Prospecting

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  Sales: The final frontier

  By Kim Magdalein  |  April 29, 2013

  Agents want to discover the latest invention when it comes to prospecting. But the problem with new ideas is that they're not proven.

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  Want some cheese with that whine?

  By Kim Magdalein  |  February 21, 2013

  If agents could make a living during the Great Depression, they can certainly make one now.

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  The prospecting power of the new estate tax

  By Charles K. Hirsch  |  February 13, 2013

  Three estate planning pros talk about how they're using the recent estate tax change to reach out to both prospects and existing clients.

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  Six powerful prospecting tips to build your business

  By John Boe  |  February 12, 2013

  Learning these lessons could mean the difference between earning six figures and just scraping by.

• The Sales Philosophy of the 21st Century Agent

  By Christina Pellett  |  January 3, 2011

  Jesse McDonald has no secretary, and no office staff. He works from 7 a.m. to 5 p.m., and has about 550 to 600 clients covered through the individual and small-group health plans he sells.

• What Women Want -- And How to Sell it to Them

  By Heather Trese  |  November 8, 2010

  There is no doubt that women and men are fundamentally different.

• 6 Steps to Finding Disability Insurance Prospects Right Under Your Nose

  By Jamie K. Fleischner  |  November 3, 2010

  You may not have to look far to find great disability insurance prospects. In fact, many ideal prospects may already have purchased life insurance or other products from you.

• How to Market Long Term Care Insurance to Associations

  By Debbie Dare  |  September 1, 2010

  With more than 3 million members nationwide, associations of all types and sizes can provide you with access to individuals who can benefit from an awareness of long term care planning, and how you can help.

• 5 Steps to Finding More Health Insurance Prospects

  By Rey Villar  |  July 13, 2010

  Prospecting is one of your biggest challenges - but when you know how to find your next client, it can be a snap

• Women: An Untapped Market for Your Disability Insurance Sale

  By Jamie K. Fleischner  |  June 1, 2010

  Selling disability insurance can be challenging.