and that was life insurance was a necessity. Life insurance guards against ...
Where's the risk

Annuity Advertising

Where’s the Risk Today? We know the value a fixed annuity product can add to a well-rounded retirement portfolio. Annuities are gaining national attention and acceptance ...
Passion

Passion as a Strategy for Your Business

Many people launch a business around an idea that excites them at the time or may seem like a lucrative opportunity. Yet, all too often they seem to lose interest when they ...
8 essential things

8 Essential Things Clients Wish You Would Give Them

This article was originally published in Andrew Sobel’s newsletter Client Loyalty. Over the last 15 years, I’ve interviewed over 1,000 senior corporate executives about ...
Money mindsets

How Your Clients’ Money Mindsets Effect Your Business

We all like to pretend that we make logical decisions. What really happens is that most human beings make emotional decisions first and later justify them with logic after ...
Questions

4 Questions to Ask When You Lose a Sale

This article originally appeared on RainToday When you don’t win a sale or a client leaves you for a competitor, it’s tempting to put the whole thing behind you and ...