Sales and Marketing

Want more from your sales ideas? This section contains more in-depth sales information and marketing techniques.

Marketing in the Age of Compliance
Dave Willis
Try to keep your message simple and don’t try to re-invent the wheel.

Six Things Your Clients Won't Tell You (And What to Do About Them)
Tina Orem
You don't have to be a mind-reader, instead refer to these tips when dealing with a reticent prospect or client.

And According To ...
Paul McCord
Use the power of the media to find and influence prospects.

Seminar Selling: Behind the Scenes
Ayo Mseka
Pay close attention to the 11 areas highlighted in this article if you want the most effective and cost-efficient way to reach large groups of prospects.

61 Quick Tips to Marketing Success
Ike Devji, J.D.
The key is to never ever let a day pass without engaging in at least one marketing activity. Here are five-dozen (and one!) ways to get started.

Tee Time
Helen Thompson
The golf course is a wonderful place to spend four hours of quality time with affluent women clients.

Surprise and Delight
Matt Oechsli
When you gather intelligence—when you ask questions and really listen to the answers—you’ll discover your prospects’ “passion points.”

Pick a Position
Helen Thompson
Want clients to think of you first and prospects to find you fast? Go beyond branding and learn how to position yourself for the business you want.

People Love Specialists
Phillip C. Richards, CLU, CFP, RHU
Concentrate on a professional niche and use this five-part interview process to build a relationship with these prospects

Are You Emotionally Attractive?
Lisa Singh
“Emotionally attractive” leaders are the future of business, says Tim Sanders, author of The Likeability Factor.

Seven Ways to Close a Sale
Dave Willis
These “soft-sell” strategies will help you get your clients to sign on the bottom line.

The Right Questions
Bill Brooks
You can’t talk people into buying, but you can listen them into it. Questions are your greatest selling tool.

Telling Your Story
Jeff Thorsteinson
Sometimes you need to connect with a prospect in a more emotional way—that’s where your “story” comes in.

Mind Reading 101—Really!
Michael Lovas
It all begins with understanding how two “mental filters” work when your prospect or client is sitting in front of you.

Those Lucky Seven
Matt Oechsli
Only 7 percent of advisors net 10 or more affluent clients a year—is that success really a matter of luck?

The Other 80 Percent
Helen Thompson
If everyone is competing for the same top-tier clients, that leaves the middle market wide open for you.

Enhancing Your Practice
John P. Enright
Start by creating a unique process you can use over and over again.

Don’t Do What Comes Naturally
Kamal N. Daya, CLU, CFP, ChFC
If you want to grow your business, try exploring nontraditional markets.

Advanced 20-Point Days
Robert M. Nelson, CLU, ChFC
A daily system for success, formulated by an industry master.

Pick Me
Jeff Thorsteinson
Here are six factors that influence a prospect’s decision to do business with you.

The L-Factor
Matt Anderson
Get more referrals from your centers of influence by being more likeable.

Asking the Right Questions
Lisa Singh
Advisors share key questions that get prospects thinking more seriously about their financial needs.

Creating an Image of Success
Howard B. Cowan, CLU, ChFC
So, you want to tap into the affluent market? You’ve got to invest in yourself first.

Different Brains, Different Approaches
Maggie Leyes
Gender does matter when it comes to communication. Here are four pointers to help you navigate the gender maze effectively.

Doing Worksite Right
Lynn Vincent
Find out the steps you need to take to scale the peaks, avoid the pitfalls and reap the many financial rewards that worksite marketing offers.

Selling Certainty
Gary Parks
Learn some valuable buzzwords to help you communicate with your clients more effectively.

Leveraging LIAM
Lynn Vincent
Are you ready for Life Insurance Awareness Month? Lynn Vincent shows you how to make the most of this national campaign.

Blog Your Way to Better Clients
Jennifer McCay
You don’t need a web guru to use this online marketing tool. Here are five reasons to give it a try.

Show Her You Care
Lisa Singh
Shorten the sales process with women using these seven steps.

LIAM Marketing Tools
Lisa Singh
Are you ready for Life Insurance Awareness Month in September?

15 Secrets of Guerilla Marketing
Jay Conrad Levinson
Why not post this list next to your desk to help keep your marketing on track?

The Sales Power of Storytelling
Charles R. Hale
No matter how young you are, there is a story you can tell that will connect you with your older clients.

It’s Time to Sell the Problem
Marc A. Silverman, CLU, ChFC, CFP
For more success in closing sales, spend more time exploring client issues during the factfinder.

Ask For—and Get—More Assets
Joseph J. Lukacs
Knowing what and how to ask will increase your chances of getting more of your clients’ assets to manage.

Sell Benefits, Not Policies
Glenn Stevick, CLU, ChFC, LUTCF
Learn to make a top-notch presentation with these tips.

Top of Mind
Bill Brooks
Here are 10 tips to help you effectively follow up with clients.

The Six Principles of Powerful Persuasion
Maggie Leyes
Do you want clients and prospects to say yes more often? Then you need to learn these principles.

Break the Barrier
Lucretia DiSanto Jones
Overcome sales call reluctance by following these four important steps.

A Wise Investment
Martin R. Baird
Don’t let a slump derail your marketing plans.

Successful Newsletters
Martin R. Baird
Proper planning is critical for getting the most out of these important tools.

Keys to Success in Seminar Selling
Peter Bates
Finding clients through seminars has taken center stage in today’s do-not-call environment.

The Power of Niche Marketing
Todd Bramson
Learn how to identify a proper niche and watch your sales soar.