2 Deadly Insurance Sales Mistakes!

Insurance Sales Mistakes New and Experienced Agents Make!

Here are two of the most blatant insurance sales mistakes that we see advisors make!

Solving Problems Too Soon!

The advisor hears the prospect express a need that can easily be met with their company’s products and services and he/she immediately offers to meet the need. They pounce, like a lion hunting its prey!

However, offering solutions to problems before listening to a prospect’s complete situation will have an adverse effect on any sales presentation or prospecting call.

You must listen to… ALL of the needs the prospect may have, then try to extract the ones he/she is really passionate about solving. In other words, shut up and ask questions to clarify the need and to turn that need into a want!

Present your solutions and benefits later when they have the most emotional impact! Read More

Middle-Income Families – An Untapped Life Insurance Market!

Is there any question that, during the past three decades, many of the major companies have been moving into the more affluent markets. They appear to have forgotten whom they initially served and what made them the company they are today. According to LIMRA this leaves the Middle Income Family marketplace wide open. And, in our opinion provides an exceptional opportunity for those financial advisors who learn how to help Middle-Income Families to spend, save, invest, insure and plan wisely for the future, to achieve financial independence. We want to help people to take control over their money using traditional strategies and products to build a solid financial foundation before they ever think about investments.

“When people understand how money really works, they can make their money work for them.”
Rodney Ballance – Understanding The Problem Read More