Annuity Agents Respond to DOL Rule
The possible side effects — such as more monitoring of business activities, fees and compensation as well as how advisors handle recruitment and succession planning — will likely have the most impact...
View ArticleNew Fiduciary Rule: A Game Changer for Brokers
With today’s standards for selling retirement tools under scrutiny, it’s time to rethink your strategy of offering clients your recommendations for products like annuities and high-commission plans....
View ArticleA Complete Guide To Your Elevator Pitch with 16 Unique Examples
When you have an astoundingly interesting elevator speech, you can hook people instantaneously. Your goal is to get them to say, “How do you do that?” If you think about it, as a financial advisor or...
View ArticleWhen Is the Best Time to Reach Prospects & When Should You Follow Up?
It’s 2016. Successful agencies turn to data when trying to maximize sales and marketing efforts. Agents today juggle tasks from sales, to marketing, to administrative follow ups. Knowing when to dial...
View ArticleTop 10 Business Networking Tips
Top 10 Lists are great! It’s been a thing for David Letterman probably since he was dropping watermelons from rooftops. But the Top 10 concept is definitely a trend. It’s why The Book of Lists is so...
View ArticleHow I Went from the Edge of Financial Oblivion to MDRT’s Court of the Table
In the 15 years I’ve been married to my wife Bonnie I’ve learned that my biggest goal is to make her happier each day. Growing up there was another leading lady I was hoping to impress and make proud...
View ArticleWatch: Best Practices for Success in Your Business [from Life Happens]
In my 50+ years in the business, I’ve found few things more effective for recharging my business and my personal outlook than listening to my peers talk about what’s working—and not working—for them....
View ArticleWhy Prioritizing Client Relationships Always Pays Off
Making a good name for yourself and your agency is a top priority for most financial advisors. Whether it’s bringing in new business or maintaining relationships with long-time clients, the quality of...
View ArticleHow to Improve Your Speaking to Generate More Business
Have you ever watched a TED talk? If you ask most business consultants, thought leaders, speakers, educators, and I would say ALL millennials in college, they would be all too familiar with a TED talk....
View ArticleObjection Handling: How to Cope with the “I’ll have to speak with…”
There are a few objections that seem – at first glance – almost impossible to overcome: “I want to think about it,” is one of them – but a close second has to be the “I’ll have to speak with….” someone...
View ArticleSkip Referrals For Better Introductions
3 weeks ago, while conducting a full-day session, I mentioned a recent study that demonstrated that many clients don’t like to be asked for “referrals” but actually enjoy making “introductions.” About...
View ArticleMDRT Study – What Consumers Think About Working With Financial Professionals
77 percent of Americans who work with an advisor are more confident in their financial future PARK RIDGE, Ill. (Jan. 16, 2018) — A new study commissioned by the Million Dollar Round Table (MDRT),...
View ArticleMake the Time for Business Networking
Even if you’re not a job searcher or “in between careers,” here are some interesting insights that can be applied to your marketing if you’re a financial advisor, insurance agent, planner, broker, rep,...
View ArticleTax Reduction Tools for Producers
Many people are exhausted after tax season. They’ve been busy tracking down receipts, filing paperwork and meeting deadlines. Many just want a break from numbers for a while. But it’s an agent’s job to...
View ArticleWhen Annuities Make Sense in Retirement
With life expectancies greater than ever, retirement could very likely be the longest phase of our client’s lives. Therefore, it is absolutely imperative for retirees to have a plan in place that; •...
View ArticleConsumers Investing Earlier, Tapping into Benefits Longer
Annuities can be great investment tools. And with a younger crowd stepping into the early retirement planning realm and later generations living longer, there are a lot of investment opportunities to...
View ArticleThe Approach for Clients to Hand Over Referrals
Why don’t you get more referrals? Your clients love you. They know you are smart and provide great service. We assume they like their family and friends. So why don’t they refer more? The answer is...
View ArticleHow to Sell Life Insurance in the Workplace
If you are trying to sell life insurance by cold calling, buying expensive leads or knocking on doors, you might be surprised to learn that there is a much easier way to sell life insurance. That...
View ArticleQuestions of the Jury
I was almost on jury duty last week – actually disappointed that I wasn’t. I showed up and simply wasn’t selected. The whole process is absolutely fascinating! (No doubt, I was the most excited person...
View ArticleWhich Life Insurance Policy Is Right for Your Client?
Agents should review their client’s life insurance needs at least every five years, because in every stage of life, coverage is a necessity. In an April 2018 LIMRA study, one in five people with life...
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