How to Gain Your Client's TRUST - Quick

How to Gain Your Client’s Trust – Quick

John, an experienced annuity producer, was meeting with a high-net-worth prospective client. As they talked, the prospect leaned back in his chair, so John leaned forward ...
Sobel article

7 Types of Difficult Clients and How to Win Them Over

Early in my consulting career I had a client who became downright abusive. When we first met he was relaxed, confident, professional, and even charming. But underneath that ...
Positioning for sales success image

Positioning for Sales Success

Just as we were starting our coaching conversation, I could immediately tell that Josh was not in a good place. It was the start of the year and he had been calling his ...
Prospecting

Social Prospecting: A Better Way

We all have friends, neighbors or personal social contacts we’d love to have as clients and who would benefit from our expertise. Maybe you’re in a book club or serve ...
Generation X

Generation X: Ready or Not, Here They Come

These middle-aged prospects are ready for guidance and products that offer more safety. Are you ready for them? Baby Boomers have been big business for insurance professionals. ...
compliance and suitability

Embrace Compliance and Suitability with Modern Technology

In 1934 under the Franklin D. Roosevelt administration, the Securities and Exchange Commission (SEC) was established to enforce federal securities laws and regulate the ...
technology

Marketing, Technology and Metrics

Are you looking to harness the power of modern cost-effective trends in marketing and practice management technology? Are you wondering how to begin the process of leveraging ...

The Ultimate Revenue Generator

In over a decade of coaching some of the top producers in the country, the natural focus tends to be on…you guessed it…how do I grow my revenues? Deep inside, after ...