Using Public Speaking to Get More Customers

January 11, 2017

By Dr. Edward Martin Insurance and financial advisors are always looking for ways to find new clients, but many fail to find effective marketing methods that can increase their income by bringing in new customers. However, there are lots of speaking opportunities they can use to attract more business. Many groups need a guest speaker for their meetings and conferences. These groups include local business groups, charitable organizations, corporations, conferences, conventions, scho...

The Discipline of Gratitude

January 11, 2017

By Bob Arzt   The more consistently I practice being grateful, the better I feel. I've noticed a direct correlation between the amount of gratitude I have during the day and how well those days go for me.   I've also noticed that the more gratitude I have in my life and the more I spend time with other people who have lots of gratitude in their lives, the better I feel and the better my business goes. I am thankful for so much that I have been fortunate enough to have in my life. I ...

Wanted: Products for Increased Income

December 14, 2016

To help address the risks caused by inflation, many Americans are looking to financial products that not only provide guaranteed income in retirement, but also offer the opportunity for their income to increase. This is according to a study by Allianz Life Insurance Company of North America, which explores Americans’ perceptions of the rising cost of living. While eight out of 10 respondents expressed interest in a product that offers income for life, an even higher percentage (86%) said th...

So You Want to Build a Good Client Relationship?

December 14, 2016

Early in my career, I received a phone call while on the other line. I quickly jumped to the incoming call and told the client I’d call him back. But I never did. I’d become distracted with more calls and paperwork, and by the time I remembered, I figured the client would call me back. He didn’t. Instead, he stopped working with me. This was a swift way to learn the most important aspect of communicating with your client: trust.   To help advisors become even better stewards of the relati...

23 Ways To Improve Your Sales Performance

November 30, 2016

By  John Graham Too many salespeople either fail completely or never really succeed because they think that selling is about them. It isn’t. It’s about customers—and customers only. Here are 23 ways to improve your sales performance by becoming more focused on your customers: Look for the demons and the dreams . In other words, be alert to a customer’s hopes and fears—what they want to gain and what they don’t want to lose. That’s what they care about--not a sales pitch. ...