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Every visitor to the Senior Market Sales headquarters in sunny Omaha is given a paperweight engraved with our CEO Milton Kleinberg’s favorite maxim: “Successful people do those things that failures refuse to do.”

Each week is this space SMS will offer sales and marketing tips from successful agents, advisors and marketers to help you expand your knowledge and increase your sales.

January 20, 2012
Sales Tip #41: How to Sell Indexed Universal Life
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Tom Martin CLU, ChFC, AALU, FLMI, Senior Life Sales Marketer for North American, attempts to de-mystify indexed universal life for agents with this installment in his series of IUL webinars.

January 5, 2012
Sales Tip #40: Why Clients Don’t Like Surprises
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When we were young, expectations were very clear. Our parents and teachers told us what to do, how to do it and if we didn’t get it done, what the punishment would be. Business relationships, like those between an agent and a client, work differently. Without clearly defined and communicated expectations, all we have are assumptions—and you know what they say about those.

December 23, 2011
Sales Tip #39: Using Underwriting Decisions As An Opportunity
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Let’s paint the picture of a pretty common scenario… The agent likes to run their illustrations with a little more conservative rate class than they expect the client to be issued. The idea is that it is better to err on the conservative side and surprise the client with good news rather than bad news on underwriting. The question that we’re addressing is – what happens after a favorable underwriting decision?

December 12, 2011
Sales Tip #38: Selling to the Reptilian Brain
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Over the past 10 years or so, advertisers and scientists have teamed up to study consumers’ buying decisions and it turns out much of our decision making takes place below the level conscious, rational thought in a “deep” part of the brain known as the “Reptilian Brain.”

November 14, 2011
Sales Tip #37: Hands-On Presentation Techniques
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Though study after study has confirmed the many benefits of hands-on learning, the vast majority of agents take more of a show and tell approach to educating clients rather than guiding them through the types of hands-on experiences that have proven so effective in other realms.

October 31, 2011
Sales Tip #36: Get Touchy-Feely with Your Fact-Finder
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We recommend using a fact-finder to ask emotional questions on the initial appointment so you can pinpoint exactly what to highlight when you come back for a second appointment and make your presentation.

September 29, 2011
Sales Tip #35: How to Document Permission to Call
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According to CMS rules, agents must keep PTC documentation for a minimum of 10 years, and it must be retrievable upon request from the carrier or CMS.

September 20, 2011
Sales Tip #34: Don’t Forget Cross-sell Opportunities
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As you get into the selling season, please keep North American Life in mind as they have products that are designed to help your senior clients with life insurance needs.

September 6, 2011
Sales Tip #33: 7 Single-Premium Life Sales Ideas
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Older clients often have their nest eggs spread over an array of savings accounts, CDs, money market accounts, cash value life insurance, or annuities that they’ve accumulated over the last 30, 40, 50 years. Oftentimes these assets are just sitting there, not doing anything for the client. They’re not performing, especially in this interest rate environment, and they’re not providing income.

August 8, 2011
Sales Tip #32: 8 Questions that Lead to Sales
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Asking the right questions is the key to getting from a follow-up call to an appointment and from an appointment to a client.

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