Articles about Sales & Marketing

• The Principles of Effective Closing
  January 2013
  You can acquire the ability to close sales and, through practice, you can perfect it.
  
  
• LTCI Is Sold, Not Bought
  September 2011
  Thinking outside the box is key to increased sales.
  
  
• Fessing Up
  September 2011
  Dealing with uncertainty is necessary to provide clients honest and appropriate recommendations.
  
  
• A GPS for Sales Success
  October 2010
  Your prospect can tell you exactly how you can get to your destination—a closed sale.
  
  
• The Magic of Multi-Purpose Marketing
  September 2010
  Take one good idea, use it in multiple ways and watch your business grow.
  
  
• Think Big
  July 2010
  These results-oriented activities will help your business skyrocket.
  
  
• The High-Quality Prospect
  April 2010
  Your prospect is interested if he asks questions or wants to meet you to discuss an idea.
  
  
• The True Path to Sales Success
  January 2010
  Closing a sale requires that you focus not on your prospect’s needs, problems or pain, but on what he wants.
  
  
• Why Some Sales Strategies Don’t Work
  July 2009
  Find out why they create problems—and how to fix them.
  
  
• Differentiating Yourself in a World of Sameness
  May 2009
  Follow these steps to stand out in the increasingly competitive world of employee benefits.
  
  
• Smooth the Way to a Sale
  April 2009
  Here are four tips from MDRT Top of the Table qualifier Van Mueller to help you initiate and close more sales.
  
  
• Create Your Essential Message
  January 2009
  Do you give a generic response—or worse yet, freeze up—when someone asks you what you do? Here are three steps to getting your message right.
  
  
• Build Your Business During This Recession
  December 2008
  Find out how one advisor put $60 million into her pipeline by hosting “Emergency Market Update” events. Follow her lead using these steps—and scripts.
  
  
• Want Referrals? Then Just Ask
  October 2008
  Many advisors do not ask clients for referrals to avoid embarrassment. Here’s a plan to gain referrals.
  
  
• More Tips for Your Marketing Plans
  August 2008
  These great ideas will put some sizzle in your marketing plans.
  
  
• When Is the Sale Made?
  July 2008
  Focus on the relationship, and the product sale will naturally follow.
  
  
• The Doctor Is In
  May 2008
  Conduct your prospect meetings like visits to the doctor, and you will never have to close a sale.
  
  
• Marketing in the Age of Compliance
  March 2008
  Try to keep your message simple and don?t try to reinvent the wheel.
  
  
• Go Where the Competition Isn't
  February 2008
  Take the road less traveled and watch your profits grow!
  
  
• If You Can't Hire a Good Salesperson ... Make One!
  January 2008
  Here's what you really need to look for to see if one of your employees may have the right stuff to succeed in sales—and the five questions he needs to answer confidently.
  
  
• And According To ...
  December 2007
  Use the power of the media to find and influence prospects.
  
  
• Six Things Your Clients Won't Tell You (And What to Do About Them)
  December 2007
  You don't have to be a mind-reader, instead refer to these tips when dealing with a reticent prospect or client.
  
  
• Bring Products to Life With a Story
  November 2007
  Here's a $10 million example of how storytelling can be put to work in your business.
  
  
• 61 Quick Tips to Marketing Success
  October 2007
  These marketing ideas are simple, easy-to-implement and will produce dramatic results if you follow them consistently.
  
  
• Marketing That Works
  October 2007
  Ads, banners, brochures—you've dished out money for each, but is that really the best use of your marketing dollars?
  
  
• Seminar Selling: Behind the Scenes
  October 2007
  You need to pay close attention to these key issues if you want to host a successful seminar.
  
  
• Ten Ways to Find Inspiration
  September 2007
  Your next marketing strategy should be a creative team effort from start to finish.
  
  
• Are You a Referral Wimp?
  September 2007
  You’ve avoided asking for referrals, for fear that you’ll come across as pushy or desperate—now’s the time to take action.
  
  
• Sales Ideas from the Top
  September 2007
  From the “calculator” sale to the small-business owner “assist,” this article has a tip for just about anyone.
  
  
• Speak the Language of the Affluent
  September 2007
  These five scripts will help you get the conversation started with your affluent prospects and clients.
  
  
• Tee Time
  September 2007
  The golf course is a wonderful place to spend four hours of quality time with affluent women clients.
  
  
• Reach New Heights
  August 2007
  The Million Dollar Round Table meeting in Denver inspired, motivated and delivered great ideas for running a more successful business.
  
  
• Pick a Position
  August 2007
  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.
  
  
• Surprise and Delight
  August 2007
  When you gather intelligence—when you ask questions and really listen to the answers—you’ll discover your prospects’ “passion points.”
  
  
• Seven Ways to Close a Sale
  July 2007
  These “soft-sell” strategies will help you get your clients to sign on the bottom line.
  
  
• Are You Emotionally Attractive?
  July 2007
  “Emotionally attractive” leaders are the future of business, says Tim Sanders, author of The Likeability Factor.
  
  
• People Love Specialists
  July 2007
  Concentrate on a professional niche and use this five-part interview process to build a relationship with these prospects.
  
  
• Referral Radar System
  June 2007
  This system will help you gauge whether a prospective referral partner is a keeper or a dead-end.
  
  
• Mind Reading 101—Really!
  May 2007
  It all begins with understanding how two “mental filters” work when your prospect or client is sitting in front of you.
  
  
• The Right Questions
  May 2007
  You can’t talk people into buying, but you can listen them into it. Questions are your greatest selling tool.
  
  
• Telling Your Story
  May 2007
  Sometimes you need to connect with a prospect in a more emotional way—that’s where your “story” comes in.
  
  
• The Other 80 Percent
  April 2007
  If everyone is competing for the same top-tier clients, that leaves the middle market wide open for you.
  
  
• Enhancing Your Practice
  April 2007
  Start by creating a unique process you can use over and over again.
  
  
• Don’t Do What Comes Naturally
  March 2007
  If you want to grow your business, try exploring nontraditional markets.
  
  
• Ideas From the Top
  March 2007
  NAIFA’s leaders share some time-tested ideas that have helped their businesses thrive.
  
  
• Another Idea From the Top
  March 2007
  You scored that all-important meeting with a prospect. A NAIFA trustee weighs in on how to start building trust at the beginning.
  
  
• The L-Factor
  February 2007
  Get more referrals from your centers of influence by being more likeable.
  
  
• Pick Me
  February 2007
  Here are six factors that influence a prospect’s decision to do business with you.
  
  
• Asking the Right Questions
  December 2006
  Advisors share key questions that get prospects thinking more seriously about their financial needs.
  
  
• Different Brains, Different Approaches
  November 2006
  Gender does matter when it comes to communication. Here are four pointers to help you navigate the gender maze effectively.
  
  
• The $2 Edge
  November 2006
  MDRT member Marc Silverman offers an idea that’ll pay off with your DI insurance prospects.
  
  
• Doing Worksite Right
  October 2006
  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.
  
  
• Know Your Market
  October 2006
  
  
• Whole vs. Term—Let the Prospect Do the Talking
  October 2006
  
  
• The Best Sales Ideas From the Past 100 Years
  September 2006
  Since its first appearance as Life Association News (LAN) in September 1906, Advisor Today has always offered great ideas for boosting sales. And so, on the 100th anniversary of the magazine, we bring you the best of these sales ideas to help you do what you do best: provide financial protection to the millions who need it.
  
  
• Full Coverage for Your Clients
  September 2006
  
  
• Selling Certainty
  September 2006
  Your clients will only stick with you if you offer them certainty—here are a few quick ideas to increase certainty in your business.
  
  
• LIAM Marketing Tools
  July 2006
  Are you ready for Life Insurance Awareness Month in September?
  
  
• The Advisor’s Report Card
  June 2006
  Let your clients grade you, and you’ll find better ways of meeting their expectations.
  
  
• The Giants of Sales
  June 2006
  There are four men who changed how we sell. See what these über salesmen can teach you.
  
  
• Use LIFE to Help You Make the Sale
  June 2006
  Save time and safeguard compliance with LIFE’s Financial Calculator.
  
  
• Creating a Personal Brand
  May 2006
  Here are 5 areas you need to focus on to polish the brand of “you.”
  
  
• What to Take to a Meeting
  April 2006
  A 16-year and a 40-year veteran explain how they set the stage for sales success.
  
  
• Tap Into Your Prospect’s Personality
  March 2006
  Good questions can help you figure out how to work with different types of people.
  
  
• Successful Prospecting
  February 2006
  A good way to gain more prospects is to meet your clients in their home.
  
  
• Sweat the Small Stuff
  February 2006
  These little changes might significantly improve your bottom line.
  
  
• Get Your Clients Thinking Bigger
  February 2006
  If your clients say they need more coverage, sell them more coverage.
  
  
• Becoming a Media Resource
  January 2006
  Follow these four steps to win over reporters and boost your sales.
  
  
• Seminar Selling
  January 2006
  Success entails the use of a client-driven approach.
  
  
• Specialize—And Succeed!
  January 2006
  If you want to double or triple your production, it’s time to narrow your focus.
  
  
• Make a Gross Comparison
  December 2005
  Use this tip for business-continuation planning.
  
  
• Making Effective Presentations
  December 2005
  These seven pointers will help you ace your next presentation.
  
  
• It’s Time to Sell the Problem
  December 2005
  For more success in closing sales, spend more time exploring client issues during the factfinder.
  
  
• Finding Prospects and Looking for Gold
  November 2005
  
  
• Immortalize Tithes
  November 2005
  Help your clients leave a legacy for their place of worship.
  
  
• Let Your Clients Help You Find Prospects
  October 2005
  Come to your annual review meeting well prepared to get referrals.
  
  
• Know Your Customer and Be Flexible
  October 2005
  Building good relationships is the key to building a profitable practice.
  
  
• Ace Your Presentation
  September 2005
  Learning when to lean back may be the ticket to closing the deal.
  
  
• Top Secrets of Top Producers
  September 2005
  Here are four ways to create a winning edge in your practice.
  
  
• I Object!
  September 2005
  Wondering what to do when your client says no?
  
  
• The Six Principles of Powerful Persuasion
  August 2005
  Do you want clients and prospects to say yes more often? Then you need to learn these principles.
  
  
• The Sales Power of Storytelling
  July 2005
  No matter how young you are, there is a story you can tell that will connect you with your older clients.
  
  
• A SHORTCUT TO THE CLOSE
  July 2005
  Ask prospects for their agenda early in a meeting.
  
  
• The Golden Spouse
  June 2005
  A simple question can get your clients into the DI-buying mindset.
  
  
• Four Under Forty: Advice for Success
  June 2005
  
  
• Top 10 Media Relations Tips—and More
  June 2005
  Learn what Million Dollar Round Table members already know about shining in print, and on radio and TV.
  
  
• Your Brand Identity
  June 2005
  It's time to get the word out about you and your services; just don't start with the New York Times
  
  
• Five Questions for Productive Presentations
  May 2005
  Go beyond the facts to the root of your clients’ needs.
  
  
• Banking on Clients
  April 2005
  No overhead and access to top-shelf clients are two reasons advisors move to banks.
  
  
• Forging a Working Relationship With Bankers
  April 2005
  Learn what a bank needs and wants from an advisor—plus tips on splitting commissions.
  
  
• The Give-Get Ratio
  April 2005
  These steps will help you get as much mileage as possible from your first contact with a client.
  
  
• Rev Up Your Referrals
  April 2005
  To encourage referrals, give blank phone directories to clients and prospects.
  
  
• Document Your Factfinder
  March 2005
  Turn your factfinders into a tool to keep clients.
  
  
• Give Your Business a Boost
  March 2005
  Updating your image and points-of-contact can go a long way to generating more top-shelf clients.
  
  
• Office-Directory Prospecting
  January 2005
  Your clients’ neighbors need your services, too.
  
  
• Take Action Now!
  January 2005
  Your annual marketing plan is useless unless you use it.
  
  
• Before, During and After
  November 2004
  Part of your sales success depends on how and when you impress your clients.
  
  
• Everything I’ve Learned …
  November 2004
  … About establishing and building client relationship.
  
  
• The Power of Niche Marketing
  November 2004
  Learn how to identify a proper niche and watch your sales soar.
  
  
• Reworking the Worksite
  November 2004
  Think the worksite only exists in office parks and industrial complexes? Think again.
  
  
• Winning at Worksite
  November 2004
  All it takes is careful preparation, commitment to the profession, willingness to educate employees and employers and an extraordinarily high level of service.
  
  
• Client Retention in a Down Market
  October 2004
  Find out how education and excellent customer service have helped this company to survive and thrive.
  
  
• Making Seminars Work
  October 2004
  Here are tips on getting the most out of your seminar experience.
  
  
• Top Sales Ideas
  October 2004
  From targeting the middle market to hosting free seminars, these ideas are sure to boost your production.
  
  
• Chicken Soup for the Brand Builder
  September 2004
  Here are some marketing tips from the co-author of the Chicken Soup series.
  
  
• Increase Your Profits
  September 2004
  There are only three ways to make more money in your business. Are you putting them to work?
  
  
• Solving the Sales Snag
  September 2004
  Here are some tips for overcoming common client objections.
  
  
• Worksite Seminar Success
  September 2004
  These tips will help you open the door to more sales.
  
  
• Ten Critical Questions Your Client Wants to Ask—But Probably Won't
  August 2004
  Shorten your sales cycle by having the answers to the questions your clients are thinking, but not asking.
  
  
• Insurance in the Heartland
  August 2004
  A look at how farmers and small-business owners use COLI to keep America working.
  
  
• WOW! MDRT's Annual Meeting
  August 2004
  Top producers gathered this year in Anaheim, Calif., for the annual MDRT meeting.
  
  
• Nuggets of MDRT Wisdom
  August 2004
  Here's a selection of the best inspirational quotes from this year's annual MDRT meeting.
  
  
• Boost Your Sales With a Regular Checkup
  July 2004
  Create strong relationships by meeting regularly with clients.
  
  
• “But You Never Asked”
  July 2004
  It is your obligation as an agent to speak to clients about the importance of DI coverage.
  
  
• Handling Numbers-Obsessed Clients
  July 2004
  Clients who check their portfolio like they check the weather can be troublesome—here's how to deal with them.
  
  
• Forming Strategic Partnerships
  July 2004
  Here's how one alliance helped double commission revenues.
  
  
• Be Flexible
  July 2004
  Don't hesitate to fix what's broken.
  
  
• Inspiring American Dreams
  June 2004
  The middle market is currently under-served, which could have serious repercussions for the insurance industry. But why is it being ignored? Marketing and selling to this group can increase your profits.
  
  
• Magic Notes
  June 2004
  To ensure you will close a sale, take comprehensive notes during the initial client meeting.
  
  
• Reps Lack Sales Skills
  June 2004
  Some sales reps have forgotten the basics of selling. Brush up on the fundamentals.
  
  
• Use a Needs Analysis With Your Clients
  June 2004
  Excerpted from our new sales book, learn to use the needs analysis as a sales tool.
  
  
• The Seven Problems—and Solutions—of Client Loyalty
  May 2004
  Personal relationships and understanding clients' needs will keep them coming back.
  
  
• Outsourcing Your Marketing Plan
  April 2004
  You’re not a marketing expert—here’s why you should hire someone who is.
  
  
• Advanced 20-Point Days
  March 2004
  A daily system for success, formulated by an industry master.
  
  
• Exercise Your Ears
  March 2004
  These listening tips will ensure you get the most out of client interviews.
  
  
• Soft Sell for Hard Times
  March 2004
  Be a counselor, not a high-pressure salesperson.
  
  
• Your PR Emergency Kit
  March 2004
  Make sure it contains everything you need to make your media interview a resounding success.
  
  
• After the Presentation
  February 2004
  Your success will depend on a well-crafted follow-up.
  
  
• Do Not Call Does Not Matter
  February 2004
  Here are marketing tips that will have prospects calling you.
  
  
• A Little of This and a Little of That
  February 2004
  These tried and true practices will help ensure your clients' financial well-being.
  
  
• The Six Activities of Daily Working
  January 2004
  Follow these six steps if you don’t want to be taken out of your career.
  
  
• Making Marketing and Sales Work
  December 2003
  Keep your company on the right track with these strategies.
  
  
• Fears Conquered
  November 2003
  Your dreams may be another person’s nightmares.
  
  
• Capture Your Listeners
  October 2003
  These audience hooks will help you kick off your next speech.
  
  
• From Factfinding to Discovery
  September 2003
  Helping clients discover what they want for their financial future is the first step to a profitable relationship.
  
  
• Gapping for Growth
  September 2003
  This unique system will help you grow your business using existing clients.
  
  
• Do You Have Influence Skill?
  July 2003
  What can Barbara Walters teach you? Influence skill—it will get clients to listen to you and heed your advice.
  
  
• Handling Highly Appreciated Property
  July 2003
  This advice can help your clients sell their real estate with trusts.
  
  
• Words of Influence
  July 2003
  Mandy Bass believes salespeople who customize their messages for each client and prospect are more successful. Is she on to something?
  
  
• The Magic of Marketing
  June 2003
  Four successful advisors and a marketing expert give you their take on credibility, centers of influence, seminars and high-tech marketing.
  
  
• Selling Stability
  May 2003
  Emphasizing your current and future longevity is the key to closing the sale.
  
  
• Tough Times Call for Drastic Action
  May 2003
  Emphasizing your current and future longevity is the key to closing the sale.
  
  
• The Five-Question Interview
  April 2003
  With five questions you can get the stories that will turn prospects into clients.
  
  
• The Five Secrets of Seminar Success
  April 2003
  If you're new to seminars, or a savvy veteran, these tips will sharpen your game.
  
  
• Enhancing Your Image
  March 2003
  Looks do matter! This column will help you and your staff present the right image to your clients.
  
  
• 13 Great Ways to Kill Your Company's Marketing
  January 2003
  Good marketing doesn't come naturally. Here are 13 warning signs your marketing plan is off track.
  
  
• Credibility Marketing
  December 2002
  Writing an article showcases your expertise and may boost sales.
  
  
• Are You Chasing Sales or Creating Opportunities?
  October 2002
  Chasing sales instead of building your business could lead you down a slippery slope of mediocrity.
  
  
• It's All About Sales and Prospecting
  September 2002
  Are you struggling to make it to the top? It may be time to rethink your approach.
  
  
• My Best Sales Ideas
  September 2002
  Using two acronyms—FFREEDM and BUSINES—can help your clients see the bigger picture.
  
  
• The Sweet Science of Wit
  September 2002
  Whether it's over a round of golf or at a sales seminar, telling a good joke can help keep your clients smiling and listening.
  
  
• Broadcast Your Sales Message
  August 2002
  Make more sales by presenting yourself as if you were on the radio.
  
  
• Success Tips from the 75th Annual MDRT Meeting
  August 2002
  These hints can help you succeed in seminar selling and get you into the good habits of Top of the Table producers.
  
  
• Use Your Sense to Increase Business
  August 2002
  Boost supplemental sales by exercising good judgment and building relationships.
  
  
• Taking the Middle Road
  July 2002
  In the middle market, advisors find willing clients, abundant sales opportunities and a wellspring of referrals.
  
  
• Don't Be Fooled by Communication Mirages
  June 2002
  To be an effective communicator, be yourself rather than using entertainment-style techniques.
  
  
• In the Public Eye
  June 2002
  Publicity is a proven technique for building your business.
  
  
• Seven Steps to Better Cyber-Marketing
  May 2002
  A simple design and a focus on service may be your best website allies.
  
  
• Accumulation, Distribution and Legacy
  March 2002
  An MDRT producer shares some of the secrets of his success.
  
  
• Speak Up!
  February 2002
  Avoid the 10 deadly sins that will ruin your presentations.
  
  
• A Financial Advisor’s Guide to the Loyalty Ladder
  October 2001
  The best prospects are at the top of the ladder.
  
  
• Clinch the Sale: Take the High Road
  July 2001
  Salespeople who close the big deals know the value of their time. They also know how to project that value in what they are selling and use it to clinch the sale.
  
  
• The Middle Market Equals Opportunity
  July 2001
  Reach this untapped group with innovative voluntary workplace benefits.
  
  
• American Notebook: The Agents of Route US 66
  August 2000
  Those two words are enough to start anyone dreaming. Cobbled together from small town main streets, unpaved roads, two-lane thoroughfares and four-lane highways, the Mother Road still winds its way through America’s towns and cities, feeding the dreams of the American people.
  
  
• Information vs. Knowledge
  July 2000
  It is not enough to give information, or to have great sales skills or great products. We must continue to provide knowledge, judgment and a personal relationship.
  
  
• The Silver Bullet
  June 2000
  Somewhere out there is the answer to every objection ... right?
  
  
• Snags
  May 2000
  The road to a completed insurance sale, like that of true love, is never smooth. Bumps and snags and obstacles are inevitable. So, the editors of Advisor Today set out to discover the snags today’s advisors hit, and how they cope.
  
  

Prospecting

• The Principles of Effective Closing
  January 2013
  You can acquire the ability to close sales and, through practice, you can perfect it.
  
  
• LTCI Is Sold, Not Bought
  September 2011
  Thinking outside the box is key to increased sales.
  
  
• Fessing Up
  September 2011
  Dealing with uncertainty is necessary to provide clients honest and appropriate recommendations.
  
  
• A GPS for Sales Success
  October 2010
  Your prospect can tell you exactly how you can get to your destination—a closed sale.
  
  
• The Magic of Multi-Purpose Marketing
  September 2010
  Take one good idea, use it in multiple ways and watch your business grow.
  
  
• Think Big
  July 2010
  These results-oriented activities will help your business skyrocket.
  
  
• The High-Quality Prospect
  April 2010
  Your prospect is interested if he asks questions or wants to meet you to discuss an idea.
  
  
• The True Path to Sales Success
  January 2010
  Closing a sale requires that you focus not on your prospect’s needs, problems or pain, but on what he wants.
  
  
• Why Some Sales Strategies Don’t Work
  July 2009
  Find out why they create problems—and how to fix them.
  
  
• Differentiating Yourself in a World of Sameness
  May 2009
  Follow these steps to stand out in the increasingly competitive world of employee benefits.
  
  
• Smooth the Way to a Sale
  April 2009
  Here are four tips from MDRT Top of the Table qualifier Van Mueller to help you initiate and close more sales.
  
  
• Create Your Essential Message
  January 2009
  Do you give a generic response—or worse yet, freeze up—when someone asks you what you do? Here are three steps to getting your message right.
  
  
• Build Your Business During This Recession
  December 2008
  Find out how one advisor put $60 million into her pipeline by hosting “Emergency Market Update” events. Follow her lead using these steps—and scripts.
  
  
• Want Referrals? Then Just Ask
  October 2008
  Many advisors do not ask clients for referrals to avoid embarrassment. Here’s a plan to gain referrals.
  
  
• More Tips for Your Marketing Plans
  August 2008
  These great ideas will put some sizzle in your marketing plans.
  
  
• When Is the Sale Made?
  July 2008
  Focus on the relationship, and the product sale will naturally follow.
  
  
• The Doctor Is In
  May 2008
  Conduct your prospect meetings like visits to the doctor, and you will never have to close a sale.
  
  
• Marketing in the Age of Compliance
  March 2008
  Try to keep your message simple and don?t try to reinvent the wheel.
  
  
• Go Where the Competition Isn't
  February 2008
  Take the road less traveled and watch your profits grow!
  
  
• If You Can't Hire a Good Salesperson ... Make One!
  January 2008
  Here's what you really need to look for to see if one of your employees may have the right stuff to succeed in sales—and the five questions he needs to answer confidently.
  
  
• And According To ...
  December 2007
  Use the power of the media to find and influence prospects.
  
  
• Six Things Your Clients Won't Tell You (And What to Do About Them)
  December 2007
  You don't have to be a mind-reader, instead refer to these tips when dealing with a reticent prospect or client.
  
  
• Bring Products to Life With a Story
  November 2007
  Here's a $10 million example of how storytelling can be put to work in your business.
  
  
• 61 Quick Tips to Marketing Success
  October 2007
  These marketing ideas are simple, easy-to-implement and will produce dramatic results if you follow them consistently.
  
  
• Marketing That Works
  October 2007
  Ads, banners, brochures—you've dished out money for each, but is that really the best use of your marketing dollars?
  
  
• Seminar Selling: Behind the Scenes
  October 2007
  You need to pay close attention to these key issues if you want to host a successful seminar.
  
  
• Ten Ways to Find Inspiration
  September 2007
  Your next marketing strategy should be a creative team effort from start to finish.
  
  
• Are You a Referral Wimp?
  September 2007
  You’ve avoided asking for referrals, for fear that you’ll come across as pushy or desperate—now’s the time to take action.
  
  
• Sales Ideas from the Top
  September 2007
  From the “calculator” sale to the small-business owner “assist,” this article has a tip for just about anyone.
  
  
• Speak the Language of the Affluent
  September 2007
  These five scripts will help you get the conversation started with your affluent prospects and clients.
  
  
• Tee Time
  September 2007
  The golf course is a wonderful place to spend four hours of quality time with affluent women clients.
  
  
• Reach New Heights
  August 2007
  The Million Dollar Round Table meeting in Denver inspired, motivated and delivered great ideas for running a more successful business.
  
  
• Pick a Position
  August 2007
  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.
  
  
• Surprise and Delight
  August 2007
  When you gather intelligence—when you ask questions and really listen to the answers—you’ll discover your prospects’ “passion points.”
  
  
• Seven Ways to Close a Sale
  July 2007
  These “soft-sell” strategies will help you get your clients to sign on the bottom line.
  
  
• Are You Emotionally Attractive?
  July 2007
  “Emotionally attractive” leaders are the future of business, says Tim Sanders, author of The Likeability Factor.
  
  
• People Love Specialists
  July 2007
  Concentrate on a professional niche and use this five-part interview process to build a relationship with these prospects.
  
  
• Referral Radar System
  June 2007
  This system will help you gauge whether a prospective referral partner is a keeper or a dead-end.
  
  
• Mind Reading 101—Really!
  May 2007
  It all begins with understanding how two “mental filters” work when your prospect or client is sitting in front of you.
  
  
• The Right Questions
  May 2007
  You can’t talk people into buying, but you can listen them into it. Questions are your greatest selling tool.
  
  
• Telling Your Story
  May 2007
  Sometimes you need to connect with a prospect in a more emotional way—that’s where your “story” comes in.
  
  
• The Other 80 Percent
  April 2007
  If everyone is competing for the same top-tier clients, that leaves the middle market wide open for you.
  
  
• Enhancing Your Practice
  April 2007
  Start by creating a unique process you can use over and over again.
  
  
• Don’t Do What Comes Naturally
  March 2007
  If you want to grow your business, try exploring nontraditional markets.
  
  
• Ideas From the Top
  March 2007
  NAIFA’s leaders share some time-tested ideas that have helped their businesses thrive.
  
  
• Another Idea From the Top
  March 2007
  You scored that all-important meeting with a prospect. A NAIFA trustee weighs in on how to start building trust at the beginning.
  
  
• The L-Factor
  February 2007
  Get more referrals from your centers of influence by being more likeable.
  
  
• Pick Me
  February 2007
  Here are six factors that influence a prospect’s decision to do business with you.
  
  
• Asking the Right Questions
  December 2006
  Advisors share key questions that get prospects thinking more seriously about their financial needs.
  
  
• Different Brains, Different Approaches
  November 2006
  Gender does matter when it comes to communication. Here are four pointers to help you navigate the gender maze effectively.
  
  
• The $2 Edge
  November 2006
  MDRT member Marc Silverman offers an idea that’ll pay off with your DI insurance prospects.
  
  
• Doing Worksite Right
  October 2006
  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.
  
  
• Know Your Market
  October 2006
  
  
• Whole vs. Term—Let the Prospect Do the Talking
  October 2006
  
  
• The Best Sales Ideas From the Past 100 Years
  September 2006
  Since its first appearance as Life Association News (LAN) in September 1906, Advisor Today has always offered great ideas for boosting sales. And so, on the 100th anniversary of the magazine, we bring you the best of these sales ideas to help you do what you do best: provide financial protection to the millions who need it.
  
  
• Full Coverage for Your Clients
  September 2006
  
  
• Selling Certainty
  September 2006
  Your clients will only stick with you if you offer them certainty—here are a few quick ideas to increase certainty in your business.
  
  
• LIAM Marketing Tools
  July 2006
  Are you ready for Life Insurance Awareness Month in September?
  
  
• The Advisor’s Report Card
  June 2006
  Let your clients grade you, and you’ll find better ways of meeting their expectations.
  
  
• The Giants of Sales
  June 2006
  There are four men who changed how we sell. See what these über salesmen can teach you.
  
  
• Use LIFE to Help You Make the Sale
  June 2006
  Save time and safeguard compliance with LIFE’s Financial Calculator.
  
  
• Creating a Personal Brand
  May 2006
  Here are 5 areas you need to focus on to polish the brand of “you.”
  
  
• What to Take to a Meeting
  April 2006
  A 16-year and a 40-year veteran explain how they set the stage for sales success.
  
  
• Tap Into Your Prospect’s Personality
  March 2006
  Good questions can help you figure out how to work with different types of people.
  
  
• Successful Prospecting
  February 2006
  A good way to gain more prospects is to meet your clients in their home.
  
  
• Sweat the Small Stuff
  February 2006
  These little changes might significantly improve your bottom line.
  
  
• Get Your Clients Thinking Bigger
  February 2006
  If your clients say they need more coverage, sell them more coverage.
  
  
• Becoming a Media Resource
  January 2006
  Follow these four steps to win over reporters and boost your sales.
  
  
• Seminar Selling
  January 2006
  Success entails the use of a client-driven approach.
  
  
• Specialize—And Succeed!
  January 2006
  If you want to double or triple your production, it’s time to narrow your focus.
  
  
• Make a Gross Comparison
  December 2005
  Use this tip for business-continuation planning.
  
  
• Making Effective Presentations
  December 2005
  These seven pointers will help you ace your next presentation.
  
  
• It’s Time to Sell the Problem
  December 2005
  For more success in closing sales, spend more time exploring client issues during the factfinder.
  
  
• Finding Prospects and Looking for Gold
  November 2005
  
  
• Immortalize Tithes
  November 2005
  Help your clients leave a legacy for their place of worship.
  
  
• Let Your Clients Help You Find Prospects
  October 2005
  Come to your annual review meeting well prepared to get referrals.
  
  
• Know Your Customer and Be Flexible
  October 2005
  Building good relationships is the key to building a profitable practice.
  
  
• Ace Your Presentation
  September 2005
  Learning when to lean back may be the ticket to closing the deal.
  
  
• Top Secrets of Top Producers
  September 2005
  Here are four ways to create a winning edge in your practice.
  
  
• I Object!
  September 2005
  Wondering what to do when your client says no?
  
  
• The Six Principles of Powerful Persuasion
  August 2005
  Do you want clients and prospects to say yes more often? Then you need to learn these principles.
  
  
• The Sales Power of Storytelling
  July 2005
  No matter how young you are, there is a story you can tell that will connect you with your older clients.
  
  
• A SHORTCUT TO THE CLOSE
  July 2005
  Ask prospects for their agenda early in a meeting.
  
  
• The Golden Spouse
  June 2005
  A simple question can get your clients into the DI-buying mindset.
  
  
• Four Under Forty: Advice for Success
  June 2005
  
  
• Top 10 Media Relations Tips—and More
  June 2005
  Learn what Million Dollar Round Table members already know about shining in print, and on radio and TV.
  
  
• Your Brand Identity
  June 2005
  It's time to get the word out about you and your services; just don't start with the New York Times
  
  
• Five Questions for Productive Presentations
  May 2005
  Go beyond the facts to the root of your clients’ needs.
  
  
• Banking on Clients
  April 2005
  No overhead and access to top-shelf clients are two reasons advisors move to banks.
  
  
• Forging a Working Relationship With Bankers
  April 2005
  Learn what a bank needs and wants from an advisor—plus tips on splitting commissions.
  
  
• The Give-Get Ratio
  April 2005
  These steps will help you get as much mileage as possible from your first contact with a client.
  
  
• Rev Up Your Referrals
  April 2005
  To encourage referrals, give blank phone directories to clients and prospects.
  
  
• Document Your Factfinder
  March 2005
  Turn your factfinders into a tool to keep clients.
  
  
• Give Your Business a Boost
  March 2005
  Updating your image and points-of-contact can go a long way to generating more top-shelf clients.
  
  
• Office-Directory Prospecting
  January 2005
  Your clients’ neighbors need your services, too.
  
  
• Take Action Now!
  January 2005
  Your annual marketing plan is useless unless you use it.
  
  
• Before, During and After
  November 2004
  Part of your sales success depends on how and when you impress your clients.
  
  
• Everything I’ve Learned …
  November 2004
  … About establishing and building client relationship.
  
  
• The Power of Niche Marketing
  November 2004
  Learn how to identify a proper niche and watch your sales soar.
  
  
• Reworking the Worksite
  November 2004
  Think the worksite only exists in office parks and industrial complexes? Think again.
  
  
• Winning at Worksite
  November 2004
  All it takes is careful preparation, commitment to the profession, willingness to educate employees and employers and an extraordinarily high level of service.
  
  
• Client Retention in a Down Market
  October 2004
  Find out how education and excellent customer service have helped this company to survive and thrive.
  
  
• Making Seminars Work
  October 2004
  Here are tips on getting the most out of your seminar experience.
  
  
• Top Sales Ideas
  October 2004
  From targeting the middle market to hosting free seminars, these ideas are sure to boost your production.
  
  
• Chicken Soup for the Brand Builder
  September 2004
  Here are some marketing tips from the co-author of the Chicken Soup series.
  
  
• Increase Your Profits
  September 2004
  There are only three ways to make more money in your business. Are you putting them to work?
  
  
• Solving the Sales Snag
  September 2004
  Here are some tips for overcoming common client objections.
  
  
• Worksite Seminar Success
  September 2004
  These tips will help you open the door to more sales.
  
  
• Ten Critical Questions Your Client Wants to Ask—But Probably Won't
  August 2004
  Shorten your sales cycle by having the answers to the questions your clients are thinking, but not asking.
  
  
• Insurance in the Heartland
  August 2004
  A look at how farmers and small-business owners use COLI to keep America working.
  
  
• WOW! MDRT's Annual Meeting
  August 2004
  Top producers gathered this year in Anaheim, Calif., for the annual MDRT meeting.
  
  
• Nuggets of MDRT Wisdom
  August 2004
  Here's a selection of the best inspirational quotes from this year's annual MDRT meeting.
  
  
• Boost Your Sales With a Regular Checkup
  July 2004
  Create strong relationships by meeting regularly with clients.
  
  
• “But You Never Asked”
  July 2004
  It is your obligation as an agent to speak to clients about the importance of DI coverage.
  
  
• Handling Numbers-Obsessed Clients
  July 2004
  Clients who check their portfolio like they check the weather can be troublesome—here's how to deal with them.
  
  
• Forming Strategic Partnerships
  July 2004
  Here's how one alliance helped double commission revenues.
  
  
• Be Flexible
  July 2004
  Don't hesitate to fix what's broken.
  
  
• Inspiring American Dreams
  June 2004
  The middle market is currently under-served, which could have serious repercussions for the insurance industry. But why is it being ignored? Marketing and selling to this group can increase your profits.
  
  
• Magic Notes
  June 2004
  To ensure you will close a sale, take comprehensive notes during the initial client meeting.
  
  
• Reps Lack Sales Skills
  June 2004
  Some sales reps have forgotten the basics of selling. Brush up on the fundamentals.
  
  
• Use a Needs Analysis With Your Clients
  June 2004
  Excerpted from our new sales book, learn to use the needs analysis as a sales tool.
  
  
• The Seven Problems—and Solutions—of Client Loyalty
  May 2004
  Personal relationships and understanding clients' needs will keep them coming back.
  
  
• Outsourcing Your Marketing Plan
  April 2004
  You’re not a marketing expert—here’s why you should hire someone who is.
  
  
• Advanced 20-Point Days
  March 2004
  A daily system for success, formulated by an industry master.
  
  
• Exercise Your Ears
  March 2004
  These listening tips will ensure you get the most out of client interviews.
  
  
• Soft Sell for Hard Times
  March 2004
  Be a counselor, not a high-pressure salesperson.
  
  
• Your PR Emergency Kit
  March 2004
  Make sure it contains everything you need to make your media interview a resounding success.
  
  
• After the Presentation
  February 2004
  Your success will depend on a well-crafted follow-up.
  
  
• Do Not Call Does Not Matter
  February 2004
  Here are marketing tips that will have prospects calling you.
  
  
• A Little of This and a Little of That
  February 2004
  These tried and true practices will help ensure your clients' financial well-being.
  
  
• The Six Activities of Daily Working
  January 2004
  Follow these six steps if you don’t want to be taken out of your career.
  
  
• Making Marketing and Sales Work
  December 2003
  Keep your company on the right track with these strategies.
  
  
• Fears Conquered
  November 2003
  Your dreams may be another person’s nightmares.
  
  
• Capture Your Listeners
  October 2003
  These audience hooks will help you kick off your next speech.
  
  
• From Factfinding to Discovery
  September 2003
  Helping clients discover what they want for their financial future is the first step to a profitable relationship.
  
  
• Gapping for Growth
  September 2003
  This unique system will help you grow your business using existing clients.
  
  
• Do You Have Influence Skill?
  July 2003
  What can Barbara Walters teach you? Influence skill—it will get clients to listen to you and heed your advice.
  
  
• Handling Highly Appreciated Property
  July 2003
  This advice can help your clients sell their real estate with trusts.
  
  
• Words of Influence
  July 2003
  Mandy Bass believes salespeople who customize their messages for each client and prospect are more successful. Is she on to something?
  
  
• The Magic of Marketing
  June 2003
  Four successful advisors and a marketing expert give you their take on credibility, centers of influence, seminars and high-tech marketing.
  
  
• Selling Stability
  May 2003
  Emphasizing your current and future longevity is the key to closing the sale.
  
  
• Tough Times Call for Drastic Action
  May 2003
  Emphasizing your current and future longevity is the key to closing the sale.
  
  
• The Five-Question Interview
  April 2003
  With five questions you can get the stories that will turn prospects into clients.
  
  
• The Five Secrets of Seminar Success
  April 2003
  If you're new to seminars, or a savvy veteran, these tips will sharpen your game.
  
  
• Enhancing Your Image
  March 2003
  Looks do matter! This column will help you and your staff present the right image to your clients.
  
  
• 13 Great Ways to Kill Your Company's Marketing
  January 2003
  Good marketing doesn't come naturally. Here are 13 warning signs your marketing plan is off track.
  
  
• Credibility Marketing
  December 2002
  Writing an article showcases your expertise and may boost sales.
  
  
• Are You Chasing Sales or Creating Opportunities?
  October 2002
  Chasing sales instead of building your business could lead you down a slippery slope of mediocrity.
  
  
• It's All About Sales and Prospecting
  September 2002
  Are you struggling to make it to the top? It may be time to rethink your approach.
  
  
• My Best Sales Ideas
  September 2002
  Using two acronyms—FFREEDM and BUSINES—can help your clients see the bigger picture.
  
  
• The Sweet Science of Wit
  September 2002
  Whether it's over a round of golf or at a sales seminar, telling a good joke can help keep your clients smiling and listening.
  
  
• Broadcast Your Sales Message
  August 2002
  Make more sales by presenting yourself as if you were on the radio.
  
  
• Success Tips from the 75th Annual MDRT Meeting
  August 2002
  These hints can help you succeed in seminar selling and get you into the good habits of Top of the Table producers.
  
  
• Use Your Sense to Increase Business
  August 2002
  Boost supplemental sales by exercising good judgment and building relationships.
  
  
• Taking the Middle Road
  July 2002
  In the middle market, advisors find willing clients, abundant sales opportunities and a wellspring of referrals.
  
  
• Don't Be Fooled by Communication Mirages
  June 2002
  To be an effective communicator, be yourself rather than using entertainment-style techniques.
  
  
• In the Public Eye
  June 2002
  Publicity is a proven technique for building your business.
  
  
• Seven Steps to Better Cyber-Marketing
  May 2002
  A simple design and a focus on service may be your best website allies.
  
  
• Accumulation, Distribution and Legacy
  March 2002
  An MDRT producer shares some of the secrets of his success.
  
  
• Speak Up!
  February 2002
  Avoid the 10 deadly sins that will ruin your presentations.
  
  
• A Financial Advisor’s Guide to the Loyalty Ladder
  October 2001
  The best prospects are at the top of the ladder.
  
  
• Clinch the Sale: Take the High Road
  July 2001
  Salespeople who close the big deals know the value of their time. They also know how to project that value in what they are selling and use it to clinch the sale.
  
  
• The Middle Market Equals Opportunity
  July 2001
  Reach this untapped group with innovative voluntary workplace benefits.
  
  
• American Notebook: The Agents of Route US 66
  August 2000
  Those two words are enough to start anyone dreaming. Cobbled together from small town main streets, unpaved roads, two-lane thoroughfares and four-lane highways, the Mother Road still winds its way through America’s towns and cities, feeding the dreams of the American people.
  
  
• Information vs. Knowledge
  July 2000
  It is not enough to give information, or to have great sales skills or great products. We must continue to provide knowledge, judgment and a personal relationship.
  
  
• The Silver Bullet
  June 2000
  Somewhere out there is the answer to every objection ... right?
  
  
• Snags
  May 2000
  The road to a completed insurance sale, like that of true love, is never smooth. Bumps and snags and obstacles are inevitable. So, the editors of Advisor Today set out to discover the snags today’s advisors hit, and how they cope.
  
  

Marketing

• The Principles of Effective Closing
  January 2013
  You can acquire the ability to close sales and, through practice, you can perfect it.
  
  
• LTCI Is Sold, Not Bought
  September 2011
  Thinking outside the box is key to increased sales.
  
  
• Fessing Up
  September 2011
  Dealing with uncertainty is necessary to provide clients honest and appropriate recommendations.
  
  
• A GPS for Sales Success
  October 2010
  Your prospect can tell you exactly how you can get to your destination—a closed sale.
  
  
• The Magic of Multi-Purpose Marketing
  September 2010
  Take one good idea, use it in multiple ways and watch your business grow.
  
  
• Think Big
  July 2010
  These results-oriented activities will help your business skyrocket.
  
  
• The High-Quality Prospect
  April 2010
  Your prospect is interested if he asks questions or wants to meet you to discuss an idea.
  
  
• The True Path to Sales Success
  January 2010
  Closing a sale requires that you focus not on your prospect’s needs, problems or pain, but on what he wants.
  
  
• Why Some Sales Strategies Don’t Work
  July 2009
  Find out why they create problems—and how to fix them.
  
  
• Differentiating Yourself in a World of Sameness
  May 2009
  Follow these steps to stand out in the increasingly competitive world of employee benefits.
  
  
• Smooth the Way to a Sale
  April 2009
  Here are four tips from MDRT Top of the Table qualifier Van Mueller to help you initiate and close more sales.
  
  
• Create Your Essential Message
  January 2009
  Do you give a generic response—or worse yet, freeze up—when someone asks you what you do? Here are three steps to getting your message right.
  
  
• Build Your Business During This Recession
  December 2008
  Find out how one advisor put $60 million into her pipeline by hosting “Emergency Market Update” events. Follow her lead using these steps—and scripts.
  
  
• Want Referrals? Then Just Ask
  October 2008
  Many advisors do not ask clients for referrals to avoid embarrassment. Here’s a plan to gain referrals.
  
  
• More Tips for Your Marketing Plans
  August 2008
  These great ideas will put some sizzle in your marketing plans.
  
  
• When Is the Sale Made?
  July 2008
  Focus on the relationship, and the product sale will naturally follow.
  
  
• The Doctor Is In
  May 2008
  Conduct your prospect meetings like visits to the doctor, and you will never have to close a sale.
  
  
• Marketing in the Age of Compliance
  March 2008
  Try to keep your message simple and don?t try to reinvent the wheel.
  
  
• Go Where the Competition Isn't
  February 2008
  Take the road less traveled and watch your profits grow!
  
  
• If You Can't Hire a Good Salesperson ... Make One!
  January 2008
  Here's what you really need to look for to see if one of your employees may have the right stuff to succeed in sales—and the five questions he needs to answer confidently.
  
  
• And According To ...
  December 2007
  Use the power of the media to find and influence prospects.
  
  
• Six Things Your Clients Won't Tell You (And What to Do About Them)
  December 2007
  You don't have to be a mind-reader, instead refer to these tips when dealing with a reticent prospect or client.
  
  
• Bring Products to Life With a Story
  November 2007
  Here's a $10 million example of how storytelling can be put to work in your business.
  
  
• 61 Quick Tips to Marketing Success
  October 2007
  These marketing ideas are simple, easy-to-implement and will produce dramatic results if you follow them consistently.
  
  
• Marketing That Works
  October 2007
  Ads, banners, brochures—you've dished out money for each, but is that really the best use of your marketing dollars?
  
  
• Seminar Selling: Behind the Scenes
  October 2007
  You need to pay close attention to these key issues if you want to host a successful seminar.
  
  
• Ten Ways to Find Inspiration
  September 2007
  Your next marketing strategy should be a creative team effort from start to finish.
  
  
• Are You a Referral Wimp?
  September 2007
  You’ve avoided asking for referrals, for fear that you’ll come across as pushy or desperate—now’s the time to take action.
  
  
• Sales Ideas from the Top
  September 2007
  From the “calculator” sale to the small-business owner “assist,” this article has a tip for just about anyone.
  
  
• Speak the Language of the Affluent
  September 2007
  These five scripts will help you get the conversation started with your affluent prospects and clients.
  
  
• Tee Time
  September 2007
  The golf course is a wonderful place to spend four hours of quality time with affluent women clients.
  
  
• Reach New Heights
  August 2007
  The Million Dollar Round Table meeting in Denver inspired, motivated and delivered great ideas for running a more successful business.
  
  
• Pick a Position
  August 2007
  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.
  
  
• Surprise and Delight
  August 2007
  When you gather intelligence—when you ask questions and really listen to the answers—you’ll discover your prospects’ “passion points.”
  
  
• Seven Ways to Close a Sale
  July 2007
  These “soft-sell” strategies will help you get your clients to sign on the bottom line.
  
  
• Are You Emotionally Attractive?
  July 2007
  “Emotionally attractive” leaders are the future of business, says Tim Sanders, author of The Likeability Factor.
  
  
• People Love Specialists
  July 2007
  Concentrate on a professional niche and use this five-part interview process to build a relationship with these prospects.
  
  
• Referral Radar System
  June 2007
  This system will help you gauge whether a prospective referral partner is a keeper or a dead-end.
  
  
• Mind Reading 101—Really!
  May 2007
  It all begins with understanding how two “mental filters” work when your prospect or client is sitting in front of you.
  
  
• The Right Questions
  May 2007
  You can’t talk people into buying, but you can listen them into it. Questions are your greatest selling tool.
  
  
• Telling Your Story
  May 2007
  Sometimes you need to connect with a prospect in a more emotional way—that’s where your “story” comes in.
  
  
• The Other 80 Percent
  April 2007
  If everyone is competing for the same top-tier clients, that leaves the middle market wide open for you.
  
  
• Enhancing Your Practice
  April 2007
  Start by creating a unique process you can use over and over again.
  
  
• Don’t Do What Comes Naturally
  March 2007
  If you want to grow your business, try exploring nontraditional markets.
  
  
• Ideas From the Top
  March 2007
  NAIFA’s leaders share some time-tested ideas that have helped their businesses thrive.
  
  
• Another Idea From the Top
  March 2007
  You scored that all-important meeting with a prospect. A NAIFA trustee weighs in on how to start building trust at the beginning.
  
  
• The L-Factor
  February 2007
  Get more referrals from your centers of influence by being more likeable.
  
  
• Pick Me
  February 2007
  Here are six factors that influence a prospect’s decision to do business with you.
  
  
• Asking the Right Questions
  December 2006
  Advisors share key questions that get prospects thinking more seriously about their financial needs.
  
  
• Different Brains, Different Approaches
  November 2006
  Gender does matter when it comes to communication. Here are four pointers to help you navigate the gender maze effectively.
  
  
• The $2 Edge
  November 2006
  MDRT member Marc Silverman offers an idea that’ll pay off with your DI insurance prospects.
  
  
• Doing Worksite Right
  October 2006
  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.
  
  
• Know Your Market
  October 2006
  
  
• Whole vs. Term—Let the Prospect Do the Talking
  October 2006
  
  
• The Best Sales Ideas From the Past 100 Years
  September 2006
  Since its first appearance as Life Association News (LAN) in September 1906, Advisor Today has always offered great ideas for boosting sales. And so, on the 100th anniversary of the magazine, we bring you the best of these sales ideas to help you do what you do best: provide financial protection to the millions who need it.
  
  
• Full Coverage for Your Clients
  September 2006
  
  
• Selling Certainty
  September 2006
  Your clients will only stick with you if you offer them certainty—here are a few quick ideas to increase certainty in your business.
  
  
• LIAM Marketing Tools
  July 2006
  Are you ready for Life Insurance Awareness Month in September?
  
  
• The Advisor’s Report Card
  June 2006
  Let your clients grade you, and you’ll find better ways of meeting their expectations.
  
  
• The Giants of Sales
  June 2006
  There are four men who changed how we sell. See what these über salesmen can teach you.
  
  
• Use LIFE to Help You Make the Sale
  June 2006
  Save time and safeguard compliance with LIFE’s Financial Calculator.
  
  
• Creating a Personal Brand
  May 2006
  Here are 5 areas you need to focus on to polish the brand of “you.”
  
  
• What to Take to a Meeting
  April 2006
  A 16-year and a 40-year veteran explain how they set the stage for sales success.
  
  
• Tap Into Your Prospect’s Personality
  March 2006
  Good questions can help you figure out how to work with different types of people.
  
  
• Successful Prospecting
  February 2006
  A good way to gain more prospects is to meet your clients in their home.
  
  
• Sweat the Small Stuff
  February 2006
  These little changes might significantly improve your bottom line.
  
  
• Get Your Clients Thinking Bigger
  February 2006
  If your clients say they need more coverage, sell them more coverage.
  
  
• Becoming a Media Resource
  January 2006
  Follow these four steps to win over reporters and boost your sales.
  
  
• Seminar Selling
  January 2006
  Success entails the use of a client-driven approach.
  
  
• Specialize—And Succeed!
  January 2006
  If you want to double or triple your production, it’s time to narrow your focus.
  
  
• Make a Gross Comparison
  December 2005
  Use this tip for business-continuation planning.
  
  
• Making Effective Presentations
  December 2005
  These seven pointers will help you ace your next presentation.
  
  
• It’s Time to Sell the Problem
  December 2005
  For more success in closing sales, spend more time exploring client issues during the factfinder.
  
  
• Finding Prospects and Looking for Gold
  November 2005
  
  
• Immortalize Tithes
  November 2005
  Help your clients leave a legacy for their place of worship.
  
  
• Let Your Clients Help You Find Prospects
  October 2005
  Come to your annual review meeting well prepared to get referrals.
  
  
• Know Your Customer and Be Flexible
  October 2005
  Building good relationships is the key to building a profitable practice.
  
  
• Ace Your Presentation
  September 2005
  Learning when to lean back may be the ticket to closing the deal.
  
  
• Top Secrets of Top Producers
  September 2005
  Here are four ways to create a winning edge in your practice.
  
  
• I Object!
  September 2005
  Wondering what to do when your client says no?
  
  
• The Six Principles of Powerful Persuasion
  August 2005
  Do you want clients and prospects to say yes more often? Then you need to learn these principles.
  
  
• The Sales Power of Storytelling
  July 2005
  No matter how young you are, there is a story you can tell that will connect you with your older clients.
  
  
• A SHORTCUT TO THE CLOSE
  July 2005
  Ask prospects for their agenda early in a meeting.
  
  
• The Golden Spouse
  June 2005
  A simple question can get your clients into the DI-buying mindset.
  
  
• Four Under Forty: Advice for Success
  June 2005
  
  
• Top 10 Media Relations Tips—and More
  June 2005
  Learn what Million Dollar Round Table members already know about shining in print, and on radio and TV.
  
  
• Your Brand Identity
  June 2005
  It's time to get the word out about you and your services; just don't start with the New York Times
  
  
• Five Questions for Productive Presentations
  May 2005
  Go beyond the facts to the root of your clients’ needs.
  
  
• Banking on Clients
  April 2005
  No overhead and access to top-shelf clients are two reasons advisors move to banks.
  
  
• Forging a Working Relationship With Bankers
  April 2005
  Learn what a bank needs and wants from an advisor—plus tips on splitting commissions.
  
  
• The Give-Get Ratio
  April 2005
  These steps will help you get as much mileage as possible from your first contact with a client.
  
  
• Rev Up Your Referrals
  April 2005
  To encourage referrals, give blank phone directories to clients and prospects.
  
  
• Document Your Factfinder
  March 2005
  Turn your factfinders into a tool to keep clients.
  
  
• Give Your Business a Boost
  March 2005
  Updating your image and points-of-contact can go a long way to generating more top-shelf clients.
  
  
• Office-Directory Prospecting
  January 2005
  Your clients’ neighbors need your services, too.
  
  
• Take Action Now!
  January 2005
  Your annual marketing plan is useless unless you use it.
  
  
• Before, During and After
  November 2004
  Part of your sales success depends on how and when you impress your clients.
  
  
• Everything I’ve Learned …
  November 2004
  … About establishing and building client relationship.
  
  
• The Power of Niche Marketing
  November 2004
  Learn how to identify a proper niche and watch your sales soar.
  
  
• Reworking the Worksite
  November 2004
  Think the worksite only exists in office parks and industrial complexes? Think again.
  
  
• Winning at Worksite
  November 2004
  All it takes is careful preparation, commitment to the profession, willingness to educate employees and employers and an extraordinarily high level of service.
  
  
• Client Retention in a Down Market
  October 2004
  Find out how education and excellent customer service have helped this company to survive and thrive.
  
  
• Making Seminars Work
  October 2004
  Here are tips on getting the most out of your seminar experience.
  
  
• Top Sales Ideas
  October 2004
  From targeting the middle market to hosting free seminars, these ideas are sure to boost your production.
  
  
• Chicken Soup for the Brand Builder
  September 2004
  Here are some marketing tips from the co-author of the Chicken Soup series.
  
  
• Increase Your Profits
  September 2004
  There are only three ways to make more money in your business. Are you putting them to work?
  
  
• Solving the Sales Snag
  September 2004
  Here are some tips for overcoming common client objections.
  
  
• Worksite Seminar Success
  September 2004
  These tips will help you open the door to more sales.
  
  
• Ten Critical Questions Your Client Wants to Ask—But Probably Won't
  August 2004
  Shorten your sales cycle by having the answers to the questions your clients are thinking, but not asking.
  
  
• Insurance in the Heartland
  August 2004
  A look at how farmers and small-business owners use COLI to keep America working.
  
  
• WOW! MDRT's Annual Meeting
  August 2004
  Top producers gathered this year in Anaheim, Calif., for the annual MDRT meeting.
  
  
• Nuggets of MDRT Wisdom
  August 2004
  Here's a selection of the best inspirational quotes from this year's annual MDRT meeting.
  
  
• Boost Your Sales With a Regular Checkup
  July 2004
  Create strong relationships by meeting regularly with clients.
  
  
• “But You Never Asked”
  July 2004
  It is your obligation as an agent to speak to clients about the importance of DI coverage.
  
  
• Handling Numbers-Obsessed Clients
  July 2004
  Clients who check their portfolio like they check the weather can be troublesome—here's how to deal with them.
  
  
• Forming Strategic Partnerships
  July 2004
  Here's how one alliance helped double commission revenues.
  
  
• Be Flexible
  July 2004
  Don't hesitate to fix what's broken.
  
  
• Inspiring American Dreams
  June 2004
  The middle market is currently under-served, which could have serious repercussions for the insurance industry. But why is it being ignored? Marketing and selling to this group can increase your profits.
  
  
• Magic Notes
  June 2004
  To ensure you will close a sale, take comprehensive notes during the initial client meeting.
  
  
• Reps Lack Sales Skills
  June 2004
  Some sales reps have forgotten the basics of selling. Brush up on the fundamentals.
  
  
• Use a Needs Analysis With Your Clients
  June 2004
  Excerpted from our new sales book, learn to use the needs analysis as a sales tool.
  
  
• The Seven Problems—and Solutions—of Client Loyalty
  May 2004
  Personal relationships and understanding clients' needs will keep them coming back.
  
  
• Outsourcing Your Marketing Plan
  April 2004
  You’re not a marketing expert—here’s why you should hire someone who is.
  
  
• Advanced 20-Point Days
  March 2004
  A daily system for success, formulated by an industry master.
  
  
• Exercise Your Ears
  March 2004
  These listening tips will ensure you get the most out of client interviews.
  
  
• Soft Sell for Hard Times
  March 2004
  Be a counselor, not a high-pressure salesperson.
  
  
• Your PR Emergency Kit
  March 2004
  Make sure it contains everything you need to make your media interview a resounding success.
  
  
• After the Presentation
  February 2004
  Your success will depend on a well-crafted follow-up.
  
  
• Do Not Call Does Not Matter
  February 2004
  Here are marketing tips that will have prospects calling you.
  
  
• A Little of This and a Little of That
  February 2004
  These tried and true practices will help ensure your clients' financial well-being.
  
  
• The Six Activities of Daily Working
  January 2004
  Follow these six steps if you don’t want to be taken out of your career.
  
  
• Making Marketing and Sales Work
  December 2003
  Keep your company on the right track with these strategies.
  
  
• Fears Conquered
  November 2003
  Your dreams may be another person’s nightmares.
  
  
• Capture Your Listeners
  October 2003
  These audience hooks will help you kick off your next speech.
  
  
• From Factfinding to Discovery
  September 2003
  Helping clients discover what they want for their financial future is the first step to a profitable relationship.
  
  
• Gapping for Growth
  September 2003
  This unique system will help you grow your business using existing clients.
  
  
• Do You Have Influence Skill?
  July 2003
  What can Barbara Walters teach you? Influence skill—it will get clients to listen to you and heed your advice.
  
  
• Handling Highly Appreciated Property
  July 2003
  This advice can help your clients sell their real estate with trusts.
  
  
• Words of Influence
  July 2003
  Mandy Bass believes salespeople who customize their messages for each client and prospect are more successful. Is she on to something?
  
  
• The Magic of Marketing
  June 2003
  Four successful advisors and a marketing expert give you their take on credibility, centers of influence, seminars and high-tech marketing.
  
  
• Selling Stability
  May 2003
  Emphasizing your current and future longevity is the key to closing the sale.
  
  
• Tough Times Call for Drastic Action
  May 2003
  Emphasizing your current and future longevity is the key to closing the sale.
  
  
• The Five-Question Interview
  April 2003
  With five questions you can get the stories that will turn prospects into clients.
  
  
• The Five Secrets of Seminar Success
  April 2003
  If you're new to seminars, or a savvy veteran, these tips will sharpen your game.
  
  
• Enhancing Your Image
  March 2003
  Looks do matter! This column will help you and your staff present the right image to your clients.
  
  
• 13 Great Ways to Kill Your Company's Marketing
  January 2003
  Good marketing doesn't come naturally. Here are 13 warning signs your marketing plan is off track.
  
  
• Credibility Marketing
  December 2002
  Writing an article showcases your expertise and may boost sales.
  
  
• Are You Chasing Sales or Creating Opportunities?
  October 2002
  Chasing sales instead of building your business could lead you down a slippery slope of mediocrity.
  
  
• It's All About Sales and Prospecting
  September 2002
  Are you struggling to make it to the top? It may be time to rethink your approach.
  
  
• My Best Sales Ideas
  September 2002
  Using two acronyms—FFREEDM and BUSINES—can help your clients see the bigger picture.
  
  
• The Sweet Science of Wit
  September 2002
  Whether it's over a round of golf or at a sales seminar, telling a good joke can help keep your clients smiling and listening.
  
  
• Broadcast Your Sales Message
  August 2002
  Make more sales by presenting yourself as if you were on the radio.
  
  
• Success Tips from the 75th Annual MDRT Meeting
  August 2002
  These hints can help you succeed in seminar selling and get you into the good habits of Top of the Table producers.
  
  
• Use Your Sense to Increase Business
  August 2002
  Boost supplemental sales by exercising good judgment and building relationships.
  
  
• Taking the Middle Road
  July 2002
  In the middle market, advisors find willing clients, abundant sales opportunities and a wellspring of referrals.
  
  
• Don't Be Fooled by Communication Mirages
  June 2002
  To be an effective communicator, be yourself rather than using entertainment-style techniques.
  
  
• In the Public Eye
  June 2002
  Publicity is a proven technique for building your business.
  
  
• Seven Steps to Better Cyber-Marketing
  May 2002
  A simple design and a focus on service may be your best website allies.
  
  
• Accumulation, Distribution and Legacy
  March 2002
  An MDRT producer shares some of the secrets of his success.
  
  
• Speak Up!
  February 2002
  Avoid the 10 deadly sins that will ruin your presentations.
  
  
• A Financial Advisor’s Guide to the Loyalty Ladder
  October 2001
  The best prospects are at the top of the ladder.
  
  
• Clinch the Sale: Take the High Road
  July 2001
  Salespeople who close the big deals know the value of their time. They also know how to project that value in what they are selling and use it to clinch the sale.
  
  
• The Middle Market Equals Opportunity
  July 2001
  Reach this untapped group with innovative voluntary workplace benefits.
  
  
• American Notebook: The Agents of Route US 66
  August 2000
  Those two words are enough to start anyone dreaming. Cobbled together from small town main streets, unpaved roads, two-lane thoroughfares and four-lane highways, the Mother Road still winds its way through America’s towns and cities, feeding the dreams of the American people.
  
  
• Information vs. Knowledge
  July 2000
  It is not enough to give information, or to have great sales skills or great products. We must continue to provide knowledge, judgment and a personal relationship.
  
  
• The Silver Bullet
  June 2000
  Somewhere out there is the answer to every objection ... right?
  
  
• Snags
  May 2000
  The road to a completed insurance sale, like that of true love, is never smooth. Bumps and snags and obstacles are inevitable. So, the editors of Advisor Today set out to discover the snags today’s advisors hit, and how they cope.
  
  

Motivation

• The Principles of Effective Closing
  January 2013
  You can acquire the ability to close sales and, through practice, you can perfect it.
  
  
• LTCI Is Sold, Not Bought
  September 2011
  Thinking outside the box is key to increased sales.
  
  
• Fessing Up
  September 2011
  Dealing with uncertainty is necessary to provide clients honest and appropriate recommendations.
  
  
• A GPS for Sales Success
  October 2010
  Your prospect can tell you exactly how you can get to your destination—a closed sale.
  
  
• The Magic of Multi-Purpose Marketing
  September 2010
  Take one good idea, use it in multiple ways and watch your business grow.
  
  
• Think Big
  July 2010
  These results-oriented activities will help your business skyrocket.
  
  
• The High-Quality Prospect
  April 2010
  Your prospect is interested if he asks questions or wants to meet you to discuss an idea.
  
  
• The True Path to Sales Success
  January 2010
  Closing a sale requires that you focus not on your prospect’s needs, problems or pain, but on what he wants.
  
  
• Why Some Sales Strategies Don’t Work
  July 2009
  Find out why they create problems—and how to fix them.
  
  
• Differentiating Yourself in a World of Sameness
  May 2009
  Follow these steps to stand out in the increasingly competitive world of employee benefits.
  
  
• Smooth the Way to a Sale
  April 2009
  Here are four tips from MDRT Top of the Table qualifier Van Mueller to help you initiate and close more sales.
  
  
• Create Your Essential Message
  January 2009
  Do you give a generic response—or worse yet, freeze up—when someone asks you what you do? Here are three steps to getting your message right.
  
  
• Build Your Business During This Recession
  December 2008
  Find out how one advisor put $60 million into her pipeline by hosting “Emergency Market Update” events. Follow her lead using these steps—and scripts.
  
  
• Want Referrals? Then Just Ask
  October 2008
  Many advisors do not ask clients for referrals to avoid embarrassment. Here’s a plan to gain referrals.
  
  
• More Tips for Your Marketing Plans
  August 2008
  These great ideas will put some sizzle in your marketing plans.
  
  
• When Is the Sale Made?
  July 2008
  Focus on the relationship, and the product sale will naturally follow.
  
  
• The Doctor Is In
  May 2008
  Conduct your prospect meetings like visits to the doctor, and you will never have to close a sale.
  
  
• Marketing in the Age of Compliance
  March 2008
  Try to keep your message simple and don?t try to reinvent the wheel.
  
  
• Go Where the Competition Isn't
  February 2008
  Take the road less traveled and watch your profits grow!
  
  
• If You Can't Hire a Good Salesperson ... Make One!
  January 2008
  Here's what you really need to look for to see if one of your employees may have the right stuff to succeed in sales—and the five questions he needs to answer confidently.
  
  
• And According To ...
  December 2007
  Use the power of the media to find and influence prospects.
  
  
• Six Things Your Clients Won't Tell You (And What to Do About Them)
  December 2007
  You don't have to be a mind-reader, instead refer to these tips when dealing with a reticent prospect or client.
  
  
• Bring Products to Life With a Story
  November 2007
  Here's a $10 million example of how storytelling can be put to work in your business.
  
  
• 61 Quick Tips to Marketing Success
  October 2007
  These marketing ideas are simple, easy-to-implement and will produce dramatic results if you follow them consistently.
  
  
• Marketing That Works
  October 2007
  Ads, banners, brochures—you've dished out money for each, but is that really the best use of your marketing dollars?
  
  
• Seminar Selling: Behind the Scenes
  October 2007
  You need to pay close attention to these key issues if you want to host a successful seminar.
  
  
• Ten Ways to Find Inspiration
  September 2007
  Your next marketing strategy should be a creative team effort from start to finish.
  
  
• Are You a Referral Wimp?
  September 2007
  You’ve avoided asking for referrals, for fear that you’ll come across as pushy or desperate—now’s the time to take action.
  
  
• Sales Ideas from the Top
  September 2007
  From the “calculator” sale to the small-business owner “assist,” this article has a tip for just about anyone.
  
  
• Speak the Language of the Affluent
  September 2007
  These five scripts will help you get the conversation started with your affluent prospects and clients.
  
  
• Tee Time
  September 2007
  The golf course is a wonderful place to spend four hours of quality time with affluent women clients.
  
  
• Reach New Heights
  August 2007
  The Million Dollar Round Table meeting in Denver inspired, motivated and delivered great ideas for running a more successful business.
  
  
• Pick a Position
  August 2007
  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.
  
  
• Surprise and Delight
  August 2007
  When you gather intelligence—when you ask questions and really listen to the answers—you’ll discover your prospects’ “passion points.”
  
  
• Seven Ways to Close a Sale
  July 2007
  These “soft-sell” strategies will help you get your clients to sign on the bottom line.
  
  
• Are You Emotionally Attractive?
  July 2007
  “Emotionally attractive” leaders are the future of business, says Tim Sanders, author of The Likeability Factor.
  
  
• People Love Specialists
  July 2007
  Concentrate on a professional niche and use this five-part interview process to build a relationship with these prospects.
  
  
• Referral Radar System
  June 2007
  This system will help you gauge whether a prospective referral partner is a keeper or a dead-end.
  
  
• Mind Reading 101—Really!
  May 2007
  It all begins with understanding how two “mental filters” work when your prospect or client is sitting in front of you.
  
  
• The Right Questions
  May 2007
  You can’t talk people into buying, but you can listen them into it. Questions are your greatest selling tool.
  
  
• Telling Your Story
  May 2007
  Sometimes you need to connect with a prospect in a more emotional way—that’s where your “story” comes in.
  
  
• The Other 80 Percent
  April 2007
  If everyone is competing for the same top-tier clients, that leaves the middle market wide open for you.
  
  
• Enhancing Your Practice
  April 2007
  Start by creating a unique process you can use over and over again.
  
  
• Don’t Do What Comes Naturally
  March 2007
  If you want to grow your business, try exploring nontraditional markets.
  
  
• Ideas From the Top
  March 2007
  NAIFA’s leaders share some time-tested ideas that have helped their businesses thrive.
  
  
• Another Idea From the Top
  March 2007
  You scored that all-important meeting with a prospect. A NAIFA trustee weighs in on how to start building trust at the beginning.
  
  
• The L-Factor
  February 2007
  Get more referrals from your centers of influence by being more likeable.
  
  
• Pick Me
  February 2007
  Here are six factors that influence a prospect’s decision to do business with you.
  
  
• Asking the Right Questions
  December 2006
  Advisors share key questions that get prospects thinking more seriously about their financial needs.
  
  
• Different Brains, Different Approaches
  November 2006
  Gender does matter when it comes to communication. Here are four pointers to help you navigate the gender maze effectively.
  
  
• The $2 Edge
  November 2006
  MDRT member Marc Silverman offers an idea that’ll pay off with your DI insurance prospects.
  
  
• Doing Worksite Right
  October 2006
  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.
  
  
• Know Your Market
  October 2006
  
  
• Whole vs. Term—Let the Prospect Do the Talking
  October 2006
  
  
• The Best Sales Ideas From the Past 100 Years
  September 2006
  Since its first appearance as Life Association News (LAN) in September 1906, Advisor Today has always offered great ideas for boosting sales. And so, on the 100th anniversary of the magazine, we bring you the best of these sales ideas to help you do what you do best: provide financial protection to the millions who need it.
  
  
• Full Coverage for Your Clients
  September 2006
  
  
• Selling Certainty
  September 2006
  Your clients will only stick with you if you offer them certainty—here are a few quick ideas to increase certainty in your business.
  
  
• LIAM Marketing Tools
  July 2006
  Are you ready for Life Insurance Awareness Month in September?
  
  
• The Advisor’s Report Card
  June 2006
  Let your clients grade you, and you’ll find better ways of meeting their expectations.
  
  
• The Giants of Sales
  June 2006
  There are four men who changed how we sell. See what these über salesmen can teach you.
  
  
• Use LIFE to Help You Make the Sale
  June 2006
  Save time and safeguard compliance with LIFE’s Financial Calculator.
  
  
• Creating a Personal Brand
  May 2006
  Here are 5 areas you need to focus on to polish the brand of “you.”
  
  
• What to Take to a Meeting
  April 2006
  A 16-year and a 40-year veteran explain how they set the stage for sales success.
  
  
• Tap Into Your Prospect’s Personality
  March 2006
  Good questions can help you figure out how to work with different types of people.
  
  
• Successful Prospecting
  February 2006
  A good way to gain more prospects is to meet your clients in their home.
  
  
• Sweat the Small Stuff
  February 2006
  These little changes might significantly improve your bottom line.
  
  
• Get Your Clients Thinking Bigger
  February 2006
  If your clients say they need more coverage, sell them more coverage.
  
  
• Becoming a Media Resource
  January 2006
  Follow these four steps to win over reporters and boost your sales.
  
  
• Seminar Selling
  January 2006
  Success entails the use of a client-driven approach.
  
  
• Specialize—And Succeed!
  January 2006
  If you want to double or triple your production, it’s time to narrow your focus.
  
  
• Make a Gross Comparison
  December 2005
  Use this tip for business-continuation planning.
  
  
• Making Effective Presentations
  December 2005
  These seven pointers will help you ace your next presentation.
  
  
• It’s Time to Sell the Problem
  December 2005
  For more success in closing sales, spend more time exploring client issues during the factfinder.
  
  
• Finding Prospects and Looking for Gold
  November 2005
  
  
• Immortalize Tithes
  November 2005
  Help your clients leave a legacy for their place of worship.
  
  
• Let Your Clients Help You Find Prospects
  October 2005
  Come to your annual review meeting well prepared to get referrals.
  
  
• Know Your Customer and Be Flexible
  October 2005
  Building good relationships is the key to building a profitable practice.
  
  
• Ace Your Presentation
  September 2005
  Learning when to lean back may be the ticket to closing the deal.
  
  
• Top Secrets of Top Producers
  September 2005
  Here are four ways to create a winning edge in your practice.
  
  
• I Object!
  September 2005
  Wondering what to do when your client says no?
  
  
• The Six Principles of Powerful Persuasion
  August 2005
  Do you want clients and prospects to say yes more often? Then you need to learn these principles.
  
  
• The Sales Power of Storytelling
  July 2005
  No matter how young you are, there is a story you can tell that will connect you with your older clients.
  
  
• A SHORTCUT TO THE CLOSE
  July 2005
  Ask prospects for their agenda early in a meeting.
  
  
• The Golden Spouse
  June 2005
  A simple question can get your clients into the DI-buying mindset.
  
  
• Four Under Forty: Advice for Success
  June 2005
  
  
• Top 10 Media Relations Tips—and More
  June 2005
  Learn what Million Dollar Round Table members already know about shining in print, and on radio and TV.
  
  
• Your Brand Identity
  June 2005
  It's time to get the word out about you and your services; just don't start with the New York Times
  
  
• Five Questions for Productive Presentations
  May 2005
  Go beyond the facts to the root of your clients’ needs.
  
  
• Banking on Clients
  April 2005
  No overhead and access to top-shelf clients are two reasons advisors move to banks.
  
  
• Forging a Working Relationship With Bankers
  April 2005
  Learn what a bank needs and wants from an advisor—plus tips on splitting commissions.
  
  
• The Give-Get Ratio
  April 2005
  These steps will help you get as much mileage as possible from your first contact with a client.
  
  
• Rev Up Your Referrals
  April 2005
  To encourage referrals, give blank phone directories to clients and prospects.
  
  
• Document Your Factfinder
  March 2005
  Turn your factfinders into a tool to keep clients.
  
  
• Give Your Business a Boost
  March 2005
  Updating your image and points-of-contact can go a long way to generating more top-shelf clients.
  
  
• Office-Directory Prospecting
  January 2005
  Your clients’ neighbors need your services, too.
  
  
• Take Action Now!
  January 2005
  Your annual marketing plan is useless unless you use it.
  
  
• Before, During and After
  November 2004
  Part of your sales success depends on how and when you impress your clients.
  
  
• Everything I’ve Learned …
  November 2004
  … About establishing and building client relationship.
  
  
• The Power of Niche Marketing
  November 2004
  Learn how to identify a proper niche and watch your sales soar.
  
  
• Reworking the Worksite
  November 2004
  Think the worksite only exists in office parks and industrial complexes? Think again.
  
  
• Winning at Worksite
  November 2004
  All it takes is careful preparation, commitment to the profession, willingness to educate employees and employers and an extraordinarily high level of service.
  
  
• Client Retention in a Down Market
  October 2004
  Find out how education and excellent customer service have helped this company to survive and thrive.
  
  
• Making Seminars Work
  October 2004
  Here are tips on getting the most out of your seminar experience.
  
  
• Top Sales Ideas
  October 2004
  From targeting the middle market to hosting free seminars, these ideas are sure to boost your production.
  
  
• Chicken Soup for the Brand Builder
  September 2004
  Here are some marketing tips from the co-author of the Chicken Soup series.
  
  
• Increase Your Profits
  September 2004
  There are only three ways to make more money in your business. Are you putting them to work?
  
  
• Solving the Sales Snag
  September 2004
  Here are some tips for overcoming common client objections.
  
  
• Worksite Seminar Success
  September 2004
  These tips will help you open the door to more sales.
  
  
• Ten Critical Questions Your Client Wants to Ask—But Probably Won't
  August 2004
  Shorten your sales cycle by having the answers to the questions your clients are thinking, but not asking.
  
  
• Insurance in the Heartland
  August 2004
  A look at how farmers and small-business owners use COLI to keep America working.
  
  
• WOW! MDRT's Annual Meeting
  August 2004
  Top producers gathered this year in Anaheim, Calif., for the annual MDRT meeting.
  
  
• Nuggets of MDRT Wisdom
  August 2004
  Here's a selection of the best inspirational quotes from this year's annual MDRT meeting.
  
  
• Boost Your Sales With a Regular Checkup
  July 2004
  Create strong relationships by meeting regularly with clients.
  
  
• “But You Never Asked”
  July 2004
  It is your obligation as an agent to speak to clients about the importance of DI coverage.
  
  
• Handling Numbers-Obsessed Clients
  July 2004
  Clients who check their portfolio like they check the weather can be troublesome—here's how to deal with them.
  
  
• Forming Strategic Partnerships
  July 2004
  Here's how one alliance helped double commission revenues.
  
  
• Be Flexible
  July 2004
  Don't hesitate to fix what's broken.
  
  
• Inspiring American Dreams
  June 2004
  The middle market is currently under-served, which could have serious repercussions for the insurance industry. But why is it being ignored? Marketing and selling to this group can increase your profits.
  
  
• Magic Notes
  June 2004
  To ensure you will close a sale, take comprehensive notes during the initial client meeting.
  
  
• Reps Lack Sales Skills
  June 2004
  Some sales reps have forgotten the basics of selling. Brush up on the fundamentals.
  
  
• Use a Needs Analysis With Your Clients
  June 2004
  Excerpted from our new sales book, learn to use the needs analysis as a sales tool.
  
  
• The Seven Problems—and Solutions—of Client Loyalty
  May 2004
  Personal relationships and understanding clients' needs will keep them coming back.
  
  
• Outsourcing Your Marketing Plan
  April 2004
  You’re not a marketing expert—here’s why you should hire someone who is.
  
  
• Advanced 20-Point Days
  March 2004
  A daily system for success, formulated by an industry master.
  
  
• Exercise Your Ears
  March 2004
  These listening tips will ensure you get the most out of client interviews.
  
  
• Soft Sell for Hard Times
  March 2004
  Be a counselor, not a high-pressure salesperson.
  
  
• Your PR Emergency Kit
  March 2004
  Make sure it contains everything you need to make your media interview a resounding success.
  
  
• After the Presentation
  February 2004
  Your success will depend on a well-crafted follow-up.
  
  
• Do Not Call Does Not Matter
  February 2004
  Here are marketing tips that will have prospects calling you.
  
  
• A Little of This and a Little of That
  February 2004
  These tried and true practices will help ensure your clients' financial well-being.
  
  
• The Six Activities of Daily Working
  January 2004
  Follow these six steps if you don’t want to be taken out of your career.
  
  
• Making Marketing and Sales Work
  December 2003
  Keep your company on the right track with these strategies.
  
  
• Fears Conquered
  November 2003
  Your dreams may be another person’s nightmares.
  
  
• Capture Your Listeners
  October 2003
  These audience hooks will help you kick off your next speech.
  
  
• From Factfinding to Discovery
  September 2003
  Helping clients discover what they want for their financial future is the first step to a profitable relationship.
  
  
• Gapping for Growth
  September 2003
  This unique system will help you grow your business using existing clients.
  
  
• Do You Have Influence Skill?
  July 2003
  What can Barbara Walters teach you? Influence skill—it will get clients to listen to you and heed your advice.
  
  
• Handling Highly Appreciated Property
  July 2003
  This advice can help your clients sell their real estate with trusts.
  
  
• Words of Influence
  July 2003
  Mandy Bass believes salespeople who customize their messages for each client and prospect are more successful. Is she on to something?
  
  
• The Magic of Marketing
  June 2003
  Four successful advisors and a marketing expert give you their take on credibility, centers of influence, seminars and high-tech marketing.
  
  
• Selling Stability
  May 2003
  Emphasizing your current and future longevity is the key to closing the sale.
  
  
• Tough Times Call for Drastic Action
  May 2003
  Emphasizing your current and future longevity is the key to closing the sale.
  
  
• The Five-Question Interview
  April 2003
  With five questions you can get the stories that will turn prospects into clients.
  
  
• The Five Secrets of Seminar Success
  April 2003
  If you're new to seminars, or a savvy veteran, these tips will sharpen your game.
  
  
• Enhancing Your Image
  March 2003
  Looks do matter! This column will help you and your staff present the right image to your clients.
  
  
• 13 Great Ways to Kill Your Company's Marketing
  January 2003
  Good marketing doesn't come naturally. Here are 13 warning signs your marketing plan is off track.
  
  
• Credibility Marketing
  December 2002
  Writing an article showcases your expertise and may boost sales.
  
  
• Are You Chasing Sales or Creating Opportunities?
  October 2002
  Chasing sales instead of building your business could lead you down a slippery slope of mediocrity.
  
  
• It's All About Sales and Prospecting
  September 2002
  Are you struggling to make it to the top? It may be time to rethink your approach.
  
  
• My Best Sales Ideas
  September 2002
  Using two acronyms—FFREEDM and BUSINES—can help your clients see the bigger picture.
  
  
• The Sweet Science of Wit
  September 2002
  Whether it's over a round of golf or at a sales seminar, telling a good joke can help keep your clients smiling and listening.
  
  
• Broadcast Your Sales Message
  August 2002
  Make more sales by presenting yourself as if you were on the radio.
  
  
• Success Tips from the 75th Annual MDRT Meeting
  August 2002
  These hints can help you succeed in seminar selling and get you into the good habits of Top of the Table producers.
  
  
• Use Your Sense to Increase Business
  August 2002
  Boost supplemental sales by exercising good judgment and building relationships.
  
  
• Taking the Middle Road
  July 2002
  In the middle market, advisors find willing clients, abundant sales opportunities and a wellspring of referrals.
  
  
• Don't Be Fooled by Communication Mirages
  June 2002
  To be an effective communicator, be yourself rather than using entertainment-style techniques.
  
  
• In the Public Eye
  June 2002
  Publicity is a proven technique for building your business.
  
  
• Seven Steps to Better Cyber-Marketing
  May 2002
  A simple design and a focus on service may be your best website allies.
  
  
• Accumulation, Distribution and Legacy
  March 2002
  An MDRT producer shares some of the secrets of his success.
  
  
• Speak Up!
  February 2002
  Avoid the 10 deadly sins that will ruin your presentations.
  
  
• A Financial Advisor’s Guide to the Loyalty Ladder
  October 2001
  The best prospects are at the top of the ladder.
  
  
• Clinch the Sale: Take the High Road
  July 2001
  Salespeople who close the big deals know the value of their time. They also know how to project that value in what they are selling and use it to clinch the sale.
  
  
• The Middle Market Equals Opportunity
  July 2001
  Reach this untapped group with innovative voluntary workplace benefits.
  
  
• American Notebook: The Agents of Route US 66
  August 2000
  Those two words are enough to start anyone dreaming. Cobbled together from small town main streets, unpaved roads, two-lane thoroughfares and four-lane highways, the Mother Road still winds its way through America’s towns and cities, feeding the dreams of the American people.
  
  
• Information vs. Knowledge
  July 2000
  It is not enough to give information, or to have great sales skills or great products. We must continue to provide knowledge, judgment and a personal relationship.
  
  
• The Silver Bullet
  June 2000
  Somewhere out there is the answer to every objection ... right?
  
  
• Snags
  May 2000
  The road to a completed insurance sale, like that of true love, is never smooth. Bumps and snags and obstacles are inevitable. So, the editors of Advisor Today set out to discover the snags today’s advisors hit, and how they cope.
  
  

Cultivating Success

• The Principles of Effective Closing
  January 2013
  You can acquire the ability to close sales and, through practice, you can perfect it.
  
  
• LTCI Is Sold, Not Bought
  September 2011
  Thinking outside the box is key to increased sales.
  
  
• Fessing Up
  September 2011
  Dealing with uncertainty is necessary to provide clients honest and appropriate recommendations.
  
  
• A GPS for Sales Success
  October 2010
  Your prospect can tell you exactly how you can get to your destination—a closed sale.
  
  
• The Magic of Multi-Purpose Marketing
  September 2010
  Take one good idea, use it in multiple ways and watch your business grow.
  
  
• Think Big
  July 2010
  These results-oriented activities will help your business skyrocket.
  
  
• The High-Quality Prospect
  April 2010
  Your prospect is interested if he asks questions or wants to meet you to discuss an idea.
  
  
• The True Path to Sales Success
  January 2010
  Closing a sale requires that you focus not on your prospect’s needs, problems or pain, but on what he wants.
  
  
• Why Some Sales Strategies Don’t Work
  July 2009
  Find out why they create problems—and how to fix them.
  
  
• Differentiating Yourself in a World of Sameness
  May 2009
  Follow these steps to stand out in the increasingly competitive world of employee benefits.
  
  
• Smooth the Way to a Sale
  April 2009
  Here are four tips from MDRT Top of the Table qualifier Van Mueller to help you initiate and close more sales.
  
  
• Create Your Essential Message
  January 2009
  Do you give a generic response—or worse yet, freeze up—when someone asks you what you do? Here are three steps to getting your message right.
  
  
• Build Your Business During This Recession
  December 2008
  Find out how one advisor put $60 million into her pipeline by hosting “Emergency Market Update” events. Follow her lead using these steps—and scripts.
  
  
• Want Referrals? Then Just Ask
  October 2008
  Many advisors do not ask clients for referrals to avoid embarrassment. Here’s a plan to gain referrals.
  
  
• More Tips for Your Marketing Plans
  August 2008
  These great ideas will put some sizzle in your marketing plans.
  
  
• When Is the Sale Made?
  July 2008
  Focus on the relationship, and the product sale will naturally follow.
  
  
• The Doctor Is In
  May 2008
  Conduct your prospect meetings like visits to the doctor, and you will never have to close a sale.
  
  
• Marketing in the Age of Compliance
  March 2008
  Try to keep your message simple and don?t try to reinvent the wheel.
  
  
• Go Where the Competition Isn't
  February 2008
  Take the road less traveled and watch your profits grow!
  
  
• If You Can't Hire a Good Salesperson ... Make One!
  January 2008
  Here's what you really need to look for to see if one of your employees may have the right stuff to succeed in sales—and the five questions he needs to answer confidently.
  
  
• And According To ...
  December 2007
  Use the power of the media to find and influence prospects.
  
  
• Six Things Your Clients Won't Tell You (And What to Do About Them)
  December 2007
  You don't have to be a mind-reader, instead refer to these tips when dealing with a reticent prospect or client.
  
  
• Bring Products to Life With a Story
  November 2007
  Here's a $10 million example of how storytelling can be put to work in your business.
  
  
• 61 Quick Tips to Marketing Success
  October 2007
  These marketing ideas are simple, easy-to-implement and will produce dramatic results if you follow them consistently.
  
  
• Marketing That Works
  October 2007
  Ads, banners, brochures—you've dished out money for each, but is that really the best use of your marketing dollars?
  
  
• Seminar Selling: Behind the Scenes
  October 2007
  You need to pay close attention to these key issues if you want to host a successful seminar.
  
  
• Ten Ways to Find Inspiration
  September 2007
  Your next marketing strategy should be a creative team effort from start to finish.
  
  
• Are You a Referral Wimp?
  September 2007
  You’ve avoided asking for referrals, for fear that you’ll come across as pushy or desperate—now’s the time to take action.
  
  
• Sales Ideas from the Top
  September 2007
  From the “calculator” sale to the small-business owner “assist,” this article has a tip for just about anyone.
  
  
• Speak the Language of the Affluent
  September 2007
  These five scripts will help you get the conversation started with your affluent prospects and clients.
  
  
• Tee Time
  September 2007
  The golf course is a wonderful place to spend four hours of quality time with affluent women clients.
  
  
• Reach New Heights
  August 2007
  The Million Dollar Round Table meeting in Denver inspired, motivated and delivered great ideas for running a more successful business.
  
  
• Pick a Position
  August 2007
  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.
  
  
• Surprise and Delight
  August 2007
  When you gather intelligence—when you ask questions and really listen to the answers—you’ll discover your prospects’ “passion points.”
  
  
• Seven Ways to Close a Sale
  July 2007
  These “soft-sell” strategies will help you get your clients to sign on the bottom line.
  
  
• Are You Emotionally Attractive?
  July 2007
  “Emotionally attractive” leaders are the future of business, says Tim Sanders, author of The Likeability Factor.
  
  
• People Love Specialists
  July 2007
  Concentrate on a professional niche and use this five-part interview process to build a relationship with these prospects.
  
  
• Referral Radar System
  June 2007
  This system will help you gauge whether a prospective referral partner is a keeper or a dead-end.
  
  
• Mind Reading 101—Really!
  May 2007
  It all begins with understanding how two “mental filters” work when your prospect or client is sitting in front of you.
  
  
• The Right Questions
  May 2007
  You can’t talk people into buying, but you can listen them into it. Questions are your greatest selling tool.
  
  
• Telling Your Story
  May 2007
  Sometimes you need to connect with a prospect in a more emotional way—that’s where your “story” comes in.
  
  
• The Other 80 Percent
  April 2007
  If everyone is competing for the same top-tier clients, that leaves the middle market wide open for you.
  
  
• Enhancing Your Practice
  April 2007
  Start by creating a unique process you can use over and over again.
  
  
• Don’t Do What Comes Naturally
  March 2007
  If you want to grow your business, try exploring nontraditional markets.
  
  
• Ideas From the Top
  March 2007
  NAIFA’s leaders share some time-tested ideas that have helped their businesses thrive.
  
  
• Another Idea From the Top
  March 2007
  You scored that all-important meeting with a prospect. A NAIFA trustee weighs in on how to start building trust at the beginning.
  
  
• The L-Factor
  February 2007
  Get more referrals from your centers of influence by being more likeable.
  
  
• Pick Me
  February 2007
  Here are six factors that influence a prospect’s decision to do business with you.
  
  
• Asking the Right Questions
  December 2006
  Advisors share key questions that get prospects thinking more seriously about their financial needs.
  
  
• Different Brains, Different Approaches
  November 2006
  Gender does matter when it comes to communication. Here are four pointers to help you navigate the gender maze effectively.
  
  
• The $2 Edge
  November 2006
  MDRT member Marc Silverman offers an idea that’ll pay off with your DI insurance prospects.
  
  
• Doing Worksite Right
  October 2006
  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.
  
  
• Know Your Market
  October 2006
  
  
• Whole vs. Term—Let the Prospect Do the Talking
  October 2006
  
  
• The Best Sales Ideas From the Past 100 Years
  September 2006
  Since its first appearance as Life Association News (LAN) in September 1906, Advisor Today has always offered great ideas for boosting sales. And so, on the 100th anniversary of the magazine, we bring you the best of these sales ideas to help you do what you do best: provide financial protection to the millions who need it.
  
  
• Full Coverage for Your Clients
  September 2006
  
  
• Selling Certainty
  September 2006
  Your clients will only stick with you if you offer them certainty—here are a few quick ideas to increase certainty in your business.
  
  
• LIAM Marketing Tools
  July 2006
  Are you ready for Life Insurance Awareness Month in September?
  
  
• The Advisor’s Report Card
  June 2006
  Let your clients grade you, and you’ll find better ways of meeting their expectations.
  
  
• The Giants of Sales
  June 2006
  There are four men who changed how we sell. See what these über salesmen can teach you.
  
  
• Use LIFE to Help You Make the Sale
  June 2006
  Save time and safeguard compliance with LIFE’s Financial Calculator.
  
  
• Creating a Personal Brand
  May 2006
  Here are 5 areas you need to focus on to polish the brand of “you.”
  
  
• What to Take to a Meeting
  April 2006
  A 16-year and a 40-year veteran explain how they set the stage for sales success.
  
  
• Tap Into Your Prospect’s Personality
  March 2006
  Good questions can help you figure out how to work with different types of people.
  
  
• Successful Prospecting
  February 2006
  A good way to gain more prospects is to meet your clients in their home.
  
  
• Sweat the Small Stuff
  February 2006
  These little changes might significantly improve your bottom line.
  
  
• Get Your Clients Thinking Bigger
  February 2006
  If your clients say they need more coverage, sell them more coverage.
  
  
• Becoming a Media Resource
  January 2006
  Follow these four steps to win over reporters and boost your sales.
  
  
• Seminar Selling
  January 2006
  Success entails the use of a client-driven approach.
  
  
• Specialize—And Succeed!
  January 2006
  If you want to double or triple your production, it’s time to narrow your focus.
  
  
• Make a Gross Comparison
  December 2005
  Use this tip for business-continuation planning.
  
  
• Making Effective Presentations
  December 2005
  These seven pointers will help you ace your next presentation.
  
  
• It’s Time to Sell the Problem
  December 2005
  For more success in closing sales, spend more time exploring client issues during the factfinder.
  
  
• Finding Prospects and Looking for Gold
  November 2005
  
  
• Immortalize Tithes
  November 2005
  Help your clients leave a legacy for their place of worship.
  
  
• Let Your Clients Help You Find Prospects
  October 2005
  Come to your annual review meeting well prepared to get referrals.
  
  
• Know Your Customer and Be Flexible
  October 2005
  Building good relationships is the key to building a profitable practice.
  
  
• Ace Your Presentation
  September 2005
  Learning when to lean back may be the ticket to closing the deal.
  
  
• Top Secrets of Top Producers
  September 2005
  Here are four ways to create a winning edge in your practice.
  
  
• I Object!
  September 2005
  Wondering what to do when your client says no?
  
  
• The Six Principles of Powerful Persuasion
  August 2005
  Do you want clients and prospects to say yes more often? Then you need to learn these principles.
  
  
• The Sales Power of Storytelling
  July 2005
  No matter how young you are, there is a story you can tell that will connect you with your older clients.
  
  
• A SHORTCUT TO THE CLOSE
  July 2005
  Ask prospects for their agenda early in a meeting.
  
  
• The Golden Spouse
  June 2005
  A simple question can get your clients into the DI-buying mindset.
  
  
• Four Under Forty: Advice for Success
  June 2005
  
  
• Top 10 Media Relations Tips—and More
  June 2005
  Learn what Million Dollar Round Table members already know about shining in print, and on radio and TV.
  
  
• Your Brand Identity
  June 2005
  It's time to get the word out about you and your services; just don't start with the New York Times
  
  
• Five Questions for Productive Presentations
  May 2005
  Go beyond the facts to the root of your clients’ needs.
  
  
• Banking on Clients
  April 2005
  No overhead and access to top-shelf clients are two reasons advisors move to banks.
  
  
• Forging a Working Relationship With Bankers
  April 2005
  Learn what a bank needs and wants from an advisor—plus tips on splitting commissions.
  
  
• The Give-Get Ratio
  April 2005
  These steps will help you get as much mileage as possible from your first contact with a client.
  
  
• Rev Up Your Referrals
  April 2005
  To encourage referrals, give blank phone directories to clients and prospects.
  
  
• Document Your Factfinder
  March 2005
  Turn your factfinders into a tool to keep clients.
  
  
• Give Your Business a Boost
  March 2005
  Updating your image and points-of-contact can go a long way to generating more top-shelf clients.
  
  
• Office-Directory Prospecting
  January 2005
  Your clients’ neighbors need your services, too.
  
  
• Take Action Now!
  January 2005
  Your annual marketing plan is useless unless you use it.
  
  
• Before, During and After
  November 2004
  Part of your sales success depends on how and when you impress your clients.
  
  
• Everything I’ve Learned …
  November 2004
  … About establishing and building client relationship.
  
  
• The Power of Niche Marketing
  November 2004
  Learn how to identify a proper niche and watch your sales soar.
  
  
• Reworking the Worksite
  November 2004
  Think the worksite only exists in office parks and industrial complexes? Think again.
  
  
• Winning at Worksite
  November 2004
  All it takes is careful preparation, commitment to the profession, willingness to educate employees and employers and an extraordinarily high level of service.
  
  
• Client Retention in a Down Market
  October 2004
  Find out how education and excellent customer service have helped this company to survive and thrive.
  
  
• Making Seminars Work
  October 2004
  Here are tips on getting the most out of your seminar experience.
  
  
• Top Sales Ideas
  October 2004
  From targeting the middle market to hosting free seminars, these ideas are sure to boost your production.
  
  
• Chicken Soup for the Brand Builder
  September 2004
  Here are some marketing tips from the co-author of the Chicken Soup series.
  
  
• Increase Your Profits
  September 2004
  There are only three ways to make more money in your business. Are you putting them to work?
  
  
• Solving the Sales Snag
  September 2004
  Here are some tips for overcoming common client objections.
  
  
• Worksite Seminar Success
  September 2004
  These tips will help you open the door to more sales.
  
  
• Ten Critical Questions Your Client Wants to Ask—But Probably Won't
  August 2004
  Shorten your sales cycle by having the answers to the questions your clients are thinking, but not asking.
  
  
• Insurance in the Heartland
  August 2004
  A look at how farmers and small-business owners use COLI to keep America working.
  
  
• WOW! MDRT's Annual Meeting
  August 2004
  Top producers gathered this year in Anaheim, Calif., for the annual MDRT meeting.
  
  
• Nuggets of MDRT Wisdom
  August 2004
  Here's a selection of the best inspirational quotes from this year's annual MDRT meeting.
  
  
• Boost Your Sales With a Regular Checkup
  July 2004
  Create strong relationships by meeting regularly with clients.
  
  
• “But You Never Asked”
  July 2004
  It is your obligation as an agent to speak to clients about the importance of DI coverage.
  
  
• Handling Numbers-Obsessed Clients
  July 2004
  Clients who check their portfolio like they check the weather can be troublesome—here's how to deal with them.
  
  
• Forming Strategic Partnerships
  July 2004
  Here's how one alliance helped double commission revenues.
  
  
• Be Flexible
  July 2004
  Don't hesitate to fix what's broken.
  
  
• Inspiring American Dreams
  June 2004
  The middle market is currently under-served, which could have serious repercussions for the insurance industry. But why is it being ignored? Marketing and selling to this group can increase your profits.
  
  
• Magic Notes
  June 2004
  To ensure you will close a sale, take comprehensive notes during the initial client meeting.
  
  
• Reps Lack Sales Skills
  June 2004
  Some sales reps have forgotten the basics of selling. Brush up on the fundamentals.
  
  
• Use a Needs Analysis With Your Clients
  June 2004
  Excerpted from our new sales book, learn to use the needs analysis as a sales tool.
  
  
• The Seven Problems—and Solutions—of Client Loyalty
  May 2004
  Personal relationships and understanding clients' needs will keep them coming back.
  
  
• Outsourcing Your Marketing Plan
  April 2004
  You’re not a marketing expert—here’s why you should hire someone who is.
  
  
• Advanced 20-Point Days
  March 2004
  A daily system for success, formulated by an industry master.
  
  
• Exercise Your Ears
  March 2004
  These listening tips will ensure you get the most out of client interviews.
  
  
• Soft Sell for Hard Times
  March 2004
  Be a counselor, not a high-pressure salesperson.
  
  
• Your PR Emergency Kit
  March 2004
  Make sure it contains everything you need to make your media interview a resounding success.
  
  
• After the Presentation
  February 2004
  Your success will depend on a well-crafted follow-up.
  
  
• Do Not Call Does Not Matter
  February 2004
  Here are marketing tips that will have prospects calling you.
  
  
• A Little of This and a Little of That
  February 2004
  These tried and true practices will help ensure your clients' financial well-being.
  
  
• The Six Activities of Daily Working
  January 2004
  Follow these six steps if you don’t want to be taken out of your career.
  
  
• Making Marketing and Sales Work
  December 2003
  Keep your company on the right track with these strategies.
  
  
• Fears Conquered
  November 2003
  Your dreams may be another person’s nightmares.
  
  
• Capture Your Listeners
  October 2003
  These audience hooks will help you kick off your next speech.
  
  
• From Factfinding to Discovery
  September 2003
  Helping clients discover what they want for their financial future is the first step to a profitable relationship.
  
  
• Gapping for Growth
  September 2003
  This unique system will help you grow your business using existing clients.
  
  
• Do You Have Influence Skill?
  July 2003
  What can Barbara Walters teach you? Influence skill—it will get clients to listen to you and heed your advice.
  
  
• Handling Highly Appreciated Property
  July 2003
  This advice can help your clients sell their real estate with trusts.
  
  
• Words of Influence
  July 2003
  Mandy Bass believes salespeople who customize their messages for each client and prospect are more successful. Is she on to something?
  
  
• The Magic of Marketing
  June 2003
  Four successful advisors and a marketing expert give you their take on credibility, centers of influence, seminars and high-tech marketing.
  
  
• Selling Stability
  May 2003
  Emphasizing your current and future longevity is the key to closing the sale.
  
  
• Tough Times Call for Drastic Action
  May 2003
  Emphasizing your current and future longevity is the key to closing the sale.
  
  
• The Five-Question Interview
  April 2003
  With five questions you can get the stories that will turn prospects into clients.
  
  
• The Five Secrets of Seminar Success
  April 2003
  If you're new to seminars, or a savvy veteran, these tips will sharpen your game.
  
  
• Enhancing Your Image
  March 2003
  Looks do matter! This column will help you and your staff present the right image to your clients.
  
  
• 13 Great Ways to Kill Your Company's Marketing
  January 2003
  Good marketing doesn't come naturally. Here are 13 warning signs your marketing plan is off track.
  
  
• Credibility Marketing
  December 2002
  Writing an article showcases your expertise and may boost sales.
  
  
• Are You Chasing Sales or Creating Opportunities?
  October 2002
  Chasing sales instead of building your business could lead you down a slippery slope of mediocrity.
  
  
• It's All About Sales and Prospecting
  September 2002
  Are you struggling to make it to the top? It may be time to rethink your approach.
  
  
• My Best Sales Ideas
  September 2002
  Using two acronyms—FFREEDM and BUSINES—can help your clients see the bigger picture.
  
  
• The Sweet Science of Wit
  September 2002
  Whether it's over a round of golf or at a sales seminar, telling a good joke can help keep your clients smiling and listening.
  
  
• Broadcast Your Sales Message
  August 2002
  Make more sales by presenting yourself as if you were on the radio.
  
  
• Success Tips from the 75th Annual MDRT Meeting
  August 2002
  These hints can help you succeed in seminar selling and get you into the good habits of Top of the Table producers.
  
  
• Use Your Sense to Increase Business
  August 2002
  Boost supplemental sales by exercising good judgment and building relationships.
  
  
• Taking the Middle Road
  July 2002
  In the middle market, advisors find willing clients, abundant sales opportunities and a wellspring of referrals.
  
  
• Don't Be Fooled by Communication Mirages
  June 2002
  To be an effective communicator, be yourself rather than using entertainment-style techniques.
  
  
• In the Public Eye
  June 2002
  Publicity is a proven technique for building your business.
  
  
• Seven Steps to Better Cyber-Marketing
  May 2002
  A simple design and a focus on service may be your best website allies.
  
  
• Accumulation, Distribution and Legacy
  March 2002
  An MDRT producer shares some of the secrets of his success.
  
  
• Speak Up!
  February 2002
  Avoid the 10 deadly sins that will ruin your presentations.
  
  
• A Financial Advisor’s Guide to the Loyalty Ladder
  October 2001
  The best prospects are at the top of the ladder.
  
  
• Clinch the Sale: Take the High Road
  July 2001
  Salespeople who close the big deals know the value of their time. They also know how to project that value in what they are selling and use it to clinch the sale.
  
  
• The Middle Market Equals Opportunity
  July 2001
  Reach this untapped group with innovative voluntary workplace benefits.
  
  
• American Notebook: The Agents of Route US 66
  August 2000
  Those two words are enough to start anyone dreaming. Cobbled together from small town main streets, unpaved roads, two-lane thoroughfares and four-lane highways, the Mother Road still winds its way through America’s towns and cities, feeding the dreams of the American people.
  
  
• Information vs. Knowledge
  July 2000
  It is not enough to give information, or to have great sales skills or great products. We must continue to provide knowledge, judgment and a personal relationship.
  
  
• The Silver Bullet
  June 2000
  Somewhere out there is the answer to every objection ... right?
  
  
• Snags
  May 2000
  The road to a completed insurance sale, like that of true love, is never smooth. Bumps and snags and obstacles are inevitable. So, the editors of Advisor Today set out to discover the snags today’s advisors hit, and how they cope.