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 ...
A time to sell

A Time to Sell

I recently got a LinkedIn invitation from a sales producer from a client company. Since I was familiar with the company, I accepted it. Here’s the response I received. Thank ...
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 ...

NAFA Plugs into National Retirement Planning Week® Events

FOR IMMEDIATE RELEASE NAFA Plugs into National Retirement Planning Week® Events Milwaukee, WI (March 26, 2014) The National Association for Fixed Annuities (NAFA) announced ...
Speaking the Language copy

Speaking the Language of Your Client

The art of conversation is a valuable skill in all relationships in life, but it’s particularly useful in our industry when working with clients. Communication has the ...
The Close

3 Sales Principles for Better Results at the Moment of Truth – The Close

The conversation has gone well.  The prospect asked some great questions – the kinds of questions that say “I’m definitely interested.”  Now it’s time for the ...
network hang ups copy

Networking Hang-Ups…And What to Do About Them

A few weeks back, I spoke at a conference filled with financial professionals. It wasn’t just any group of professionals but the top producers. These attendees represented ...