4 types of objections that derail salespeople (and how to deal with them)

October 18, 2018

No may be a tiny word, but for salespeople it’s the most dreaded word in the English language. Nothing causes your heart to sink quite like an objection from a prospective client. This is true not just because it presages a negative impact on your income, but also because it’s incredibly painful to hear. It’s no coincidence that “objection” rhymes with “rejection” — and the latter is one of the deepest, darkest, most primal human fears.

There’s no way to avoid objections. They’re going to happen. What you can do is learn how to rise above the emotional disruption they cause and, hopefully, salvage the sale.

There are four types of objections you encounter in the sales process, and they occur at various points in the journey. They can stop a sale before it ever gets started, derail your efforts in the middle of the conversation, or shut down the deal at the end after weeks, even months, of hard work.

The good news is that when you arm yourself with an arsenal of turnaround frameworks, you can face these roadblocks and get past them so you can move onto the next stage.

Full Article


15 Worst Cities for Nursing Home Quality

October 16, 2018

By Allison Bell        October 16, 2018 at 11:08 AM

One way local, live-human financial professionals can set themselves apart from the robots is to know what’s going on inside area long-term care (LTC) facilities.

Whether clients are buying long-term care insurance, annuities, life insurance policies that offer LTC benefits, or a diversified portfolio of mutual funds, the odds that some of the clients’ resources will go to pay for LTC services are high.

You can learn a lot about LTC service providers by visiting facilities, and by talking to the people who use the facilities and services.

You can also learn something by visiting the federal government’s data.medicare.gov site. The Centers for Medicare and Medicaid Services (CMS), the agency that runs Medicare and Medicaid, has stuffed that site full of data on the quality of all kinds of care providers, including home health care providers.

To laser in on nursing home quality measures, try the CMS Nursing Home Compare site. You can search for a nursing home by name, list all of the nursing homes in a specific area, or download an entire nursing home quality information dataset. One of the nursing home quality datasets, the Provider Info dataset, offers 79 columns of information on about 15,600 different nursing home care providers. The dataset was last updated in September.

For a list of the communities that look the worst, in terms of quality, to us — based on three-year federal fine totals — see the data cards in the slideshow above.

Full Article

 


Classroom Ethics Course

October 15, 2018

ethics-091118b

All Illinois resident producers are required to complete 24 hours of CE with 3 of those hours consisting of classroom ethics. Resource Brokerage, LLC will be holding an ethics classroom presentation that fulfills the state’s requirement. The program will consist of an in-depth discussion of ethics as they pertain to the independent insurance agent.

The program is designed to be interactive and the instructor encourages class attendees to participate in discussions of the different ethical/unethical scenarios that will be presented.

Classroom Ethics Course:

Monday, October 22, 2018     9:00am to Noon

Schaumburg Corporate Conference Center Conference Rooms A and B. 1501 E. Woodfield Road Schaumburg, IL 60173

RSVP below or via phone to Judy Wrigley: 847-598-0039

RSVP

Additional Details:

For brokers (or assistants) that have produced for us in the last two years, there is no charge IF REGISTERED IN ADVANCE. For all other interested individuals, a non-refundable $60 registration fee will be charged (exception: if you place a piece of business through our agency within 60 days of the seminar, the registration fee will be refunded to you).

Same day registration (subject to availability): $80 cash or check. No discounts will be honored for same day “walk ins”.

 

 


Are Your DI Words Working?

October 2, 2014

Introducing Words That Work

William Butler Yeats once said, “Think like a wise man, but communicate in the language of the people.” With that goal in mind, MetLife conducted in-depth market research to understand the client perspective on the words that work in stimulating more productive disability insurance (DI) sales conversations. This research uncovered several key shifts that can be made in the DI sales language and process that can lead to greater client engagement and increased sales. These findings are detailed in the DI Words That Work Playbook. Also available are specific talking points you can use to share the findings from this research with DI non-sellers, previous sellers and savvy sellers.
Full Article


Sales Articles for the week

October 2, 2014

LTC – The Five Minute Sale

September 30, 2013

The Five-Minute LTCI Sale

If they understand, they buy.

If they care about their families, they buy.

If they acknowledge the reality of the math, they buy.

If they have been touched by an angel by coming in contact directly or indirectly with caregiving issues, they buy.

Perhaps in our passion to sell LTCI we have over-complicated our approach. Perhaps in our desire to educate and illuminate we have reached out for too many “soft” answers.

View the Five Minute Sale Technique


Resource TV – Sales Idea: Using Annuities To Fund LTC

July 16, 2013

By: Tom Merrion

An answer for prospects who are concerned about having to budget for LTC premiums
for a lifetime…

Play Video