12 Reasons You Still Do So Need to Prospect

Many agents and advisors think of prospecting as an ordeal to be survived, similar to pledge initiation week in fraternities. Once you are through you think: “Thank goodness I never have to do that again.” Wrong. New client acquisition needs...
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Making Sense of Long-Term Care Planning

Our culture is in a bit of a conundrum. With the population growing older, an increasing number of clients require long-term care or are tending the needs of aging family members. Meeting needs in a manner that is comfortable for...
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Covering the Bases With Life Insurance and College Funding

In a previous article for ThinkAdvisor, we explored the benefits of permanent life insurance and the value of adding protection to your client’s portfolio. With the bull market continuing to roar, it’s important to keep in mind the responsibility you...
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7 Things You Might Not Know About the History of Thanksgiving

It is one of America’s most celebrated public holidays: a day of feasting, American Football and family. But how much do you know about the history of Thanksgiving? Here, we bring you some facts that might surprise you. More...
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7 “Sorry to Bother You” Alternatives Every Salesperson Needs

When you’ve been in sales a while, it’s easy to develop bad habits. You pick them up from other reps or take a shortcut during an especially busy week and, all of the sudden, you’ve added some skills to your...
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100 Sales Probing Questions to Truly Understand Your Prospects’ Pain [Infographic]

Probing questions ask for more detail on a particular matter. They’re often follow-up questions like, “Could you tell me more about that?” or “Please explain what you mean.” Probing questions are meant to clarify a point or help you understand...
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Ancient Origins of Halloween

Halloween’s origins date back to the ancient Celtic festival of Samhain (pronounced sow-in). The Celts, who lived 2,000 years ago in the area that is now Ireland, the United Kingdom and northern France, celebrated their new year on November 1....
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10 Habits of Highly Effective Closers

If you asked most people what activity they associated most with sales, I’d guess that many of them would respond the same way: Closing. And it’d be no surprise. For one thing, it’s the most visible part of the sales...
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The Sales Closing Technique That Gets Prospects to Overcome Their Own Objections

I’m not a big fan of closing early and often. I prefer to close once I know a prospect is already sold. I try to avoid signaling to prospects that I’m there to sell something. Instead, I strive to portray...
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5 More Great Habits to Grow Your Business

A while back, I discussed some Great Habits to Grow Your Business. That was along with a discussion about Hoboken, New Jersey, people watching, Frank Sinatra, stopping at red lights, sunshiny days, the New York City skyline, and a pack...
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