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 ...

Performance+ Purpose 2016 Offers Strategies for a Profitable Practice

October 13, 2016

By Ayo Mseka NAIFA’s Performance + Purpose Conference held last month in Las Vegas provided attendees with the tools, strategies and techniques they need to take their practices to higher levels of success. For members of the Young Advisors Team, the conference was also an opportunity to learn from the best in the business and network with industry giants.   The conference featured a number of new programs designed to deliver more experts, more sharing, and more participation among at...

Sign up Now for Performance + Purpose 2016!

August 15, 2016

I encourage all YATs to attend NAIFA’s Performance + Purpose 2016 Annual Conference next month in Las Vegas.  Your return on investment will be well worth the time and expense involved.  This year’s re-branding of the annual conference will bring fresh ideas on education, motivation and the first opportunity to volunteer during conference, at the Stop Hunger Now event. From my personal experience with past conferences, I’ve always come away with renewed energy and passion for the industry...

Becoming a Better Networker

August 15, 2016

By Robert A. Arzt, CLU, ChFC, LLIF One of the most effective ways to connect with prospects is to first develop a relationship with them.  The best way to do this is through networking and by getting favorable introductions. But many people are fearful about meeting and talking with people they don't know. By not overcoming this obstacle, they miss opportunities to connect with potential prospects and even centers of influence. So what are these fears, and how do you overcome them...