Prospecting
Client prospecting tips for insurance agents and other financial professionals.
How to hire winners: 6 traps to avoid (part 2)
By Kerry JohnsonLast month, we discussed how to streamline the hiring process. Now, let's take a look how much importance should be placed on the actual interview and the personality of the interviewee.
July 12, 2011
Why numbers work"During my years in the printing business, I met a great mentor. His name was Judge Ziglar, whose brother, Zig, is the famous speaker. Judge was a sales trainer who wrote a book called, "Timid Salesmen Have Skinny Kids."
June 30, 2011
The great debate on... cold calling?I didn't know cold calling was such a hot button issue, but apparently it is. We published a piece by contributor Kelley Robertson about
June 30, 2011
Coping with call reluctance (part 5)Last month, this column detailed two steps you can take to cope with call reluctance--observe and pattern interrupt.
June 13, 2011
Advisors: Take a break when you're worn outWe get run down or sick. We suffer from fatigue or have sleepless nights. Or we just get tired of the routine. It happens to best of us. So...how do you sell when you hit this wall and you're tapped out? I think you have two options...
May 31, 2011
The ABC's of prospecting: Attract better clientsHow's your prospecting business? Are you finding success, or are you stuck sifting through fool's gold?
May 31, 2011
Creating the endless referral chainThe most effective and least expensive method of client acquisition is to create an endless chain of quality referrals
May 31, 2011
The ABC's of prospecting: Attract better clientsHow's your prospecting business? Are you finding success, or are you stuck sifting through fool's gold?