HOW TO SELL WHEN THE CUSTOMER IS IN CHARGE OF THE SALE by John Graham It only takes a few words to describe the dramatic change that confronts every sale...

Annuities are presently the source of nearly half of Life companies' premium income. A couple of decades or so ago, the figure was just 11%, according to a recent Life Insurance Management Research Association (LIMRA) study.

IF I IGNORE IT, IT WILL GO AWAY by Pegi Flahault A young agent, the son of an agency owner, once said the problem with most agency principals is that theyre salespeople, and salespeople ha...

The sale of Life insurance to Personal Lines Property/Casualty customers has long been an issue with traditional independent insurance agents and brokers. There are very few agencies that haven’t tried, at one time or another, to develop a program to cross-sell Life, Health, or Disability to existing customers. Many agencies have even hired a “Life Person,” only to end up with a big expense and little income to show for the effort. This has only added to the frustration of the agency owners. So what’s the answer?

ITS TIME TO HIRE PRODUCERS! by Preston Diamond With so many people unemployed and others hanging on to jobs with which theyre dissatisfied, it should be easy to find new su...

LIFE/HEALTH PROSPECTING & SALES TIPS Here's a sampling of several sterling selling tips from some of the country's greatest Life/Health salespeople: At the close of a session with a friend w...

MAKE SURE INCENTIVES ARE JUST THAT Incentives are designed to motivate salespeople to increase andimprove production; however, you should exercise caution when implementing an incen...

Salespeople, like athletes, need planning, practice, and coaching to compete — and win!

“Moments of truth” occurs whenever CSRs and producers talk to a customer on the phone or in person. It’s important that each member of the agency be prepared for this contact. The impression left with the client or prospect will determine their future relationship with your agency. Because the ultimate goal of any business is to obtain and retain customers, it’s essential for you to create the proper image at the moment of truth. Some of the key factors in managing the moment of truth are:

MANAGING SELLING FEARS by Tom Markley How to overcome common concerns that can kill sales. This is a story of one producers fear of selling and how he dealt with it. Becau...