Category Archives: Bersonal Posts

What does it mean to close a sale? (Where did that phrase come from?) What are you closing? In some situations, the word “close” suggests finality. When you close a file, you’re finished with it. When you close a bank … Continue reading →

If you are giving a presentation that lasts longer than 10 minutes,you are probably going to lose everyone’s attention after the first 10 seconds-unless you actively engage them.Here are two strategies that might help: Build Suspense – Early in the … Continue reading →

Voice-mail and email are very effective communication tools. As such, your target list of prospects and customers is being inundated with voice-mails and email messages from your direct competitors, in addition to any number of other vendors who compete with … Continue reading →

by Robert Billingham This article reprinted from the “NAFA Annuity Outlook” magazine is a good overview of what we are facing as we market annuities in the future. Feel free to send this on to anyone who might benefit from this … Continue reading →

10,000 Baby Boomers are turning 65 every day. 72% of them are without protection of a defined benefit plan. For many, Social Security will be one of the most important resources they have for retirement income. As a result, they … Continue reading →

“Good communication is as stimulating as black coffee, and just as hard to sleep after.”    Anne Morrow Lindbergh The message we bring to our clients is important. In the past I have written about the need to create curiosity and how … Continue reading →

From an article on Producers Web: Added by Paul Wilson The first appellate district court of California has reversed Neasham’s conviction of committing theft from an elder and dependent adult stemming from his 2008 sale of a MasterDex 10 Annuity to then … Continue reading →

Investors seeking to invest money usually don’t look for an annuity.  What investors want are the benefits that the annuity delivers.  Similarly, people don’t walk around wanting a root canal.  What they do want is relief from tooth pain.  This … Continue reading →

In sales, having a good strategy is no longer enough to be successful. Your strategy must also be consistent and repeatable. Simply put, you need a good plan of action. The Socratic Sales Technique, which is question based, is different … Continue reading →

In a New York Life survey, 20% of Gen Xers reported zero life insurance coverage. That’s up from just 5% with no coverage in a similar 2008 survey. Also Americans ages 37 to 48 reported median coverage of just $260,000 … Continue reading →