Sales Ideas

You can use these quick and easy strategies to connect with clients.

Go Where the Competition Isn't
Lynn Vincent
Take the road less traveled and watch your profits grow!

Sales Ideas from the Top
Chuck Jones and Helen Thompson
From the “calculator” sale to the small-business owner “assist,” this article has a tip for just about anyone

More Tips From the MDRT Annual Meeting
Maggie Leyes
Learn from the best how to avoid a no-show, create a “prospecting” card and resist the temptation to talk your client out of a sale.

Reach New Heights
Maggie Leyes
The Million Dollar Round Table meeting in Denver inspired, motivated and delivered great ideas for running a more successful business.

Ideas From the Top
Lisa Singh
NAIFA’s leaders share some time-tested ideas that have helped their businesses thrive.

Another Idea From the Top
Lisa Singh
You scored that all-important meeting with a prospect. A NAIFA trustee weighs in on how to start building trust at the beginning.

Sales Ideas: Reaching LTCI Prospects
William Free, CLU, ChFC, MSFS
Few prospects are too young for long-term care insurance, says one LTCI specialist. Here’s how to reach them.

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

The $2 Edge
Lisa Singh
MDRT member Marc Silverman offers an idea that’ll pay off with your DI insurance prospects.

The Best Sales Ideas From the Past 100 Years
Complied by Ayo Mseka
A century of Advisor Today (formerly Life Association News) means 100 years of stellar sales ideas. Here are just a few of them.

Full Coverage for Your Clients
Mike Struebing, CLU, LUTCF
If you’ve ever found yourself struggling to open up a discussion with a client about life insurance, check out how Mike Struebing starts the conversation.

The CRT Advantage
Earl R. Borders III, CLU, ChFC, RFC, RHU, REBC, LUTCF, CRMS
Here’s a simple way to walk your client through the advantages of using a trust in the planning process.

The Dollar Riddle
Rob Smith, CLU, ChFC
These ideas show your clients how insurance fits into their estate plans.

The IRS—Your Hidden Beneficiary
Don Brown
These ideas show your clients how insurance fits into their estate plans.

Follow the Form to Win Sales
Bill Hume, LUTCF
Use this personal liability worksheet as an entry point into future sales.

Use LIFE to Help You Make the Sale
Joel Goodhart, LUTCF, CLU
Save time and safeguard compliance with LIFE’s Financial Calculator.

Stick With the Plan
Bonnie Cashman
Whatever you’re doing to build your business, it will get easier and more successful over time.

How to Retain Clients
Crystal Alford-Cooper, CFP
Hold on to them by keeping them in the loop.

Presenting LTCI
Margie Barrie
Make prospects comfortable and answer all their questions before they ask them.

Prospecting to Seniors
Matt Fiamengo, CLU, LUTCF, RHU
Know the market you want to sell to so you can give them the information they need.

Use Face-to-Face Prospecting
Barbara De Jong
Knock and the door to success will be opened.

Use Ads Wisely
Paul McGoldrick, CLU, ChFC, M.B.A.
“Advertorials” allow you to speak to prospects creatively.

Look for Gold in Your Backyard
Tommy Doolittle, CLU, ChFC
You may already have the new clients you want.

I Object!
Marvin H. Feldman, CLU, ChFC
Wondering what to do when your client says no?

Office Directory Prospecting
William David Barnes
This tip will help you find prospects among the neighbors of your small-business clients.