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.

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 Some are technical, some have a cliché feel to them, and some of them are just old, out of date, and ineffective.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.

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.

With the proliferation of social media accounts, and their overall acceptance in the financial services marketplace, many producers wonder how to start the process of prospecting for IUL clients with Facebook or Twitter.  It really comes down to a few key elements: