This is the time of year when many of you are finalizing all the last-minute planning left over from 2023 (or still recovering from it). If you’re like most advisors, not every client agreed to all of ...

Objections in life insurance aren't a dead end - they're an opportunity to build lifelong client relationships OVERLAND ...

Life insurance can play an important role in completing clients’ planning goals. I can't tell you the number of times that I've seen a policy make a significant difference after the death of the ...

I’m sure you’ve heard it before. “I would love to hire your company to get this done for us, but you cost too much.” Cost is an illusion. Everything costs too much if it has too little value, and ...

We continue this month with our “wrong sales training” series by addressing the concept of objections. Again, we would like to start with an exaggeration because even exaggerations have some semblance ...

A look at handling client objections through clear communication and smart negotiation, showing how persistence and ...