Annuities

Keeping up to date

Presented by Jim Linn Whether you are new to the industry or a veteran, there are areas regarding your licensing and contracting that need to be monitored. 1.     Most insurance licenses are valid for 2-3 years depending on the state.  If you cannot locate your printed copy, you can go to your state’s insurance department website and look yourself up or go to www.nipr.com.  2.     CE credits:  Don’t forget to get your CE credits done in advance of your renewal.  Too many times we get calls from agents that need their CE completed by the end of the week or even the next day.  There are several online options to help complete your CE and typically you can find courses or seminars offered to earn them as well.  3.     Anti-Money Laundering (AML):  Depending on the carrier, it is required anywhere from 1-3 years.  Some carriers offer their own specific AML or require their own training program.  In general, most carriers accept AML training completed through LIMRA.  Keep in mind that they no longer offer a printed certificate of completion so you may need to take a screen shot as proof of completion. 4.     E&O Insurance:  renews annually and is required by most carriers.  If we do not have a current E&O certificate on file, it may hinder your contracting process.  5.     Change of Address:  In most states you have 30 days to notify the insurance department of your change in address.  The easiest way to make this update is by going to www.nipr.com.  You can update multiple states at one time if licensed in several states.  By making sure these areas are up to date, you will not only keep your license in good standing, but also help in expediting any carrier contracting requirements.
Annuities

Up to 50% Penalty-Free Withdrawal

Presented by Deb Strong We all have clients that have concerns about being able to access their money in case of emergencies.  In fact, 52% of clients are not comfortable unless they know they have access to some of their money – penalty-free.  I call this the sleep well at night feature.  SAT-1248
Life Insurance

Asking for the Order: 13 Tips for Sales Closers

Presented by Jim Linn   In the tips below, Jeff Beals provides some helpful tips to close the deal or to know when to wrap it up. A few essentials to keep in mind when it comes time to call the question, wrap it up, ask for the order or close the deal:
  1. If you react angrily or defensively when a prospect says no, you could be slamming the door on future opportunities.
  2. “No” sometimes means “not yet.”  Sometimes it actually means “no.”  You have to feel it out.
  3. Don’t panic or overreact when you hear an objection.
  4. Bad objections are barriers or roadblocks used to get away from a salesperson or to stop the process.
  5. Good objections are actually so important to successful selling that you might want to be concerned if you don’t receive any.
  6. Good objections are usually questions dressed up like problem statements.
  7. Have answers and rationales ready to go for your ten most anticipated objections.
  8. Even when they are really interested, many clients will wait for you to initiate the close.
  9. If you truly believe you are peddling value, then there’s no need to be a reluctant closer.
  10. To close a highly competitive sale, it might help to bring in a dedicated closer, an experienced person of authority who has not worked with the prospect up to that point.
  11. Be wary of false closing signals. Clients can be very misleading.
  12. It is better to pounce on a false closing signal than to allow a true signal to go by unaddressed.
  13. In order to minimize buyer’s remorse, make sure you hit every step of the selling process and every position on the relationship-building ladder.