Regardless of how you choose to prospect for new clients, whether it’s workshops, direct mail, or referrals, you must be able to create the ultimate experience for every person you interact with. You should stand out as the top financial services professional in your community.
Tags: prospecting, marketing for independent agents, sales techniques
You just gave the sales presentation of your life. It couldn't have gone any better. You look at your clients. They have a glazed look in their eyes and they have no idea what you just said. Where did it go wrong?
We've all sat through presentations that almost put us to sleep. A good speaker who understands the elements of powerful prospecting presentations can make any information engaging to the audience. Here are a few tips to dramatically improve the professionalism and effectiveness of your prospecting presentations.
Tags: workshops and seminars, prospecting, marketing for independent agents, sales techniques
We are often asked: “What is the best closing technique to maximize my opportunity with my clients?” Let's focus on the best and most effective ways to close an insurance (or product) appointment. My 20 plus years of being in sales leads me to a few which I believe are the most proficient.
Tags: prospecting, sales techniques
Yes, you read it right - when you should reject a prospect. Many financial professionals would probably scratch their head and ask themselves, “Why would I turn away potential business and a potential client?” Believe it or not, there are several situations where a financial professional like you should reject a prospect.
Are your presentations failing to generate appointments? It may not be the information you're providing, but how it's presented. Here are the top reasons why a professional speaker will improve the quality and results of your prospecting workshops and seminars.
Tags: workshops and seminars, prospecting, practice management, marketing for independent agents
Why do prospects buy? This is an age old question, and truth be told, sales people have tried numerous methods to try to get prospects to buy. But unfortunately, these methods are generally traditional, canned, weak, and predictable.
Tags: prospecting, sales techniques
Sales closes come in all shapes and sizes. Some are technical, some have a cliché feel to them, and some of them are just old, out of date, and ineffective. To shed a little light on this subject, lets discuss one of the oldest traditional closing techniques on the planet, the “Ben Franklin Close”, which doesn’t work.
Tags: prospecting, sales techniques
We continuously strive to help agents grow their practice through proven prospecting and business management programs. During our initial meetings with agents from all across the country, one of the main questions we ask is, "What's your annual marketing budget?" This is a pivotal question and the answer we hear is telling.
