insurance sales

Word-of-mouth remains the best marketing professionals can use, or get. The next best is “talk”. Talk to clients and prospects directly. One-to-one…actually spending time communicating directly with each other…voice to voice…human to human. While I…

Every adviser needs to use negotiating skill every day…if not every single meeting in every day. We are constantly negotiating with all stakeholders of course but it is the constant negotiating with clients, or on…

Creating engaging conversations with people you don’t know well, or who feel they don’t know you well enough, is difficult. It can be even more difficult when they are guarded…thinking maybe that you are just…

To get better results one usually has to change something, and sometimes it strangely enough better results can be achieved from doing something which seems counter-intuitive: Slowing Down. Anyone who has played a lot of…

Great questions are integral to client engagement, but what is a really GREAT question? One of the keys to success for any professional is having strong sales skills, or to put it another way, the…

“Sales Technique”…the very phrase sends shudders down the spines of professionals today it seems. Despite the focus on our increased technical knowledge and the emphasis upon good process, financial advisers do actually have to “sell”…

Some things are timeless simply because they have stood the test of time, and focusing upon sales activity is one of them. “Sales activity” as a concept is probably abhorrent to many professionals today, but…

One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one. It is the…