Senior Market Advisor June 01, 2009
Cover Story
100 Best Sales & Marketing ideas
Our 100 best sales & marketing list is 100 percent reader-generated and offers insight into how you're addressing the financial meltdown and what strategies you're putting into play.
Feature
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Whole Life makes a comback
Having fallen out of favor as newer, more complicated products were developed, the steady standby that is whole life is selling better than ever. Find out how the product's flexibility and safety makes it a worthy selling tool for tough times.
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The Referral Guy
Jay Grubb gives insight on referral networking that has made him a $6 million producer.
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Whole life makes a comeback
Having fallen out of favor as newer, more complicated products were developed, the steady standby that is whole life is selling better than ever. Find out how the product's flexibility and safety makes it a worthy selling tool for tough times.
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Hold your own feet to the fire
The most important quality of successful people is self-discipline.
Up Front
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Want some regulation?
Do you want to keep power in the hands of the states, move to a more centralized federal oversight, or leave it as is?
That's Life
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Let the recovery begin
Within his first 30 days of taking office, President Barack Obama signed the American Recovery and Reinvestment Act of 2009 into law, on February 17, 2009.
Coach's Corner
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Open yourself to deliberate distractions
Walk into the office. The desk phone rings while the message light blinks at you announcing a bevy of people requiring your attention.
LTCI Insider
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Caregiving and your business
My business strategy includes pursing small businesses to sell multi-life policies--preferably executive carve-outs.
Annuity Advisor
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Annuity holders need not fear carrier failure
Years ago I researched the question of fixed annuity losses because I had heard unsupported claims that annuity owners had either lost principal due to carrier failures, or, conversely, that no annuity owner had ever lost money, and I wanted to see what the truth was.
Marketing Playbook
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Bridging to higher sales (part 1)
You have a senior client you would like to up-sell.
Practice Management
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The ABCs of perseverance
Life is full of disappointments and setbacks, but most success stories have one thing in common--perseverance.
Ethics in Action
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Turning mistrust into gold
Trust in business has plummeted to a 10-year low, according to Edelman, a global PR firm.
The Motivated Seller
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Curses ... foiled again
Several years ago, when I was managing an insurance office, I was interviewing a prospective sales rep whom I felt had great potential as an agent.
The Close
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Questions, questions, questions
This is the greatest time ever to be an insurance and financial professional, because we are the only professionals who can solicit business.
Seniors Speak Out
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Have you ever given a referral for an advisor?
"Yes. I gave a referral to my neighbors years ago. We have a great relationship with our advisor and passed the information along."
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Do you have whole life insurance?
I don't believe so. I know about life insurance, but I'm not familiar with whole life, so I would have to say no.
Red Flag Reminder
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Don't use rumors to drive replacement sales
When you hear a negative rumor about a life insurer's financial health, what do you do?
Marketing
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Carpe diem!
Are you guilty of blaming your lack of sales on the recession? Have you decreased your prospecting and networking efforts because of a pessimistic attitude? If so, you're not alone.
Prospecting
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5 forgotten referral-selling sources
Many of us believe that, because our business is complex and sophisticated, only certain people would be good referrals. This assumption is just wrong. Everyone knows someone--you just need to ask.
Lead Generation
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Improve "glance readership" of your postcards
Face it--most people end up sorting their mail over the trash can. You have two seconds to make an impression.
