|  Quick
On - Quick Off
by Ed Morrow, CLU, ChFC, CEP,CFP®, RFC®
Eye-tracking is the latest avenue of marketing
research. Cameras record how consumers examine
computer monitors, read print advertising as they flip
magazine pages, and how they watch television ads as
they get up from the couch to get another beer.
Nowhere is eye-tracking as important as with e-mails
and Internet searches – where you have only a
fraction of a second to command attention.
 Time
or Money?
by Michael
Beck, Founder The
Insurance Coach
Unless you're one of the few people who have all the business
they need, then you're always working on bringing in new
business. And in order to bring in new business, it almost
always requires an investment. Most of us, when we think
of investing, think of investing money. The truth is that
we have two types of assets to invest in our marketing.
It's true that one of the assets is our money, but the
other asset we have is our time - and there is a time
and place for investing each of these assets.
Suitability
Requirements Are In For The Long Run
by Matt Tooher
In response to the NAIC Protection of Seniors
in Annuity Transactions model law of 2004, many insurance
companies have recently introduced suitability forms that
must be completed by the agent prior to delivering their
annuity sales presentation. And with all of the negative
press hitting trade publications, we as producers must
take it upon ourselves to clean up this mess. We need
to treat these new regulations as an opportunity, and
not as a hindrance. Suitability is now a priority for
our industry, and we must embrace it as the opportunity
it is.
 Are
You Being Ripped Off?
Lew Nason
Are you as tired, as I am, of hearing about all
the supposed 'fool-proof' life insurance and annuity marketing
and sales systems that guarantee they'll generate a flood
of high quality prospects overnight? Systems that promise
you'll have people beating down your door and begging
to buy your products! And, you will make a 'bazillion
dollars', while working at home in your 'skivvies'! |
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 Strong
Arm Sales Stop Success Cold
by Susan Friedman, CSP
It happens more often than you'd ever guess
– in fact, it might be happening at the booth
right next to yours. Recent surveys of trade show attendees
show that the most dissatisfied attendees are those
who purchase something that they really didn't want.
Needless to say, these attendees don't have a high opinion
of those companies that 'strong-armed' them, and report
that they'll be unlikely to do business with them again.
 Building
A Better YOU & Marketing YOU!
by Stan Hustad
(Fifth in a series of articles on personal growth
and performance improvement)
I have been fortunate in my life to find old books
that have been life-changing. At the bottom of a barrel
of old recycled books I found How To Win Over
Worry by John Haggai. Since I was then under-employed
and seeking to start my own business, the book caught
my attention.
 We're
All Involved in Selling in One Way or Another
Roy Chitwood
In the past I have written extensively about how the profession
of selling is perceived by the general public. Unfortunately,
nowadays it has all but taken on the connotation of a
four-letter word in our society.
The
Ideal Time-Management System
by Bill Bachrach, CSP, Bachrach & Associates, Inc.
Speaking recently to a group of financial advisors, I
commented that every one of us could probably list about
18 different people, companies, or issues that each demand
at least three hours of our time every day. If you work
for a large firm, you probably get information from the
insurance department, the home office, and the money managers.
You get data about taxes, financial planning, investments,
and legal issues. In the legal area alone, there's information
about estate planning, different forms of trusts, marital
property agreements, living wills, and medical directives.
Just trying to keep up with the information that comes
across your desk can take a lot of time.
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