by Sid Walker
Early in my 30-year coaching career I discovered that it worked better to get permission to talk about subjects that were challenging for people to talk about. If someone says they are working really hard and not making the money they want to make, you don’t jump in and say, “I’ve got some great ideas on how you can make more money, let me tell you what they are.” Instead you take an approach that is more respectful and more permission –based. You say, “I have had some experience in helping people with that issue, would you like to hear a couple of ideas that have worked for other people?” If the other person says, “Sure,” you have respectfully included the other person in the process and prepared him or her for the discussion to follow. What usually happens when you treat people with this level of respect is that they feel a increased degree of safety in talking with you. You have demonstrated you care about them and don’t want to start into a conversation they are not ready to have.
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Everyday we get calls from established advisors (4 or more years in the business) who are in a sales slump. These advisors were successful in what they were doing, but now they are having trouble. They were buying leads or their agency was supplying leads and the leads have dried up! Their direct mail campaign has stopped working! Or, the quality of their leads just isn’t there any more! And, they want to know: “What’s the quickest way to generate more leads to get in front of more prospects, to increase my sales?” It’s something everyone goes through from time to time in every sales business.
The Quickest Way To Increase Sales
If you want to increase your sales quickly, first look at your primary market and determine what’s the biggest, most overwhelming problem you can solve for these people? Remember, if there is no problem, then there is no reason why they should meet with you? People buy based on emotions. They want to either reduce their pain or increase their pleasure.
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If you have been in the life insurance and annuity business for any length of time, you’ve probably spent a lot of money buying prospect lists, sending out sales letters, postcards and /or running ads in the newspaper to generate qualified leads. Then you’ve followed up with those leads by calling them, sending them your newsletter, special reports, information booklets, product brochures, etc. And, for many of those leads nothing is happening. For whatever reason, these people still have not agreed to an appointment with you. Why?
Is it because they don’t know you and/or how they’ll benefit from seeing you?
How about if there was a non-threatening way for them to meet you, and see the type of work that you do?
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Getting leads is one thing.
Closing the deal is another.
I learned how to get tons of leads. But if I can’t close them at a high ratio, I’m leaving money on the table.
Sid Walker has been sharing with agents and advisors for over 25 years. I personally have worked with Sid over the past few months, and can say …
He’s the REAL DEAL…. (plus he’s an honest and nice guy)…
But more importantly he’s helping agents be more successful and close more deals.
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