Considering a Management Role – Consider Two Key Responsibilities

Posted by Richard "Dick" Cleary on Jan 15, 2020 9:28:28 AM

Top financial and insurance producers who are considering a move into management often wonder how a leadership role differs from that of sales. Obviously, recruiting is the most important role managers play in a firm or agency. Two other vital functions are facilitating and participating in joint calls with associates and building accountability into producers’ sales efforts.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

How to Build an Insurance Agency the Right Way

Posted by Richard "Dick" Cleary on Jan 14, 2020 7:43:58 AM

You've created a business plan, focused on logistics, and launched your
insurance agency. Perhaps you've been in business for a few months or a
few years. Once the dust settles from your initial launch, it's time to revisit,
reevaluate, and reset your goals, so your agency continues to thrive. This
guide extends beyond the logistics of starting an insurance agency and
provides detailed information on how you can grow your business, boost
your work culture, and optimize digital marketing tactics, resulting in an
improved overall performance.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

How to Prospect for Life Insurance Clients on Social Media

Posted by Richard "Dick" Cleary on Jan 6, 2020 9:50:36 AM

Pew Research Center estimates approximately 70% of those in the United States use at least one social media platform for entertainment, information, and connecting with others. When examining social media use by age group, 88% of those from 18 to 29 use at least one social media site, and 78% of those 30 to 49. More than half of all users spend time on a social media platform at least once per day, with Facebook as an exception; three out of four Facebook users visit more than once daily. If you aren’t yet leveraging social media to attract life insurance clients, you are missing out.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

A Six-Step Guide to Writing an Effective Elevator Talk

Posted by Richard "Dick" Cleary on Dec 18, 2019 9:43:54 AM

When you have a polished, well-practiced “elevator talk,” you can easily introduce your practice to potential clients, nominators and referrals in any situation. After all, you never know if you’re talking to that one person who might be able to help take your practice to the next level. Using a short but well-planned elevator talk is an effective way to present your unique value proposition to people in an engaging way.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

Formality in Training Develops Discipline

Posted by Richard "Dick" Cleary on Dec 17, 2019 11:09:43 AM

Two of the most important individual traits of success are drive and discipline. In Albert E.N. Gray’s “Common Denominator of Success” talk decades ago, he stated, “The secret of success of every man who has ever been successful lies in the fact that he formed the habit of doing things that failures don't like to do.”

Having discipline allows us to form the habits we need to become successful. This is true in all walks of life, whether it’s improving one’s golf swing or making the required number of calls each day.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

The Benefits of Allowing Producers to Work from Home

Posted by Richard "Dick" Cleary on Dec 11, 2019 8:02:27 AM

Working from home is becoming an attractive option for many people who have long commutes or find that they can concentrate better without the distractions of being in an office. If you are a manager who hasn’t considered the work-from-home option for your agents or advisors yet, it might be time to consider the many benefits.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

The Formula for Cross-Selling Success

Posted by Richard "Dick" Cleary on Dec 10, 2019 10:22:06 AM

High-performing, growth-oriented agencies and firms
benefit from a disciplined and strategic cross-selling plan.

To “cross-sell” is to sell related or complementary products to an existing customer. Cross-selling is one of the most effective methods of marketing.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

Investment Training in a Box

Posted by Richard "Dick" Cleary on Dec 2, 2019 2:27:49 PM

We all know that one of the most exciting days for newly registered representatives is the day they pass their securities exams. Almost like clockwork, as soon as they arrive back in the office to announce that they have passed, they’ll quickly ask the question, “So what do you want me to do next?”

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

Stop Procrastinating!

Posted by Richard "Dick" Cleary on Nov 12, 2019 11:07:42 AM

Do you find yourself frequently putting off tasks you dread? Do you often wait until right before a project is due because you “work better under pressure?”

If so, you are not alone. According to the Association for Psychological Science, 20 percent of us are chronic procrastinators. There is room for all of us to become more productive.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

The Benefits of Reviewing Your Clients’ Tax Returns

Posted by Richard "Dick" Cleary on Nov 11, 2019 11:35:31 AM

Federal income tax returns are one of the most easily accessible and revealing road maps for determining your clients’ financial needs. Reviewing tax returns can provide you with a whole new level of insight about their individual financial situations which will, in turn, enhance your client relationships.

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Topics: Agent / Advisor Training, eLearning, Training and Development, Insurance

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