Sales and Marketing

Brokers send mixed messages on technology needs, strategy and spending plans in EBA’s second annual technology survey.

Commentary: After a terrific phone conversation, a prospect hangs up before booking an appointment. Consider sending a handwritten note to thank them for hanging up on you, and you just may close the sale, says adviser Eric Silverman.

Commentary: Statistics show this is an industry that doesn’t believe in social selling. Too many agencies are not meeting goals at the same time they are rejecting social selling business practices.

Commentary: Brokers don't achieve high organic growth by accident. Successful agencies and brokers have their eyes up — they consistently look ahead, and this foresight drives thoughtful planning that leads to an effective execution strategy, says Zywave's Dave O'Brien.

Commentary: A new opportunity has emerged, and we have entered another inflection point in an era of change. What each of us does next could very well determine our long-term destiny, says Digital’s Mike Sullivan.

Many individuals think coverage is too expensive or unnecessary in certain stages of life — that’s why advisers need to emphasize the true cost of a policy and help clients think about their future when discussing life insurance.

Commentary: The company’s new tactic of comparing itself to brokerages across the country “goes beyond the line of ethical standards,” says HR Technology Advisors' Joe Markland.

Commentary: With most businesses, ours included, we derive 80% of our revenue from 20% of our clients. Frequently, we don’t take the time to analyze the characteristics of the 20%, says EBA Advisory Board member Andy Torelli.

Commentary: Applying advice from two legendary coaches, adviser Eric Silverman shares the mantra that drives his recruitment efforts and creates the office culture that produces consistent levels of success for his entire team.

Commentary: Many first impressions crash and burn because people are trying to present themselves as something they’re not. Here are four ways to avoid that fate.