Larry Klein
How to Stop the Erosion of Your Business
Have you ever had a conversation with a client explaining the devastating effects of inflation and why they need to take action now? Yet...
How Money Managers Invigorate Business With Insurance
You’ve heard it a million times—we’re in a relationship business. But most brokers don’t act like it. They still think there business is managing...
Two Steps to Eliminate Rejection From Your Sales Process
Do you feel rejected when people don’t want what you are offering? Actually, when people do not want what you offer, they usually say...
Answer This Question and the Prospect Will Buy
WIIFM?
The perpetual question in every American mind is “what’s in it for me right now?” The more frequently you answer that question, the more...
If You Educate Your Clients, You’ll Never Earn More Than a School Teacher
I know advisors who feel it’s their job to educate clients and educate their prospects. I always know that these are poor advisors. I...
Benefits of Working with the Mature Market (age 60+)
The mature market is the single best large market. (There are other great markets, such as people with assets over $10 million or presidents...
Facts About Seniors on the Internet
If you are in financial sales as a financial adviser or insurance agent selling to seniors, these facts are essential to your best marketing...
Referrals - Why You Don’t Get as Many as You Need
There are way too may financial sales professionals relying on referrals to grow their business. The result is a lot of people struggling....
Self-Reliant Financial Professionals Earn Less
Red-blooded Americans are a self-reliant and it’s a good way to be, right? As self-reliant Americans, it’s almost un-American to admit we do better...
How to Have More Sales Appointments (and more sales)
If you want more sales, there's only three aspects of importance:
The level of quality of the prospective customers you speak to
How many prospective buyers...