|  Annuity
Producers Compete With Financial Planning Clowns!
PART TWO
by Forrest Wallace Cato, RFC, RFMA, FMM, CPC,
CRR
Les Anderson told me, "Some financial
planners need a Drill Sergeant to instruct them on
what not to do or say so they can avoid making clowns
of themselves."
 The
Answers behind the Answers of Client Investing
by Bob Cobb
All over the country, in virtually every bank
investment program there are excellent client profiling
forms for gathering vital information, sitting in their
original cellophane wrappers, collecting dust. We know
that if we gather client profiling information by completing
these forms, we will be positioned to have heartier
conversations. Yet, few have converted their practice
to this more consultative questioning approach.
YOU
SHOULD HAVE WRITTEN THIS ARTICLE, NOT ME !!
by David Douglas Ford, CLU, ChFC, MSFS
When you finish reading this humble little
piece, you will probably strongly agree with the assertion
of my title here. (And to be honest, that will sort
of hurt.) But ask yourself, what do any of the attractive
and smiling faces on this great website page have that
you don't have?
 Show
Me the Money: Maximizing Tradeshow ROI
by Susan Friedmann
What happens at the tradeshow is obviously
import to your success, but equally important is what
happens after the show ends. This is where most exhibitors
drop the ball. Differentiate your company from its peers
and wring the full value from your tradeshow participation.
To truly benefit from all the hard work what went into
exhibiting, must ensure that appropriate follow-up activities
take place.
 Help
Middle American Families...
And Watch Your Sales Soar!
by Lew Nason
During the past two decades, many of the major companies
have been moving to the more affluent markets. They
appear to have forgotten whom they served and what made
them the company they are today. According to LIMRA
this leaves the Middle America marketplace wide open.
And, in our opinion provides an exceptional opportunity
for the financial advisors who learn how to help Middle
American families to find the money.
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Limited
Benefits
It's Time to Rethink How Health Insurance Is Sold
by Pete Campoli
Forget everything you think you know about
selling health insurance. If your clients are accustomed
to the rigid pricing structure of most health insurance
plans, they'll be pleasantly surprised by the flexible
menu of pricing and coverage options available through
limited benefits medical insurance.
 Making
the Best of It
by Wilma G. Anderson
Making a long term care insurance (LTCI) sale under
ideal conditions – to health, solvent, motivated
buyers age 65 to 75 – is challenging enough. When
you’re dealing with an impaired risk – a
prospect who wants coverage but can’t stand paying
another premium or a cocky small-business owner –
the going gets tougher. You’ll need an even stronger
set of sales skills and more creativity to clinch the
deal.
 Building
A Better YOU & Marketing YOU!
Stan Hustad
(Eigth in a series of articles on personal growth
and performance improvement) Fine
– “of superior quality, skill, or appearance
… trained to the highest degree of physical efficiency
… characterized by refinement, grace or elegance”
– fine. As we seek to build a better you in order
to better market you and your business, it would be
good to hear others say, “He/She’s so fine!”
Prospecting
- Building an Advocate Army
by John Boe
To be successful in the sales profession you need assistance
from your clients in the form of referrals. Average
salespeople do not invest their time nor spend their
money developing clients into advocates. An advocate
is a person that will go out of their way to recommend
you to their friends and associates.
 Learn
to Keep Yourself Aligned with the Gatekeeper
by Roy Chitwood
In the rush to get past the gatekeeper many salespeople
also pass on the inherent opportunities in openly talking
with them. So much of today's sales training focuses
on getting past the gatekeeper rather than aligning
with them. |
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