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Welcome
to FSO's newest sponsor!
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Since
1984, Bulbrook/Drislane
Brokerage, New England's Premier Brokerage
Agency, has placed over $6,000,000,000 of insurance
with aggressive companies for successful agents.
Relationships, expertise, quality service, response,
reputation, and integrity propel the process.
Bulbrook/Drislane Brokerage offers everything
you need. We welcome the opportunity to share
why Bulbrook/Drislane has the products and service
for you. Click here
to see more reasons why you want to consider them
as your MGA. |
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Is
the Center of the World Moving?
by Edwin P. Morrow, CLU, ChFC, CFP, RFC
Twenty-first
century Americans still have this U.S. centric view of the world
- because we dominate the world militarily and because our cost
and standard of living does not seem to depend on either export
or import. This domination is primarily technological and educational.
It is presumed to be a permanent superiority. We mistakenly believe
that our lifestyle and financial strength is unchallenged.
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Recruit
Your Way to the Top!
by John Boe
Essentially,
a sales manager s primary job is to recruit, train, and motivate
their sales force. Of these three vitally important responsibilities,
recruiting is the least understood and by far the most challenging.
Sales
101(.5) -- Just plain "How to Make a Sale"
by Jeffrey Gitomer
Here
is the bare-bones list of 17.5 sales elements. These are not just
elements to know -- these are elements to implement. These are elements
that if executed properly, will lead to a sale.
 Achieving
Long-term Success
by Kirk Lowe
Like
any career, financial services professionals want to be successful,
and there are two goals advisors want to achieve in their profession,
longevity and growth, although, not necessarily in that order. Success
is typically a combination of both of these and although longevity
can be achieved through mass marketing and providing adequate advice,
growth requires a much more focused and sustained approach.
The
Power of a Multigenerational Strategy
by Norm Trainor |
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Frank
learned that his single-market focus left his business susceptible
to wild fluctuations. His revenue line tended to mirror the
seasonality and cyclicality of his market. Furthermore, his
narrow focus meant that his product mix, number of cases and
average case size were limited, leaving him with a fragile base
upon which to build a business.. |
Target:
Success
by Bill Bachrach
When you
ask your clients about their financial goals, do you allow them
to rattle off statements like, "Oh, I'd like to be able to
retire someday," or do you insist that they give you a date
and information about the income they'll need?
A
New Approach to Selling Voluntary Benefits
by Hal Sizer, RHU
Once
a road less traveled in the insurance industry, the information
superhighway has emerged as an important e-commerce vehicle. In
the voluntary benefits marketplace, effectively weaving Web resources
into traditional business practices can accelerate sales growth
without the need to abandon the classic sales approach. Whether
you are servicing existing clients or selling to prospects, Internet-based
tools can pave alternate routes for your prospects and drive decisions
at the customer level.
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If
You Know How
by Jim McCarty CLU, RHU, LUTCF, RFC
Purveyors
of financial products and services tend to have a language of their
own. Their jargon, originally developed to communicate among themselves
and their business partners, has, unfortunately, spilled over into
their sales interviews. In an effort to comply with regulations of
"full disclosure" at point of sale, they are now, in many
instances, failing to communicate with the client. At a time when
the public needs their products and services more than ever, their
communication mirrors that of the Navaho Code Talkers.
Coping
With Problem People
by Kerry L. Johnson, Ph.D.
In reality, we
all know or have to deal with problem people on a daily basis. But
how you cope with these relationship killers may well determine how
much you get accomplished in not only your job, but also in your personal
life.
Opinions
Count
by John H. Melchinger
In
less than two decades we have moved from the computer age (processing
data faster) to the information age (understanding data and trends)
and onward into the communications age (sharing information so we
can do something productive with it). People want to be heard now
more than ever before. Are you ready to hear what your clients have
to say, and if so, are you ready and willing to adjust your practice
to accommodate your clients' wishes?
Why
Negotiators Live Longer
by Ed Brodow
In 1994, I coined the term negotiation consciousness to describe how
successful negotiators are assertive and challenge everything. This
is the most important trait for any negotiator. To my delight, the
scientific community has confirmed a correlation between negotiation
consciousness and longevity. What a relief -- I'm going to live longer!
How
To Use The Lifetime Profit Value Of Your Clients To Become Massively
Successful In Your Insurance Profession!
by Ken Varga
Right now,
I'm going to prove to you, with concrete numbers, why your clients
are your greatest business asset... and why it's realistic for you
to earn at least $10,000 from each one of them over the next ten years
The
7 Deadly Sins of Advisor Marketing
by Martin R. Baird
Wow!
What interesting days for the stock market! How are you going to help
your clients? How are you going to help them through the bad days
and the turbulent weeks and months ahead? It could be a wild ride;
will your clients be ready?
Un-Bundle
The System and Stay Focused
by Shane E. Westhoelter, RFC, LUTCF
Un-bundle
the system may seem very logical and simple -- yet many seem to not
be able to do this effectively. What does it mean to "Un-bundle
the System"? It means to get focused on what you do best and
delegate out the rest. Let's take a look at how this may work for
the independent advisor in today's environment. |
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