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May, 2002 |
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ABOUT FSO |
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About NAIFA |
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| INSURANCE
SELLING
Throw the Monkey Fist First by Jim McCarty CLU, RHU, LUTCF, RFC The sale of life insurance is often perceived by producers as a problem. It only becomes a problem, however, when it ceases to become a procedure. This procedure begins with the basics, talking concepts -throwing the "monkey fist"- before discussing the details. Don't forget, until prospects buy into the concepts, they will never buy into the details! ADVISOR TODAY  Vary-able Lifeby Lynn Vincent True to their name, variable life sub accounts, well ... vary in value. Here's how to deal with consumer concerns over equity-linked products. THE STRESS DOC Purposeful and Playful Workshop Exercises and Strategies: The Art of Practicing Safe Stress by Mark Gorkin, LICSW Reflecting on his recent successful Professional Convention Management Association Annual Meeting workshop, the Stress Doc briefly describes the two key interactive exercises. He then analyzes why they are highly effective for yielding stress relief, laughs and team building synergy. SALES  How To Become Enormously
Successful In Your Insurance Profession By Astonishing Your Clients At Least Four
Times Each Year!by Ken Varga The first step to building a massively successful insurance agency or practice is to understand this important business principle..The Purpose Of Your Agency Or Practice Is...To Get And Keep Lots Of Customers Or Policyholders! SELLING SKILLS The Forgotten Art of Listening by Ed Brodow We hear mostly what we want to hear, not what the other person is trying to communicate to us. Many conflicts can be resolved easily if we learn how to listen. 50-PLUS COMMUNICATION Life Happens: Learn To Make Money From It by Dick Ross and Michael P. Sullivan At some point, everyone needs help dealing with financial implications of life's inevitable ups and downs. Births, deaths, marriages, retirements, accidents, illnesses, divorces, new jobs; you name it, they happen to everyone you know and everyone you meet. |
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FINANCIAL
PROFESSIONAL
PSYCHOLOGICAL MARKETING Psychological Marketing 101 by Michael Lovas This is what I call "Psychological Marketing 101." It's not very sophisticated, but it's miles better than the "old school." Better how? Better in that you get to take the advantage and control your marketing instead of being a casualty of it. If you're passive, this may not be for you. If you're self-directed and like to control your own activities, then, you will probably like Psychological Marketing. SALES PRESENTATIONS Sales presentations that "hit home" by Sales Excellence Have you ever spent all night -- or what seemed like all night -- putting the finishing touches on that perfect presentation? You arrive the next day, deliver your message with conviction and flair, and leave for home feeling great, only to discover later that they decided not to buy. It bugs you a little, doesn't it? RELATIONSHIP SELLING Helping Others Helps You by Bill Brooks A by-product of helping others to achieve focus and direction is that your own focus and direction improve as well. HIGH PERFORMING ADVISORS The Cost of Not SayingThank You by Norm Trainor Advisors, because they are often heavily focused on the daily demands of their business, tend to neglect acknowledging others. As well, advisors don't usually appreciate the referrer's emotional stake in the relationship, their need to know that their friend appreciates the referral, and their need to be assured that the advisor is strengthening the bond between themselves and their friend. THE DIFFERENCE IS YOU  Now More Than Ever - You
Make the Differenceby Stan Hustad, Performance Coach Trying times bring us to lasting truths if we have the sense to stop, listen, learn, and change. The truth is that now more than ever, it is the advisor makes the difference. For some time we followed the fools tale that there was a new economy of eternal prosperity, that the business cycle had been repealed, and that the financial advisor should market and sell company, fund, and market performance. The advisor who played that game now has nothing to say because they have nothing to offer. |
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