The key to achieving anything is to have a plan. More important, you need a plan you believe will work. Companies are willing to pay for sales training because it increases sales, meaning more money.

If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”

EMPLOYEE BENEFITS Dear (Customer Name), The cornerstone of any good business is quality employees. And to retain these hardworking employees, you need to offer more than a competitive salary. The (...

FINANCIAL INSTITUTIONS - 'AN INVESTMENT IN INSURANCE' Dear (Customer Name): WOULD YOU OFFER ALL YOUR CUSTOMERS THE SAME INVESTMENT PLAN? Of course not - for your financial institution t...

FINANCIAL INSTITUTIONS - 'WE ARE SPECIALISTS' Dear (Customer Name): IT'S JUST GOOD COMMON SENSE . . . to consult (Your Agency Name) when you're looking for Financial Institution insur...

FINANCIAL SERVICES - IRAS Dear (Customer Name): Individual Retirement Accounts (IRAs) have always been a good investment - even with the tax changes. Income earned on an IRA remains tax-free, and th...

Are you using video to connect with prospects, clients, referrals, and potential alliances? Did you know that a website...

How to determine if your agency or brokerage has a true sales culture

Even though you might be able to show extensive evidence that your agency is highly productive, profitable, or well capitalized, how do you measure your “sales culture?”

In early September, the credit reporting agency Equifax announced a significant data breach. Hackers were able to access the names, birth dates, Social Security numbers and addresses of 143 million consumers, which put their identity and credit at risk. A credit report freeze is one protective measure Equifax recommended. Every consumer, including you, should understand this protective measure as you protect your data, identity and credit.

GENERAL GROUP HEALTH Dear (Customer Name): WHEN YOU'VE GOT YOUR HEALTH . . . you've got happy employees - if you've got Group Health insurance. A Group Health insurance plan is one of...