There are a lot of things that can lead to not understanding your solution for their problem. That is what you are doing, right? Coming with a solution. Be careful to plan ahead and focus on ...

This mistrust is a multi-headed monster. The skepticism comes from a lack of understanding or negative experience with life insurance. And why not? The insurance industry is full of products that, ...

These six words to salespeople are like fingernails on a chalkboard: “I need to think about it.” It’s the most difficult common objection to overcome for most life insurance agents, especially those ...

We continue this month with our “wrong sales training” series by addressing the concept of objections. Again, we would like to start with an exaggeration because even exaggerations have some semblance ...

A 30-year professional shares the story that changed his approach to life insurance sales and a script to overcome the top objection. This week’s Stay Paid guest, Bill Thurman, is an author, an agency ...

Objections in life insurance aren't a dead end - they're an opportunity to build lifelong client relationships ...

You're shopping for a new car and you're about to make a deal. It's the make, model and color you want. However, you're anxious and you're just not sure. Your anxiety exists on several levels: That's ...

When someone says, "Your price is too high,’" don’t flinch. Say: "That’s possible — if we’re not solving the right problem. Can I ask a quick question?" Then shift the conversation back to value. Most ...

At what point do you let the job go? When do you shout, “Uncle!” and move on to the next sales challenge? When doing so is in the best interest of the long-term relationship with the client. That’s ...

Before decluttering, cleaning or rearranging furniture to put a house on the market, homeowners have to get in the right frame of mind to ensure a successful sale. The best outcomes happen when ...

Health Information Exchange or “HIE” is the name of the game these days in the world of healthcare. You’ve got information in your electronic health record (EHR) that I want, and I’ve got information ...