5 Ways to Earn a Prospect’s Trust
Earning a prospect’s or customer’s respect is something that top sales people consistently manage to achieve. But earning that respect can be difficult and is difficult for many sales people. However,...
View ArticleLong Term Care, Taxes and Opportunity
Taxes … hard to avoid them. Few people like them. However, your knowledge of how Long Term Care and taxes impact each other can help you not only make appointments, but close appointments and maybe...
View ArticleParticipating Whole Life – Why Now?
In today’s world of financial uncertainty, participating whole life, and the guarantees it offers, may be an attractive option for consumers. Based on recent sales trends, clients are again considering...
View ArticleA Back-up Exhibition Objective for Agents and Brokers
Agents and brokers set up a trade show booth to look for new opportunities, find new prospects, and set up appointments. Typically exhibitors who participate in face-to-face events such as trade shows,...
View ArticleTop 5 Tools to Boost Your LTCI Sales in 2013
If you’re an optimist like me, then you already believe 2013 is going to be a banner year for the Long Term Care industry. It looks like we’re trending on the gains we made last year, in which the top...
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Improve your trade show bottom line
Your exhibition bottom line is the number of quality leads you obtained. Over the years, The Center for Exhibition Research (CEIR)[1] has published some amazing research. Everyone involved in the...
View ArticleHow Top Producers Profit from 3PR
Independent research with over 700 professional services CEOs proves that the #1 source of business is “Making warm calls to existing clients” – no surprise there. But the #1 source for generating NEW...
View ArticleMarketing to the Millennials
You might think that when compared to Boomers, who are facing longer working lives than they might have planned, or Generation Xs, who are dealing with a tight job market, that the Generation Y group...
View ArticleThe Care of the Retired Client
One of the biggest challenges we face as advisors is the retirement of a client. We may have spent 20 years or more with them in the ‘accumulation phase’. Once they learn the intense value of saving...
View ArticleAnnuity Riders Explained
Let’s start off with the basics. What is an annuity? An annuity is a financial product designed to accept and grow funds from an individual and then generate a stream of payments at a later point in...
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