What is a lead really? What guidelines should an agent use to define a reasonable lead? The quality of the lead should be based on two agendas. 1. Can I see them under favorable conditions? Will they visit with me about their personal situation? Will they listen to new and different ideas? Will they be … Read more
Successful annuity agents are those who position themselves as the “expert” in their field. An expert is held in higher regard than a salesperson. An expert substitutes the sales presentation for a polished dialog of probing, educated questions that expose symptoms of financial disorder. After proper diagnosis, an expert does not attempt a close. An … Read more
Dear Mr Stengel, Recently you were reported as saying that “Honest, authentic” relationships based on trust are what consumers now seek.” Addressing the AAAA’s annual Media Conference, you reminded delegates that three years prior you had kicked adland’s ass for its ability to react to technological change. Such a reprimand is now “obsolete”, … Read more