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    Getting Your Prospect to Think About Longevity, and Longevity Calculators

    Posted by Partners Advantage on Tue, Jan 30, 2018 @ 12:32 PM

    How often do you search for a way to get the conversation with a prospect rolling on the right track, particularly taking the discussion into retirement planning territory? You can use the phrases below and the links provided to help shape a thought-provoking conversation and encourage your clients to spend a few minutes “predicting” how long they might live and what a potentially long life could mean.

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    Tags: prospecting, selling style

    7 Top Sales Techniques for Financial Advisors and Insurance Agents

    Posted by Partners Advantage on Wed, Jan 03, 2018 @ 12:00 PM

    The selling landscape has changed. Going door to door and cold calling to sell financial products is not as effective as it once was. So what should financial advisors and agents do to increase their sales?

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    Tags: sales management, selling style

    Selling to Younger Prospects in the Age of Technology

    Posted by Partners Advantage on Mon, May 15, 2017 @ 05:14 PM

    Selling across demographic lines has its challenges. Selling to younger prospects can be difficult because this segment of society grew up during a different time and have a far different view of the world than those that came before them. The differences make this sales environment more challenging. Let's discuss the two main reasons it is far more challenging to sell to younger generations.

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    Tags: selling style, prospecting, business management

    How to Present Concepts to Prospects Who are Interested in Details

    Posted by Partners Advantage on Thu, Jan 19, 2017 @ 05:53 PM

    For many years the approach to conveying a specific or broad topic was done by what is called a concept presentation. This approach gave the presenter the ability to discuss or highlight a specific product feature or planning technique without going into specific details. Now clients are looking for detailed information on their own before visiting with a financial advisor.

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    Tags: prospecting, selling style

    8 Things an IMO Should Do for Their Insurance Producers this Year

    Posted by Jeff Janes on Thu, Jan 05, 2017 @ 05:41 PM

    The independent industry doesn't do a really good job of surveying it's field force regarding what they look for in an Independent Marketing Organization (IMO). Having been around the business for more than 20 years, and having talked with thousands of insurance agents regarding their wishes and wants, I thought I'd put together a listing of the top field requests I've heard over the past few years.

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    Tags: improved revenue, marketing, Coaching, strategies, prospecting, selling style, sales management, incentive programs

    How to Introduce Yourself to a Prospect

    Posted by David Hall on Tue, Oct 04, 2016 @ 05:12 PM

    Regardless of how you choose to prospect for new clients, whether it’s workshops, direct mail, or referrals, you must be able to create the ultimate experience for every person you interact with. You should stand out as the top financial services professional in your community.

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    Tags: prospecting, selling style, marketing

    Do You Talk Yourself Out of a Financial Product Sale?

    Posted by Scott Turner on Mon, Sep 26, 2016 @ 05:21 PM

    You just gave the sales presentation of your life. It couldn't have gone any better.  You look at your clients. They have a glazed look in their eyes and they have no idea what you just said. Where did it go wrong?

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    Tags: sales management, prospecting, business management, selling style

    How to Improve the Effectiveness of Your Prospecting Presentations

    Posted by Partners Advantage on Wed, Sep 14, 2016 @ 05:26 PM

    We've all sat through presentations that almost put us to sleep. A good speaker who understands the elements of powerful prospecting presentations can make any information engaging to the audience. Here are a few tips to dramatically improve the professionalism and effectiveness of your prospecting presentations.

     

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    Tags: prospecting, selling style, marketing, workshop marketing

    Best Practices of Closing a Financial Product Sale

    Posted by Partners Advantage on Mon, Sep 12, 2016 @ 05:03 PM

    We are often asked: “What is the best closing technique to maximize my opportunity with my clients?” Let's focus on the best and most effective ways to close an insurance (or product) appointment. My 20 plus years of being in sales leads me to a few which I believe are the most proficient.

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    Tags: sales management, selling style, prospecting

    Listen Twice as Much as You Speak: Business Communication

    Posted by Kim Bruce on Wed, Aug 24, 2016 @ 05:16 PM

    We all learned lessons as children when we were trying to be heard. “Don’t interrupt, the adults are talking.” or “Wait for your turn to talk.” Your current communication style has a lot to do with how you learned those first lessons.

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    Tags: business management, prospecting, selling style

    FOR PRODUCER USE ONLY. NOT FOR USE WITH CLIENTS.

    This content is for informational and educational purposes only and is not designed, or intended, to be applicable to any person's individual circumstances. It should not be considered as investment advice, nor does it constitute a recommendation that anyone engage in (or refrain from) a particular course of action.