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The Difficulty in Selling to Older People

May 22nd, 2023

I’m often asked the following question on my coaching calls: “Why are older people so difficult to sell to?” Communicating with older people can be very frustrating.  The fact is that the earth as it was in the 1940s and 50s is different from today. It was back then that these people developed most of […]

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3 Underrated Tools to Grow Your Practice and Create More Sales

May 16th, 2023

Many of you emailed me this past week asking me to explain the “Puppy Dog Close” I wrote about recently. What I plan on doing this week is to give you a few Sales Tools that you can use to close the sale. In my coaching program, I’ve received many email messages and faxes, which […]

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Bringing in More Clients through Direct Mail

May 2nd, 2023

If you are currently advertising using TV, radio, or an ad in the newspaper, you can bring in more clients by also using Direct Mail. Direct mail puts your message right in front of your prospect in their own home or business. If you send the right mailing to the right list at the right […]

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No. 1 Way to Communicate With Your Clients

April 17th, 2023

When a prospect becomes a client by signing up with you, that person should be in your database and contacted repeatedly over time. Unless they ask you to stop contacting them. If the way you contact them is right, then they won’t ask you to stop contacting them. Send them coupons, deals for past clients […]

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Influencing with Integrity (Part 3)

April 5th, 2023

Here’s the process for listening through objections.  Step # 1: Embrace The Objection. Love it.  Be excited about it.  Look forward to it.  Embrace it. If you come from “I don’t want to hear this” or defensiveness, you are thrown into being argumentative.  And you don’t want to be in this element.   If you […]

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Influencing with Integrity (Part 2)

March 20th, 2023

“The objection will dissolve only when through your listening, the emotion has exhausted itself. “ Now that I’ve said that I now want to show you “How To Lose By Winning”. You may win the “BATTLE OF WORDS” when you overcome an objection, but you will never change the other person’s point of view.  As […]

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Influencing with Integrity (Part 1)

March 8th, 2023

Over the next few articles that I’m going to write about, I want to stress the importance of influencing with integrity.   We often go through the motions of trying to sell only to be thwarted by various reasons and objections from the client on why they shouldn’t purchase. Every sales agent, whether you are […]

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Seeing Into The Future

February 22nd, 2023

Many of you have asked me what I think future markets would be. Here’s my answer. I feel that children in school, twenty-somethings, and seniors… Your marketing messages should be targeting these groups. Children: There are over 83 million children aged 19 and under in the US.   The opportunities are many when it comes […]

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Doing A Live Event Soon? (Try this)

February 2nd, 2023

Here is an idea I have worked on in the past to great success. It is something everyone can do. Organize a live event in your local market, with half a dozen speakers, each of whom invites guests. They can send out an email to their clients to attend. The stress in the message should […]

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How to Ask, Add, and Multiply Added Value to Your Insurance Practice or Agency
How to Ask, Add, and Multiply Added Value to Your Insurance Practice or Agency

January 10th, 2023

What exactly is “added value”? Well, added value or “upsell” or anything you want to call it… To me, it is adding onto a sale after a person purchases.   Here are a few examples: In retail, it could be when a purchase is made for suede upholstery. You could ask, without hard selling and […]

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