Agent’s Sales Journal May 01, 2008
Sales From The Darkside
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John Brags His Way into Obscurity
"I was new to sales, but I had been in the insurance industry for several years, giving me a good background on some of the legal issues involved in the profession. I really enjoyed showing off how "smart" I was -- even though
Front Page Stories
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Life Expectancy an Important Retirement-Planning Tool
As our knowledge of the universe advances, scientists have become aware of certain unities found within life. For example, every mammal, no matter what size, is issued roughly the same number of heart beats in a lifetime, about 1.5 billion. This
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Fraternal Benefit Societies: What Independent Agents Should Know
When a client signs their insurance paperwork, they're receiving more than just a policy. They're receiving your expertise, your level of service, and your empathy to help them achieve important financial goals. But do they receive
Short Takes
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How to Eliminate Your Slow Business Season and Take Business Away from Your Competition
In any normal business cycle, there are both busy and slow seasons. This pendulum-like business activity, however, can sometimes be more a function of our ingrained belief system than a reflection of actual business activity. Life and health
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Association Profiles
AALTCI (American Association for Long-Term Care Insurance) 818-597-3227 o www.aaltci.org AALU (Association for Advanced Life Underwriting) 703-641-8124 o www.aalu.org AHIP (America's Health Insurance Plans) 866-707-AHIP
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Submitting Your Special Risks Case: Advice From the Experts
Health insurance, long term care insurance, disability income insurance -- all are prone to health underwriting, and clients with less-than-ideal health may have a difficult time receiving an affordable quote or even being issued a policy.
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3 Innovative Ways to Market to Clients
In a society where consumers encounter between 3,500 and 5,000 marketing messages per day, how can you stand out from the crowd? Contrary to most marketing advice, you must go against the grain and develop messages that target the appropriate
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5 Cost-Effective Ways to Build Community Partnerships that Attract Prospects
As the insurance industry continues to grow, competition becomes even stiffer for prospects interested in purchasing the products and services you offer. With this trend in mind, you must be proactive about targeting your marketing and public
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The 4 Basic Tenets of Free Publicity
When it comes to your reputation, publicity -- that free media exposure you get through mentions of your name or products in the news -- is more valuable to your insurance business than most other marketing techniques. In fact, studies
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A Powerful Demographic: How to Market to Female Prospects
The word is out -- women are the world's most powerful consumers. They make up just over half of the population but control more than three quarters of all spending -- and they are the big spenders, whether it's household,
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Attracting Professional Prospects - A 5-Step Process
On a fundamental level, marketing your insurance services is pretty straightforward. However, you don't have to resort to time-consuming and, ultimately, unproductive cold-calling to gain prospects and make more sales. A series of steps
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How to Bring in More Business with a Better Brand
In the insurance industry, building a strong brand can be a real challenge. The problem is that most consumers view the insurance market as crowded and confusing, and they typically feel no loyalty to any one brand -- or agent. One recent
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How Marketing Can Transform You from the Invisible Agent to the Expert of Choice
Are you invisible? If you looked in the mirror, the comforting sight of your reflection might assure you that you're not -- but there's another type of invisibility, one that's plaguing insurance agents across the country.
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NAIC Completes Producer-Licensing Assessment
The National Association of Insurance Commissioners (NAIC) has released a comprehensive review of state producer-licensing laws, practices, and processes. The report, which provides an accurate national assessment of state producer-licensing
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Strong Communities Linked to Fewer Recurring Heart Problems
Home may be where the heart is, but it could be one's surrounding community that helps keep people healthy, according to a new study led by researchers at the University of California Berkeley's School of Public Health.Specifically, the
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Mackey to Step Down as President & CEO of NAVA
NAVA Inc., the Association for Insured Retirement Solutions, has announced that Mark Mackey will step down as president and CEO after the organization's 2008 Annual Meeting in October.NAVA's board of directors has initiated a national
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Baby Boomers Confused About Medicare
The first wave of baby boomers turn 62 this year and will begin claiming Social Security benefits. And, according to new research from the National Association of Insurance Commissioners (NAIC), many are confused about their post-retirement health
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CFPs Soon to Be Held to More Stringent Standards of Conduct
Beginning July 1, 2008, Certified Financial Planners (CFPs) will be subject to stronger Standards of Professional Conduct guidelines as set forth by the Certified Financial Planners Board of Standards Inc. "When CFP Board's ethical
Sales Review
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60 Minutes to Financial Security
When you really put your mind to it, you can accomplish a lot in an hour. You can meet with a prospective client, return a few phone calls, or even have lunch with a friend. And now, thanks to Sandy F. Kraemer, you can even take care of a
Perspectives
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Employees Need Health Insurance, Not Just Cash
When my father started his career in the 1960s, it was generally assumed he would have health benefits funded by his employer for the remainder of his life.
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The Daily Marketing Routine
We need to market ourselves every day to get what we want. Our resumes, work samples, and interview answers are simple marketing techniques used to convince the person on the other side of the desk to hire us for a new job. Our demeanor is meant to
Products
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How to Better Serve Your Annuity Clients' Interests
It may come as no surprise that we make assumptions about our clients' beliefs and goals without realizing we are doing so. One of the hardest things we must do is be objective and listen. It's easy to advise a client based on what we
Prospecting Corner
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Personal Prospecting through Better Communication
Technology has created an age of highly leveraged communication, communication that has achieved increased
Objection of the Month
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Objection Of The Month - May 2008
How would you respond to a prospect who says... I receive so many solicitations from so many agents, and I'm just not convinced I need long term care insurance. "Statistics tell us that you will likely need some form of long term
