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Getting
the Message: Long-Term Care NOW!
by
William L. Willard, CLU, President, Market Planning-Plus
In
the coming years, more people than ever will come face-to-face
with the costs and life-altering implications of chronic,
long-term illness. Long-term care planning should be coordinated
with other insurance, financial and estate plans. In fact,
you can even get prospects’ and clients’ adult
children and other advisors into the act.
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The
Changing Language of Long Term Care
by Laurel Stauffer-Daly, CLU, ChFC, LUTCF
The following article
takes excerpts from the accredited continuing education course "Basic
Long Term Care from A-Z (NYCR-207894)" offered through the New
York Center for Financial Studies in New York City.
Chapter
2: Never Behave Like a Salesperson Again
Consider
what a business would be if it were truly structured to take care
of your clients. Would this be the kind of business you would like
to have? The kind of business you would love to tell people you run?
The kind of business you could sell because it would be worth something-consistently
every year (year after year)?
How
Do You Accept an Award?
by Patricia Fripp, CSP, CPAE.
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Accepting
an award is like walking a tightrope. You need to be gracious,
grateful, and humble--but not so humble or self-deprecating
that the audience thinks you are trivializing the honor. The
warm glow of the occasion can suddenly turn chilly or sour with
a few ill-chosen words. |
Are
You an Internet Victim or Hero?
by Edwin P. Morrow, CLU, ChFC, CFP, RFC
Studies from Forrester
Research and Intelliquest overwhelmingly indicate that a high majority
of Internet users are accessing the Web for financial information.
You can be either a hero or a victim! Which will you choose?
The
Top Ten Things You Can Do To Improve Your Next PowerPoint Presentation
by Dave Paradi
Once you have a goal, you need to determine where the audience is
right now and have a plan to move them from where they are at the
start of your presentation to where you want them to be at the end
of the presentation.
Attention-grabbing
envelopes improve financial advisors' direct mail efforts
by Martin R. Baird
Financial
advisors who use effective, well-prepared direct mail materials to
drum up new business will be handsomely rewarded for their efforts,
but only if they take a hard look at what they're putting the mailer
into - the envelope.
The
Art of Risk-Taking or Creatively Designing 2003
by Mark Gorkin, LICSW
Reflecting
on ways to "Seize the New Year," the Stress Doc shares some
strategies for letting go. He also provides a personal example of
rebuilding the fire after being downsized and out along with keys
to creative risk-taking. |
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What's Your Clients Biggest Concern?
Low Earnings or High Premiums!
by Steve Gabal |
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Health
Insurance premiums once equaled an auto policy, but now, insurance
quotes compare to a mortgage payment! An Insurance Producer
who sells Health Insurance policies to either the individual
or group markets needs a quick study in
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Health Care' to understand the market shift resulting from the
financial pressures caused by increasing cost. |
Seven
Essential Ingredients for an Effective Marketing Strategy in the New
Year
by Kirk Lowe, President, Freedomarketing
It's
the frequency, consistency and quality of your message and your brand
that turns strangers into prospects and prospects into clients. Use
this recipe to instill your brand and let everyone know you're a great
cook!
Are
Objections All That Bad?
by Bill Brooks
Lots of salespeople tend
to see prospects' objections in a purely negative light. When these
salespeople hear objections, they simply see them as obstacles in
the way of their finalizing a sale. However, there are several more
positive ways in which you and other salespeople can view objections.
Be
Real, and Not Too Smart
by Tony Jeary
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The
world hates a "know-it-all", and can spot an overly
orchestrated pitch a mile away. Your job, at the front of the
room, is to be credible and effective. This means that you really
don't have to have every answer, and shouldn't be too slick
or offer solutions that are too "pat". You need to
be good, not perfect. |
The
Art of Merging
by Norm Trainor
Cam
Onley was on the brink of a major breakthrough in his business. He
was trying to finalize a merger that would mean access to a client
base of 4000, but negotiations had reached an impasse. He worried
that he was about to blow the deal of a lifetime.
The
5 Conversations of the Perfect First Interview
by Bill Bachrach
Extreme competence with
the first interview means you follow the principle of 5/55: in a one-hour
meeting, you're talking for a total of 5 minutes, and your prospect
has the floor for the remaining 55. What's more, almost everything
you say is a question, as the term interview implies. |
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