MAD 3

M.A.D. Time Ownership

Many years ago, during my first year as a young insurance agent, I often found my days and weeks overstuffed with what I thought were meaningful activities but still found ...
2015 in review 2

2015 in Review

A Look at Regulatory Issues and Their Impact on Insurance Carriers and Distributors It has been another successful year for life insurance and annuity sales – and the ...
Wild

Getting Your Clients to Go Wild About You!

Financial advisors and insurance agents – just like sports teams and politicians – purposely reach out for the recognition and affirmation that they have what people ...
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 ...
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 ...
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 ...
Story

The Story of What You Are Worth If You Aren’t Telling It — Who Is?

Why aren’t more people coming to you for the services you offer? You bring value and your clients know you do a great job for them. So why doesn’t the word spread about ...