Seven tips to harnessing the power of your customers' testimonials
(August 26, 2010 8:00pm) Courtesy of Senior Market Advisor
Using testimonials is a great way to build credibility and develop rapport. In addition, customer endorsements are an effective sales tool when responding to a prospect’s objections.
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How to illustrate the gravity of caregiving needs
(August 25, 2010 8:00pm) Courtesy of Senior Market Advisor
Convincing prospects of the potential need of caregiving is an essential part of LTC sales.
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Insurance agents welcome regulators' support, press Senate for same
(August 25, 2010 8:00pm) Courtesy of Senior Market Advisor
According to news blog “The Hill,” the National Association of Health Underwriters (NAHU) says they're thankful to state regulators for acknowledging agents' role in healthcare and are on the verge of gaining similar support in the Senate.
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Rogue advisors on parade
(August 25, 2010 8:00pm) Courtesy of Senior Market Advisor
A well-known Utah insurance agent and leader in the Church of Latter Day Saints is going to jail for up to 15 years for defrauding 1,500 investors of roughly $20 million.
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Rollercoaster ride or a promising future: A decade’s worth of annuity explosion
(August 25, 2010 8:00pm) Courtesy of Senior Market Advisor
In preparation for our upcoming 10th anniversary issue of Senior Market Advisor magazine, we decided to consult with a couple of industry experts to take a look at how sales of annuities, the cornerstone of our industry, have changed over the years.
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Four more benefits of cash value life insurance
(August 24, 2010 8:00pm) Courtesy of Senior Market Advisor
Last month I shared four valuable benefits of life insurance. Here are four more reasons to own cash value life insurance.
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"Dead"-on tips: Five tie-dyed and true marketing lessons from the Grateful Dead
(August 23, 2010 8:00pm) Courtesy of Senior Market Advisor
Today’s popular and effective marketing ploys were born on the road with one of the most iconic bands of all time—The Grateful Dead.
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Nine referral tips from the Coach
(August 22, 2010 8:00pm) Courtesy of Senior Market Advisor
Referrals are the driving force behind most advisors' practices. Without them, sales suffer and practices close their doors. Bill Cates, president of Referral Coach International, suggests nine ways to get more referrals.
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Using the principles of persuasion
(August 19, 2010 8:00pm) Courtesy of Senior Market Advisor
Psychologists say we are born into one of four primary temperament styles.
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Five next steps to "Yes"
(August 17, 2010 8:00pm) Courtesy of Senior Market Advisor
We consulted with top advisor Michael Zmistowski, president of First Gulf Advisors, for his take on useful steps to get prospects to feel comfortable enough to sign on the dotted line.
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Actions speak louder than words
(August 17, 2010 8:00pm) Courtesy of Life Insurance Selling
The 1960 presidential debates between Vice President Nixon and Senator Kennedy were the first nationally televised debates in presidential campaign history.
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Connecting the Docs
(August 17, 2010 8:00pm) Courtesy of Life Insurance Selling
Every time I have an encounter with the medical community, I recall former Secretary of HHS Tommy Thompson’s rejoinder that the average supermarket is more technologically advanced in many ways than the average hospital.
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Sic transit Japan
(August 17, 2010 8:00pm) Courtesy of Life Insurance Selling
China is now the world’s No. 2 economy. We are still No. 1 and will probably be so for a decade or two.
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LIAM: Start planning right now
(August 17, 2010 8:00pm) Courtesy of Life Insurance Selling
Life Insurance Awareness Month (LIAM) is right around the corner, and now is the time to be thinking about how you will reach out to your clients and prospects
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5 lumpy bumpy mailer ideas
(August 17, 2010 8:00pm) Courtesy of Life Insurance Selling
Breaking through mailbox inertia can be a challenge. One way to capture your prospects’ attention is to send “lumpy bumpy” mailers.
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Seven tips on increasing traffic and engagement on Facebook
(August 16, 2010 8:00pm) Courtesy of Senior Market Advisor
Facebook recently analyzed how the 100 top media sites are using its social plug-ins, as well as the pages of several top media organizations and the stories they posted.
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Five steps to "Yes"
(August 16, 2010 8:00pm) Courtesy of Senior Market Advisor
We consulted with top advisor Marty Guzman, CSA, president of Arizona Estate Planners, Inc. for his take on useful steps to get prospects to feel comfortable enough to sign on the dotted line.
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Brian Tracy on discipline and prospecting
(August 16, 2010 8:00pm) Courtesy of Senior Market Advisor
Sales and business guru Brian Tracy provides his ideas on how advisors can improve their practice through discipline and prospecting.
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The secret to asking for referrals more frequently
(August 16, 2010 8:00pm) Courtesy of Senior Market Advisor
Let’s start with the truth: not all clients like to give referrals. For some of your clients, you could run into a burning building and save their children, and they still wouldn’t give referrals.
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Elder abuse statistics
(August 16, 2010 8:00pm) Courtesy of Senior Market Advisor
Elder abuse is the physical, emotional, financial or sexual mistreatment or neglect of older adults.
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