Sales Tips
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Reading Body Language to Close the Deal
Sales professionals know that non-verbal cues are as important as verbal communication in closing deals. Being able to understand what a client’s body language is telling you can help you … more
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Elements of a Perfect Insurance Sales Call
Nobody likes receiving a canned sales presentation. Insurance can be a dry subject for many people so it’s especially important to maintain a good balance and respect for each contact. … more
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How to Sell Insurance to Different Cultures
How do you define “culture”? Is it just a way of life, or is it more complicated, defining the beliefs and attitudes of a specific group of people? The United States is still a melting … more
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Being a "Bad" Agent Can Be a "Good" Thing
Agents who focus primarily – or solely – on the “selling” part of the insurance sales process are on the wrong path. The lifeblood of lead conversion is demonstrating a true … more
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The Secrets of Lead Conversion
In the insurance industry, everyone is obsessed with leads: Where to get the best ones; how to best make contact with leads; wondering why other agents always seem to get and convert great insurance … more
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SPUR Clients to Communicate - Part IV - RELATABLE
S.P.U.R Customers to Communicate, Engage and Take Action – Be Relatable
Being "relatable" rounds out the S.P.U.R. method as the last of four techniques to entice insurance consumers to engage … more
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SPUR Clients to Communicate - Part III - UNIQUE
S.P.U.R Customers to Communicate, Engage and Take Action – Be Unique
The third strategy in our four part S.P.U.R. method is "Be Unique". You must be able to "spur" your insurance leads to … more
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SPUR Clients to Communicate - Part II - PERSONAL
S.P.U.R Customers to Communicate, Engage and Take Action – Be Personal
In the second of our four-part series about S.P.U.R. strategies – we will discuss the second step: being personal. … more
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SPUR Clients to Communicate - Part I - SPECIFIC
S.P.U.R Customers to Communicate, Engage and Take Action – Be Specific
As an insurance agent, your goal is always to spur the customer or potential customer to take action and engage in … more
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How to Motivate Your Agents and Producers
An insurance agent’s attitude when making sales is the most important tool for a successful business. A salesperson’s attitude can be the one thing that makes or breaks a sale to any … more