Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

OBTAINING X-DATES AND QUALIFYING PROSPECTS TELEMARKETING SCRIPT Producer: Maybe you can help me. Who is the person responsible for your Business insurance? IF THEY ...

Hello (PROSPECT NAME), this is (PRODUCER NAME) from the (ABC AGENCY). Do you have a moment?

In the next few years, you'll probably be devoting more time and resources to Life and Health insurance products - that is, if you're at all like the estimated 2,000 independent agents who participated in the "Future One Agency Universe Study."

The study shows that independent agents are increasingly aware of the need to be full-service insurance providers. Agents who have traditionally focused on Property/Casualty insurance see the need to expand more aggressively into Life and other types of insurance products. In fact, slightly more than half the agencies surveyed said that over the next three years, they'll devote a higher proportion of agency resources to Life and Health products.

ONLINE COMMUNICATION: ACCENTUATE THE POSITIVE! by Jack Fries The catastrophe of September 11 has shaken our nation. What can you do to assuage some of the feelings of fear and anxiety ...

ONLINE EDUCATION FOR RISK AND INSURANCE PROFESSIONALS By Marcus Covas Griffin Communications, Inc. According to a Wall Street Journal article, theres been a dramatic increase in the number o...

ONLINE INVOICES GET PAID TWICE AS FAST by Steve Anderson Web-based invoices that give recipients the option to pay online result in payments being made twice as fast as those that don...

Dear (Customer Name): It's frightening how quickly things change. Take your insurance policy. You may have signed it yesterday, but it could already be outdated. New legislation...

OVERCOMING OBJECTIONS: MODULE IV-A Life insurance must be sold-it is seldom simply purchased because it's needed or mandatory, like Auto insurance often is. And any time you sell, you'...

All producers know that overcoming objections is part of the selling process. However, many forget that making objections is just as intrinsic to the buying process.

To identify the root causes of objections, producers should put themselves into the buyer's shoes. You also buy in your personal life, so use your own experiences to sharpen your expertise.