First impressions can make or break the start of any relationship. This holds true for personal as well as professional and business relationships. As a financial advisor or insurance producer, the pressure of the first impression is immense. 

Tags: prospecting, practice management, marketing for independent agents

Don't leave your business's social media profiles incomplete. Follow these five steps to ensure that your social media profiles are complete and look professional.

Tags: prospecting, practice management, marketing for independent agents

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?

Tags: prospecting, practice management, sales techniques

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.

Tags: prospecting, practice management, sales techniques

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

We all learned lessons as children when we were trying to be heard. “Don’t interrupt, the adults are talking.” or “Wait for your turn to talk.” Your current communication style has a lot to do with how you learned those first lessons.

Tags: prospecting, practice management, sales techniques

When you host a prospecting event, what happens to those who don't immediately set appointments? If you don't stay in contact, they probably won't think of you when they're ready to make a financial decision. 

Tags: prospecting, practice management, marketing for independent agents