Pipeline Insurance

The Pipeline

Insurance is one of those things that everyone has but nobody really wants. In some ways, we feel that we are throwing money away, until that rainy day or unforeseen event arrives, and we are all too happy to have the insurance. By Tibor Shanto – tibor.shanto@sellbetter.ca .

The causes of objections when selling insurance

The Science and Art of Selling

A prospect may flatly refuse to consider life insurance, as such, because the idea does not fit in with his existing fund of experiences. The prospect may actually see no need for insurance or feel that he or she can’t afford it.

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Four Obligations Every Insurance Agent Has

The Science and Art of Selling

You, like every other successful insurance agent, should be interested in any movement which works toward human betterment; but there are certain fields in which your profession enables you to do particularly valuable work: 1.

Two Types of Objections When Selling Insurance

The Science and Art of Selling

He may, on the other hand, wish the insurance, but raise the objection because of a mortgage on his home which must be lifted, not realizing the important part insurance would play in covering the mortgage if anything happened to him.

Meeting Objections When Selling Insurance

The Science and Art of Selling

The average insurance agent can remark that he or she can never launch forth into a presentation without fear of encountering some opposition, and that no sale is made without meeting objections.

How PURE Insurance Built a Customer-Obsessed Business

The 1to1 Media Blog

PURE insurance is using its customer-obsessed business model to stand out in the insurance industry. Since its start in 2006, PURE has grown more than 40 percent each year, and has one of the highest Net Promoter Scores in any industry. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. Customer Engagement Customer Loyalty Customer Service Customer Strategy customerobsessedbusiness forrester pure

“Paws” for THIS Customer Experience Story :-)

Bob Burg's Blog

Also, fortunately, Nancy had taken out an insurance policy from Healthy Paws Pet Insurance & Foundation when she first got Simone. Being that the bill was $3500, the insurance came in very handy.

3 Ways to Put Potential Clients at Ease

Tom Hopkins

Financial Services financial services financial services training how to sell how to sell insurance insurance sales selling financial services selling insuranceTo grow a successful business, it’s important to learn to put potential clients at ease.

ACT 14

Taking the lead with lead quality insights


Insurance Lead Management Mortgage Sales AutomationNot all leads are equal, but too often we treat them that way. This new infographic, based on recent Leads360 research , sheds light on attributes that make one lead more likely than the next to convert. How significant are the findings?

Solving the healthcare crisis

Mukesh Gupta

But then, we did not complain, as there was no financial burden on us, as the cost of hospitalization would be covered by our health insurance policy. In my opinion, a big reason for the escalating healthcare costs in India is the fact that “Health Insurance companies are willing to reimburse the cost of treatment only if the patient gets admitted in the hospital. Now, imagine my plight if I did not have an insurance policy to cover my health.

Sales CRM for Small Businesses with BIG Ambition


CRM Dialer Software Education Insurance Lead Management Marketing Mortgage Sales Automation email marketing enrollment management Express Inside sales insurance CRM lead distribution lead nurturing leads360 Leads360 Express mortgage CRM sales sales CRM small business CRM small business sales CRM

The Foundation of a Financial Services Career

Tom Hopkins

Financial Services attitude motivation selling insurance selling skills Tom Hopkins tom hopkins sales training The foundation of your financial services career includes your attitude, enthusiasm and goals.

Guest Post: 3 Bogus Insurance Claims Gone Terribly Awry

Jonathan Farrington

All three have been used as key pieces to insurance extortion plots that resulted in prison sentences. Unfortunately it’s you, the law-abiding consumer, who ends up paying for these wild flights of insurance scam insanity. Suncorp Life Insurance is one of Australias leading providers.

Salespeople: Whatever Happened to Taking Risk?


We’ve insured […]. In today’s mega-technological super-convenience society, we’ve all but lost sight of one particular fact: Life is a risk. We’ve built walls, dams and roofs to keep it out. We’ve armed ourselves with the latest inoculations to keep risk from making us sick.

Health Insurers Prepare for the Affordable Care Act

The 1to1 Media Blog

And, as the "2013 Consumer Health Care Market Report" by The Agency Inside Harte-Hanks highlights, many insurers are not yet prepared to handle the projected number of inquiries, either.

Cut Lead Costs in Half and Increase Sales Revenue by 105 Percent

The Sales Insider

Auto Dialer Dialer Dialers Execution Inside Sales Lead Management Lead Nurturing Lead Response Phone Dialer Software Predictive Dialers colorado insurance increase sales revenue insurance PowerDialer Predictive Dialer Sales sales revenueA client of ours recently increased their sales revenue by 105 percent by implementing PowerDialer. Do I have your attention, yet? Using a standard predictive dialer, our client was lucky if they made 25 outbound calls a day. By simply Read more.

10 Sales Tactics Guaranteed to Capture Your Prospect’s Attention


I recently uncovered some compelling data in a series of conversations I had with decision makers representing several industries, including: insurance services, publishing, hospitality, communications, manufacturing, hardware supplies, a post-secondary institution, and pharmaceuticals.

Financial Services Selling Skills – Guidelines for Asking Questions

Tom Hopkins

Financial Services asking for the business financial services insurance questioning strategies sales closing sales skills selling skills talking with clientsThree Guidelines for Asking Questions Because asking good questions is such an integral part of good selling I’ve given the matter a lot of study and thought over the years. I’ve boiled down all that knowledge into three basic guidelines. Guideline #1. Establish a bond before you attempt to control the process with questions.

Revenue Uncertainty Part II: Putting Uncertainty to Work at Your Company


I figured the car’s owner to be either a risk manager or an insurance agent. Last year I snapped a photo of a curious bumper sticker, and posted it on Facebook. It read, If you’re prepared for flying irradiated zombies that can swim, then you’re prepared for anything.

Putting lead scoring to work for sales


Education Insurance Lead Management Mortgage Sales Automation big data lead assignment lead distribution lead management CRM lead management software lead scoring sales 2.0 Just like a judge on Dancing with the Stars, sales reps all interpret lead quality differently.

When Serving Is Selling: The Fuzzy Line Between #CustServe and #Sales


Serving is selling I recently struck up a conversation with my insurance agent, Kevin, about the link between customer service and sales. We both agreed that the line separating these two distinct disciplines is fuzzy. Where does customer service stop and selling start?

The Craziest, Most Unusual Sales Selection Criteria and What Really Works

Understanding the Sales Force

Life insurance, where turnover can run as high as 90%, is a perfect example of this. Insurance industry executives say that it's perfectly normal. However, outside of the insurance industry, most executives will try just about any remedy to stop the discomfort.

New! Insurance Email Marketing Templates

Inside Campaigner

You can find these in the Insurance template category. We've created email templates for Allstate, Liberty, Nationwide, Progressive, StateFarm, WellsFargo as well as easily editable generic version for other insurance companies and independant insurance brokers.

Is it an Expense or an Investment?

Anthony Cole Training

I just returned from the 2016 Bank Insurance and Securities Association annual convention. As always, it is a great event where competitors come together to discuss processes and strategies to deal with the challenges of growing financial institution-owned investment (broker) programs.

Insurance Incentive Compensation Management Applications


Insurance companies are often a world apart in incentive compensation. Specific insurance-industry requirements have led many solutions to focus only on that vertical, and many other more generic solutions are adding insurance functionality and gaining more knowledge of that industry.


Charting a Path to Strategic Alignment

Sales Benchmark Index

Keith Cox is vice president, Americas, at UPS Capital, a UPS company focused on providing finance and insurance to businesses with physical supply chains.

Insurance ICM Industry Market Overview


Gartner released a market overview specific to the insurance incentive compensation industry. For those who haven’t seen it or don’t have access to it, here is a summary of what I found to be the most interesting facts: There are 9 main ICM vendors in the life, property and casuality (P&C), and health insurance industry: ActekSoft, Callidus Software, CSC, CSSI, MajescoMastek, SAP, SunGard, Synygy and Versata.

The REALLY BIG Upselling Sales Mistake

Increase Sales

Insurance Non-Health – The agent wants all the insurance and provides a solution including insurance not requested by the prospect.

Onboarding: One Key to Successful Hiring

Anthony Cole Training

We specialize in financial services, banking and insurance. In January, we launched Hire Better Salespeople. It is the recruiting business solution to help companies profile, attract, screen, evaluate, hire and on –board “A” sales talent.

It’s About Time…


I was but 21, an insurance agent, flying down the Rockville Pike in Maryland enroute to a meeting with a client, when I was about to receive a severe education–a lesson entitled “being on time.” There are more emails to write, calls to makes, bills to pay, but at a designated time, to insure you are on time, you have to leave. Not only would you not be late, you would carefully map out your moves to insure you arrived early.

Can Selling Interfere with Buying?

Selling to the Point

It all started when the insurance agency I sold for came up with a new selling scheme. The agency created the booklet idea to reveal how much insurance the clients needed. At my manager’s urging, I naively presented the booklet to a new client, and his wife.

Executive Coaching Helps New Leaders Succeed

Steven Rosen

I provide executive coaching for leaders in their first 90 days as both an insurance policy and a way of doubling down on your investment. Executive Coaching Helps Provide Insurance. Providing them access to an executive coach in their first 90 days is like buying an insurance policy.

Sellers Ask the Wrong Questions

Sharon Drew Morgan

I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Are you interested in new car insurance? I’m Todd, an insurance agent with XYZ Corp. I’m selling car insurance.

What the Numbers Tell Us about Salesperson Readiness

Anthony Cole Training

We recently delivered a webinar specifically for one of our clients – BISA (Bank Insurance and Securities Association).

Surprising Customers With Exceptional Service

The 1to1 Media Blog

customerexperience customerloyalty customerservice customerstrategy insurance statefarm

The ONE Secret to Selling More

Anthony Cole Training

Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I’ve been in the sales and sales management consulting business for 21 years.

Contact Centers Are Still Popular, but Satisfaction Remains Mediocre

The 1to1 Media Blog

Property and casualty insurance contact centers beat the average with a score of 75, five points higher than last year. Despite industry efforts to make improvements, customer satisfaction with contact center interactions haven’t changed in the past year, leaving lots of room for improvement.

7 Secrets of Success in Sales

Sales and Marketing

Author: Jamie Thomas, Vice President Talent Acquisition for Combined Insurance. Issue Date: 2015-07-31. Teaser: Building a successful sales career is challenging, but it can also be interesting and satisfying.

Sustainable Sales Success Tip #10 - Be The Best You Can Be

Increase Sales

One member, Marti Masterson of Masterson Alliance (independent insurance agency) shared this simple thought: Be the best you can be!

A Positive Attitude Sets the Foundation for Essential Sales Skills


I started my career selling insurance, door to door. People tend to hold the notion that salespeople are “born.”. That’s a myth. Here’s the reality: There’s no such thing as a “born salesperson.” People are born one of two things: a baby boy or a baby girl. Salespeople are made.