2011 will be our greatest year ever. Americans desperately need our ideas and insight. Our products are the best they have ever been. Here are some ideas that will allow you to take advantage of this opportunity to serve more people and achieve greater success than you believed possible.

1: Goal setting (with a twist). Many agents incorrectly assume everyone knows all about our products. I assume everyone knows nothing about our products. My goal is to show as much about my products to as many people as I can every week. I do not allow myself to stop selling until I share a certain face value of product every week.

2: Never tell your prospects your opinion unless they directly ask. Don't tell them your concerns. Ask great questions in a conversational manner and listen closely. Let your clients discover their own concerns. Clients are more desirous of solutions when they decide they have a problem. Plus, their answers give you the information you need to provide the right solution. Instead, ask clients for their opinions, and then ask why they feel the way they do. Asking what they believe leads to the best outcome. Your success will follow.

3: Have a sales track. Professionals never wing it. The goal of my presentations is to explain how my products fit into the context of my prospect's problems. These four issues are discussed in every presentation:

  1. Higher taxes
  2. Lower benefits
  3. Inflation
  4. Increased volatility

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Van Mueller has spent 37 years working in the insurance business and has held Top of the Table status with the Million Dollar Round Table for more than a decade and was also Senior Market Advisor's 2010 Advisor of the Year. For more information, go to www.vanmueller.com.

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