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The thousands of producers I have observed are mostly sales laborers.  They spend their days… Answering the telephone Opening mail Handling inquiries Resolving problems Scheduling appointments Calling prospects Reacting   Take a hard...

They Don't Do It on Purpose You may work for a large securities firm or large insurance company.  It's also likely that these firms do...

Vicki Rackner MD August 2013 Would you like to acquire more physician clients? There are two kinds of financial advisors in the medical market: the high-performers...

While this post applies to any sale where the prospect already uses a competitor's product or service (which would be almost any sale), I...

Here’s what I learned from my MBA studies—focus, focus, focus.  Notice that every great company today (Intel, Cisco, Microsoft, Sun, Oracle, Home Depot) does...

Too many sales professionals spend their time with prospective customers who do not buy. That's a very expensive usage of time. If you're in...

Professionals in financial sales often make the sales part harder than it need be.  I have seen the following occurrence many times.  You may...

What Makes a Life Agent Rich? Many insurance agents tend to be financially poor. The Bureau of Labor statistics documents that median salary for insurance...

Can't Such a Profitable Industry Do Better? The financial services industry is unfortunately addicted to a product-focused orientation such that sales are minimized.  It may...

by John L. Olsen, CLU, ChFC, AEP We hear a lot, lately, about the fact that some practitioners – Registered Investment Advisors and Advisory Associates...