When it comes to referrals, focus on quality instead of quantity

Whether you've asked for a referral or one has been volunteered, what do you usually do with it? Do you just say, "Thanks, I'll let you know what happens." Or do you linger a little longer to learn more about your new prospect? I always advocate quality over quantity. Coming away from a meeting with 12 referrals all at once doesn’t usually yield the kind of results you’d like, because the quality of the referral is usually not very good.

You can acquire the ability to close sales and, through practice, you can perfect it.

There are no mysterious secrets to closing a sale. There are methods that must be learned, principles that must be applied and techniques that must be used. Anyone can acquire the ability to close sales and, through practice, anyone can perfect that ability.

It's possible to get referrals from clients and prospects without even asking. Here are 5 different ways to plant powerful referral seeds with prospects and clients:

Valentine's Day is a day for people to celebrate their love for each other. That's why every February, the LIFE Foundation asks people to look beyond the traditional gifts of chocolates and flowers, and to show their loved ones that they care through the selfless gift of life insurance.

By now, you've probably heard that your business needs to have a presence on Facebook.

If you have ever wondered how to use what you already know to get your prospects to buy from you, this idea from Bob Arzt, CLU, ChFC, LLIF, CEO of Insurance Coach U and Polaris One, may be just what you are looking for.

Certain keys, while applicable to everyone in creating a life of long-term happiness, are particularly relevant to the sales professional. They provide fertile ground on which to not only increase one's happiness, but to maximize the efficacy of one's sales efforts as well.  The top five happiness tips are:

Most insurance professionals are familiar with reviewing their clients’ auto, homeowners and business insurance policies. But what about other types of insurance that may not be up-to-date and may not be considered, such as identity theft, loan/lease gap coverage, or back-up of sewers and drains?

Although women are more concerned about the potential risks they face in retirement than men, a new study by LIMRA found that fewer women had completed any of the basic retirement-planning activities, such as determining expenses and income, calculating assets, etc. Thirty-two percent of women said they had done no retirement planning.

In many organizations, employees go through their days assuming that their coworkers, and especially their bosses, don’t notice or appreciate all of the hard work that they do. If that’s the way they feel, employees won’t have any true motivation or dedication, and productivity will be mediocre at best.