Marketing and Lead Generation
Insurance lead generation news and tips, including strategies for using technology, outside vendors, and data analysis to improve lead generation efforts.
8 numbers to know for final expense insurance sales success
By David DufordYou can do the math to determine your sales weaknesses. But this seasoned insurance sales trainer finds theres usually a single reason that agents fail.
October 25, 2016
Broker lead tool pumps up Colorado ACA exchange salesManagers estimate the 18,000 leads generated were worth $270,000 to the brokers.
October 17, 2016
How to warm up cold leadsWorking through a list of cold prospects can be daunting. Here are some voicemail and email scripts designed to warm them up.
October 13, 2016
Traditional relationship building is overratedTrying to 'buddy' your way into potential sales opportunities is likely to lead to failure more often than not.
October 06, 2016
The fifth time you hear noNot a lot of salespeople get a fifth "no, because not a lot of people are persistent enough to ask five times.
October 01, 2016
When Clients’ Mental Capacity Diminishes: An Advisor's RoleIf you haven't dealt with a client showing signs of diminished mental capacity, you will. Now is the time to prepare for that event.
September 20, 2016
Optimize your lead-handling processEstablishing a process to handle incoming leads can ensure that potential clients don't fall through the cracks.
September 15, 2016
Beyond sales: The power of whyAll too often we talk to prospects and clients as experts and wrongly assume they understand the why of the conversation as well as we do.