Are You in the Pension Business?

My "Bersonal" View

It is pension season again..time to revisit an old post….

For those of us who market in the Pension arena, we know that this is “Pension Season.” Small businesses throughout the country are making decisions on the current plans or deliberating whether to put in a new plan of some kind. How can we help our clients to make a decision by the end of the year? Here are some tips from the Sandler System that has worked for me.

 Create a sense of urgency. Establish the consequences of your clients not taking action. Think about what your clients have to lose by inaction. Forget features and benefits and talk about the hard value of the pension program in measurable terms. Be able to articulate this to your clients and prospects. Provide creative solutions to help your clients. Specifically give them a “real” picture of the tax savings and…

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About Jeffrey Berson

40 years in and around the industry has made Insurance a part of my DNA. I have had the pleasure of working with and for some of the greatest minds in our industry. My "Bersonal" View is an attempt to capture some of the best ideas, the best concepts and the best practices in a way that can lead to success for others. It will certainly be my point of view, so please...don't take it "Bersonal".
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