I just read a wonderful book called "How to Succeed Selling Life Insurance in spite of being a nice person".
It's an easy read. I finished it in an evening.
The book begins with Athena Ghion's own story about the trouble she had learning the ropes from a manager who wanted her to just peddle policies. His sales methods made her uncomfortable, and she doubted their ethics.
To counter this negative background she developed her own methods of presenting, selling, and following up on cases. She also switched to another general agency.
Her income skyrocketed! She made $105,193.25 in 2001 from just one insurer. Add in her earnings on policies placed through other companies, and Athena made 10 times more commissions in that year than in her previous years!
Besides a more positive environment, and outlook, the secret of her success is the manner in which she explains the benefits of permanent policies (Universal and Whole Life) to prospects. And the author gives you full details of how she does this, so you can do it the same way. This explanation alone is worth the price of the book.
Her techniques are readily transferable to both new recruits, and experienced life underwriters, so if your sales need a boost, this book could be the way to get it.
If you want to sell life insurance properly and feel good about what you're doing buy this book.
It is comprehensive, fresh, subtle, profound, inspiring, and educational. And the author's style of writing adds to its pleasure.
She feels your relationship with the client is primary, the sale is secondary, so if you have a different standard, look elsewhere.
Much of the pleasure in reading this book comes from knowing that it is from "the horse's mouth", written by a lady, who suffered the dark side of our business, and rose above it.
Now, instead of keeping it to herself, Athena shares what she learned, and taught herself, in "How to Succeed Selling Life Insurance in spite of being a nice person".
What a great present to give yourself!
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Want more commissions with less pain? Need more qualified prospects? Seeking high-earning referrals? Go to http://www.New-TIP.com, and join this group of insurance sellers now!
A Life Insurance Success Story - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
free ezine. To get more ideas on marketing
your services, plus
free ebooks, subscribe now at www.eTIP.ca/
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