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Form The Habits the Pros Form
We first make our habits, and then our habits make us." John DrydenThere are 12 habits we encourage you to develop. Keep these visible and consistently work to develop them.1. Wake up employed! Each day have a sufficient number of appointments set on a favorable basis, in your marketplace. 2. Believe in total preparation. This creates confidence in your prospects [...]
Frequent Objections and How to Handle Them
Objections thrive on opposition, but basically die with agreements. - Zig ZiglarIn today's sophisticated, fast-changing marketplace, prospects look to you for information and guidance. They expect you to engage in consultative selling. This means they want both your creative suggestions and your assistance in helping them make decisions. Here are some examples [...]
Do It - And Then Some!
Our business in life is not to get ahead of others but to get ahead of ourselves - to break our own records,to out-strip our yesterdays by our today; to do the little parts of our work with more force than ever before. -Stewart Johnson Emmitt Smith, #22, was an All-Pro running back for the World Champion Dallas Cowboys. His impressive statistics are well known [...]
Build a Professional Image
"The smallest good act today is the capture of a strategic point from which, a few months later, you may be able to go on to victories you never dreamed of." C. S. Lewis Building a professional image tends to soften your market. It facilitates the process of turning prospects into clients. It keeps these clients coming back and endorsing you [...]
Kinder Brothers Announces a New Senior Consultant
Guillermo (Willy) Parera, Senior Consultant started in the insurance industry in 1987. He has gained a wide range of knowledge from his experience working in Latin America, Norway, and the United Kingdom. He has dealt with customers from all over the world having travelled extensively. Willy speaks both Spanish and English and is a regular speaker at different industry´s [...]
Power Phrases for Objections
Think like a wise man but communicate in the language of the people.No need Life insurance is really nothing but money. You don’t need more life insurance, but you do need more money. While you are alive, we call it thrift; when you die, we call it life insurance.Intelligent people buy life insurance - when they don’t need it. You’d give your [...]
10 Ways to Finish Strong!
"It's the spirit that motivates, that calls upon our reserves of dedication and effort, that decides whether we will give our best, finish strong, or just do enough to get by." Ten Ways to Finish the Year Strong 1. Call on aging 2. Grandchildren insurance 3. Non-qualified annuities 4. Rollover of IRAs 5. Term insurance conversion 6. Age change program 7. Order alternate policy 8. Review all rated policies 9. Get 15 referred leads per week 10. Make 1 more [...]
Be a Relationship Builder
"People like doing business with those people they enjoy. They are more likely to make concessions to them. The bottom line is that you can get more of what you want by making prospects feel comfortable. When people like each other, the details rarely get in the way. When people don't like each other, details are likely to become insurmountable [...]
Persuasion Power
"If you would win a man to your cause, first convince him that you are his true friend. Next, probe to discover what he wants to accomplish. Then, instruct him concerning the merits of your proposition." Abraham LincolnIn its professional sense, the term "sales person" designates those whose vocation is that of distribution: the direct [...]
Life Insurance at Any Stage of Life
"Life insurance is a combination of caring, commitment and common sense." Howard WightMost people will need more life insurance when they reach 65 than they need at 35, if they are married with two children and a mortgage. Times have changed, but many advisors are still selling life insurance as if people are going to die at 65 years of age. [...]