Van MuellerIn response to “Van Mueller named 2010 Advisor of the Year
Congratulations are in order to Mr. Van Mueller. I have personally witnessed Van’s transformation from a dynamic producer to — no question about it — 2010′s Advisor of the Year. Van is well on his way to becoming a great legend in our industry. He has paid a price to be the man he is today and I for one highly respect and admire who he is and the good he provides to his clients and advisors throughout the world. Thank you Van for caring and for making such a difference in so many lives!
– J. Blake Taylor

In response to “Brian Tracy on discipline and prospecting
Brian is correct. Sales is discipline. That being said, when you build your sales through referrals, there is no rejection when you prospect. Each week, decide who you will meet or call and ask for a referral. You will never cold call, you will get the meeting with your sales prospect and convert more than 50 percent into clients. There is no other sales or marketing strategy that comes close to these results!
– Joanne Black

Love the article and especially your topic of the “face-to-face” time. I guess one of the most important things to put on my to-do list is to review how much face-to-face time I’ve scheduled and how much I’m spending and making sure that I’m spending at least 80 percent of my day talking to prospects, or doing some part of the sales process with a customer. It is so easy to get caught up in the distractions that our daily life offers and it’s getting more demanding because of the Internet, cell phones, e-mails, social media, blog commenting (lol), and such. Reminds me of Larry Winget’s book, “It’s Called Work for a Reason.”
– Kory Cochran

In response to “SMAX showgoers warned of the impending Medicaid tsunami
There are more people on Medicaid (58 million) than Social Security (50 million) or Medicare (46 million). While Medicare today consumes more dollars, it has doubled since 1967 but Medicaid has TRIPLED. Right now states have to provide health insurance to low-income parents and children and that number has increased due to high unemployment. In 2014, eligibility is expanded to all adults–parents or not–up to 133 percent of the federal poverty level, which means 16 million people. The federal government has committed to pay almost all of the benefits for that group but the administration costs of bringing them in will be staggering. Put that with the expansion of Medicaid home care benefits as part of the health care reform act PLUS the baby boomers hitting Medicaid and you have the perfect storm. We desperately need to sell lots more LTCI—worksite is fastest–so that LTCI pays first and Medicaid last.
– Phyllis Shelton