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. ...

If Insurance is Your Profession, Then Politics is Your Business

November 30, 2016

By Ashley C. Corbally When I first entered the insurance and financial-services industry, I didn’t grasp the gravity of the legislative challenges the industry faces every day on both the federal and state levels. Whether it is fighting for our place in the advisory world, overcoming misconceptions about our integrity or advocating on behalf of our clients to ensure they have access to affordable services, I was naïve, to say the least. About a year after joining NAIFA, I was asked ...