Self Improvement Site
On The Internet! Take the Self Improvement Tour
On The Internet! Take the Self Improvement Tour
Articles from Cheryl Clausen | Selfgrowth.com
- How Sales Training Keeps You From Sales Success - Sales Coaching - by Submitted on Feb 26, 2008 from Cheryl ClausenHow much time, energy, and money have you invested in sales training programs, seminars, workshops, and books? If you’re serious about becoming a top sales professional the total is a large number…perhaps so large you could buy a car or at least make a couple house payments with ...
Views: 857 - How To Avoid The Biggest Mistake You Can Make In Sales - Increase Sales - by Submitted on Mar 05, 2008 from Cheryl ClausenOne of the biggest mistakes you can make in sales is losing your momentum. You make a big push to get a bunch of appointments then you get busy holding those appointments and taking care of the new business. The whole time you’re focused on working through these new prospects you ...
Views: 836 - How To Reduce Your Time Management Stress in 15 Minutes per Week? - by Submitted on Oct 10, 2007 from Cheryl ClausenInvest 15 minutes each week to reduce your stress and get more value from your time. Effective time management is a skill anyone can develop and this technique will help you to develop good skills faster. And it only requires about 15 minutes of your time. How do you wrap up your week now? ...
Views: 735 - If You Can Do This You Can Increase Sales - by Submitted on Mar 04, 2008 from Cheryl ClausenSalespeople are busy people. Some are so busy they’ve come to realize that time management is actually keeping them from achieving the outcomes they want. It’s frustrating that something so seemingly simple is such a source of trouble. What most people either don’t realize ...
Views: 877 - Individual Sales Training: Can You Sell? - by Submitted on Feb 05, 2008 from Cheryl ClausenEven the worst salesperson will fall into an easy sale once in a while. Insurance and investment companies know that and that’s why they push you to meet with anyone who has a heartbeat. They know that if you meet with enough people you’ll eventually sell something to somebody, but ...
Views: 817 - Individual Sales Training: What Does Your Client Want From You? - by Submitted on Feb 04, 2008 from Cheryl ClausenYour clients and potential clients want you to serve them and their best interests. You have the power to determine your sales success by exceeding the expectations of your potential clients and existing clients. As a service professional your clients want you to act on their behalf and in ...
Views: 820 - Insurance Agents & Financial Advisors: How Can You Succeed When So Many Others Fail? - by Submitted on Sep 25, 2007 from Cheryl ClausenLess than 5% of the people who start in the business remain in the business after 5 years. How do you prevent yourself from being just another count in the statistics for those who failed? Coming into the business you know that for some the potential is huge and life changing, as far as, ...
Views: 813 - Insurance Agents & Financial Advisors: Wealth Building is not Directly Proportional to Effort Exerted - by Submitted on Sep 26, 2007 from Cheryl ClausenThere are two ways to make it in this business, the hard way and the smart way. Most agent’s think if they just work hard enough and pay their dues they’ll make it. Yet the statistics prove that’s far from the truth. Working yourself to death doesn’t get you wealth. ...
Views: 575 - Insurance Agents and Financial Advisors: Are You Feeling Frustrated Even Violated? - by Submitted on Sep 14, 2007 from Cheryl ClausenWhen you spoke with the recruiter and then the sales manager you were told you’d get all the training you needed to succeed. Now that you’ve been in the business nearing two years do you look back and realize that you aren’t even close to knowing how to do what you need to do to succeed? ...
Views: 664 - Insurance Agents and Financial Advisors: Do You have a Business Strategy? - by Submitted on Sep 17, 2007 from Cheryl ClausenEach day as you meet with your clients you challenge them about the future they want, and the one they’ll get if they continue as they are today. When was the last time you looked at your business to see if the path you’re on today matches what you want for your future? Do you have a strategic ...
Views: 827 - Insurance Agents Financial Advisors: Are You Inspiring & Energizing? - by Submitted on Sep 19, 2007 from Cheryl ClausenIt’s up to you to be the leader for your business whether you’re a solo professional or have a number of staff. The whole point of leadership is achieving results either through others or yourself. Polish your leadership skills and start getting better results. Only the leader can ...
Views: 686 - Insurance Marketing: If You Don't Have A Offer Don't Even Introduce Yourself - by Submitted on Sep 28, 2007 from Cheryl ClausenYou may think an offer is only for someone who has something tangible to sell. But you’d be wrong and the fact that you don’t have a valuable offer means you’re missing the boat. You’re marketing like everyone else in your industry and absolutely throwing your time, ...
Views: 690 - Insurance Marketing: 23 Ways You Can Market Yourself - by Submitted on Nov 26, 2007 from Cheryl ClausenIs the problem that you can't sell or that you don't have anyone to sell to? If you're like most agents your number one problem is generating qualified leads. By qualified leads I mean someone who fits your description of an ideal client, who wants what you have, who can make a ...
Views: 684 - Insurance Marketing: Are You Recession Proof? - by Submitted on Nov 19, 2007 from Cheryl ClausenThere are three approaches you can take if the forecasted recession becomes a reality. You can watch it happen and allow it to determine your future, you can hunker down hoping to survive it, or you can develop a plan to grow because of the recession. The choice and the result is yours. ...
Views: 708 - Insurance Marketing: Do You HA Marketing and Sales Strategy For Pay-Go? - by Submitted on Sep 14, 2007 from Cheryl ClausenYou can ignore it and hope it will go away. But Pay-Go isn’t going away, and it could have a devastating impact on your business. With $29 billion dollars at stake the favorable tax treatments of the past are just too tempting a pot of gold. So; you can watch what happened, wonder what ...
Views: 707 - Insurance Marketing: Do You Have A Marketing Strategy? - by Submitted on Sep 26, 2007 from Cheryl ClausenDon’t confuse a marketing strategy with random marketing activities. A marketing strategy means you have a clear plan with systems in place that allow you to repeat those systems and obtain consistent results. A marketing strategy isn’t about hoping you will get a result, but ...
Views: 719 - Insurance Marketing: Do Your Sales Letters Result in Solid Appointments? - by Submitted on Sep 17, 2007 from Cheryl ClausenThe whole idea behind marketing is to help you fill your appointment book with people who are very likely to do business with you. If your marketing isn’t doing that for you stop wasting your money, and stop doing what your doing. If your sales letters aren’t working now it’s probably because: ...
Views: 767 - Insurance Marketing: Finding it Hard to Pick Up the Phone? - by Submitted on Sep 22, 2007 from Cheryl ClausenTired of dialing for dollars and being told it’s just a numbers game? If you’re currently just making phone calls off a list and are tired of getting abysmal results stop doing that, and start working smarter rather than harder. First, only call people that you’ve specifically targeted and ...
Views: 629 - Insurance Marketing: Just Because Everyone Is Doing It Doesn't Mean It Works - by Submitted on Dec 07, 2007 from Cheryl ClausenAre you trying to attract clients the same way everyone else is trying to attract clients? Are you using traditional marketing and wondering why it isn't working? Traditional marketing and also run marketing just aren’t worth your time and efforts because there is very little likelihood ...
Views: 615 - Insurance Marketing: They Have Problems Do You Have Answers? - by Submitted on Sep 19, 2007 from Cheryl ClausenWhy do people view their CPA as their most trusted advisor? Because the customer has a problem and they go to the CPA for answers to painlessly take that problem away from them, and to make their problem the CPA’s problem. How can you completely take the pain away? We are an ...
Views: 742 - Insurance Marketing: Use Your Marketing To Make A Connection With The Right People - by Submitted on Sep 21, 2007 from Cheryl ClausenThe objective of marketing is getting the attention of people who are interested in learning more about doing business with you. Using also ran marketing techniques that tell the prospect about you and your products is a complete waste of both time and money. If you want to connect with the ...
Views: 698 - Insurance Marketing: Why Aren't These Sales Letters Working? - by Submitted on Nov 28, 2007 from Cheryl ClausenYou thought the fastest way to grow your business would be to buy a coaching program from a top insurance producer. You bought the entire marketing package, but you sure aren't getting the results the super producer did and you can't figure out how that can be. Well, sparky it isn’t ...
Views: 958 - Insurance Marketing: You Know How to Sell - by Submitted on Sep 27, 2007 from Cheryl ClausenYou know how to sell so marketing shouldn’t be a mystery. Think about some of the cardinal rules in selling. If you talk about you or you talk too much you aren’t selling. If the prospect doesn’t understand why you’re meeting you aren’t selling. If the prospect ...
Views: 755 - Insurance Sales Success: 7 Steps To Increased Production - by Submitted on Feb 18, 2008 from Cheryl ClausenIncrease your production by adding more clients and adding higher value clients. Easier said than done, right? Hopefully, no one ever told you it would be easy to sell insurance or investments. Yet, if you do certain things you can make it easier for yourself. First, identify 3 ...
Views: 1055 - Insurance Sales Success: Achieving Growth - by Submitted on Feb 13, 2008 from Cheryl ClausenIf you aren’t moving forward you’re moving backward. You want to grow and that means you need to attract more prospects. You’re scared to limit yourself to a specific group of people, or you simply don’t know how to narrow the field. One way to ensure your rapid growth ...
Views: 938 - Insurance Sales Success: Are You Referable? - by Submitted on Aug 02, 2007 from Cheryl ClausenReferability is a key element for long-term insurance sales success. You know you need referrals, but you don’t like asking because it puts you in a beggar position; and you don’t like imposing on your friends, family, and associates always wanting them to refer you. You can get referrals ...
Views: 694 - Insurance Sales Success: Building Champions - by Submitted on Aug 13, 2007 from Cheryl ClausenYour insurance sales manager is on a mission to build champions. Make sure his or her mission is in your best interests. It’s not uncommon for insurance agents to be forced into master mind groups. I say forced because your attendance and participation is mandatory. Master minding can be an ...
Views: 605 - Insurance Sales Success: Do You Form Life-Long Relationships? - by Submitted on Aug 23, 2007 from Cheryl ClausenInsurance sales success is a real challenge that few can achieve. Why is it so hard, and how can you make it easier for you? Insurance sales success is so hard because you’re asking people to make decisions to avoid a pain that might not happen, and they don’t want to think about, and that ...
Views: 600 - Insurance Sales Success: Do You Have A Sales Issue Or A Marketing Issue? - by Submitted on Oct 09, 2007 from Cheryl ClausenAre you finding it difficult to find enough people to have a selling conversation with? Are the people you do have selling conversations with really good prospects for you? Could it be that your marketing is the source of the lower than wanted and needed sales results you’re ...
Views: 549 - Insurance Sales Success: Do You Have What It Takes To Make A Match? - by Submitted on Feb 12, 2008 from Cheryl ClausenWhen you try to sell instead of trying to match you can’t sell. Have you ever seen the children’s toy where the child tries to put different shaped objects into matching shaped holes? Essentially selling insurance is the same thing only the shapes and holes are conceptual rather ...
Views: 854 - Insurance Sales Success: Do You Just Need to Get in Front of More People? - by Submitted on Jul 22, 2007 from Cheryl ClausenYou don’t need to get in front of more people, in general, you need to get in front of the right people. Meeting with anyone who has a heart beat is not the path to insurance sales success. Meeting with the wrong people is tiring, frustrating, and non-productive. Meeting with the right people ...
Views: 650 - Insurance Sales Success: Do You Really Want the Price Shoppers? - by Submitted on Aug 07, 2007 from Cheryl ClausenI can’t count the number of offers I get from desperate insurance agents offering a free insurance review. What’s the objective of these offers? To get an appointment and then beat the other guys price, right? What on earth are you thinking? Do you really want to deal with price shoppers? ...
Views: 585 - Insurance Sales Success: Number 2 Reason You Can’t Sell - by Submitted on Sep 03, 2007 from Cheryl ClausenThe second reason you can’t sell is because you don’t understand why your prospects don’t want what you have. You have exactly what they need it’s as plain as day yet they just don’t get it. How can that be? Are they just stupid or lazy or what? None of the above, you are approaching things ...
Views: 571 - Insurance Sales Success: Reason 3 You Can’t Sell - by Submitted on Sep 04, 2007 from Cheryl ClausenYou think you need a killer presentation and it’s killing your insurance sales success. Your insurance sales success is never about a “presentation”. The only person a presentation is helping is you. You may be using it as a crutch so you don’t forget anything, and so you have something to ...
Views: 607 - Insurance Sales Success: Reason 4 You Can't Sell - by Submitted on Sep 05, 2007 from Cheryl ClausenYour own fear has a strangle hold on you, and it’s keeping you from insurance sales success. Fear isn’t a logical response it’s an emotional response, and emotional responses have very little if any logic to support them. You’re afraid: to focus on a target market, to ...
Views: 629 - Insurance Sales Success: Reason Number 1 You Can't Sell - by Submitted on Sep 02, 2007 from Cheryl ClausenYou think your failures and lack of success is someone else’s fault. Ok: your sales manager’s a jerk, the underwriters just ruined a perfectly good product, no one is providing you with good marketing materials, everybody already has an agent, you haven’t got a great presentation or all the ...
Views: 628 - Insurance Sales Success: Reason Number 13 You Can’t Sell - by Submitted on Sep 17, 2007 from Cheryl ClausenYou don’t set appointments for the right reason. The only reason to set an appointment with a prospect is to explore how you can do business together. Yet, many of you are setting appointments for any reason you can think of because you think if you can at least get them to meet with you at ...
Views: 567 - Insurance Sales Success: Reason Number 19 You Can't Sell - by Submitted on Sep 27, 2007 from Cheryl ClausenYou’re trying to succeed by being someone else? In your training you were probably given or mandated to follow a sales system. The problem is you don’t feel comfortable doing a lot of the things you’re required to do as part of the system. Because you don’t feel ...
Views: 630 - Insurance Sales Success: Reason Number 20 You Can't Sell - by Submitted on Sep 28, 2007 from Cheryl ClausenYou don’t work on being the best. If you want to be the best you have to have a plan for being the best and work your plan. The more you invest in yourself and what it takes to be the best the better you’ll become. The better you become the easier sales become because you ...
Views: 651 - Insurance Sales Success: Reason Number 21 You Can't Sell - by Submitted on Oct 01, 2007 from Cheryl ClausenYou want the quick fix instant solution. There is no quick fix instant solution if you want to be a top producing professional. There is a solution that will steadily move you into a top producer spot. Your success won’t be found when you only focus on developing one aspect of the ...
Views: 693 - Insurance Sales Success: Reason Number 22 You Can't Sell - by Submitted on Oct 02, 2007 from Cheryl ClausenYou forget sales boils down to people liking you because you’re real. The first step in the sales process is gaining an introduction and establishing rapport. When you try killer sales lines and gimmicks you spoil your chance to establish rapport. You’re perceived as a fake and ...
Views: 646 - Insurance Sales Success: Reason Number 25 You Can't Sell - by Submitted on Oct 08, 2007 from Cheryl ClausenYou don’t understand that you need to aim small miss small and fail forward to succeed fast. Why do 97% of the people entering the industry fail within 5 years? Because they have no clue how to aim small miss small and fail forward fast. Aim small miss small and fail forward fast is a ...
Views: 733 - Insurance Sales Success: Reason Number 5 You Can't Sell - by Submitted on Sep 07, 2007 from Cheryl ClausenYou don’t know how to gain the interest of your prospects. You use marketing to effectively gain the interest of your prospects so they reach out to you wanting to know more about how you can help them. You can use the shot gun approach to marketing which is what the average agent ...
Views: 612 - Insurance Sales Success: Reason Number 6 You Can't Sell - by Submitted on Sep 07, 2007 from Cheryl ClausenYou struggle with insurance sales success because you think everyone is your prospect. No, everyone isn’t a prospect and most of the people you try to appoint aren’t even suspects. You can change your success by changing who you try to appoint. Your insurance sales success ...
Views: 552 - Insurance Sales Success: Top 25 Reasons You Can't Sell - by Submitted on Sep 01, 2007 from Cheryl ClausenIdentify the top 25 reasons you can’t sell now, and start your path to insurance sales success. You can’t fix what you don’t know is broken and you can’t solve problems you don’t understand. This article will help you to identify the things within you that are ...
Views: 788 - Insurance Sales Success: Turning Setbacks Into Comebacks - by Submitted on Feb 15, 2008 from Cheryl ClausenSetbacks are your opportunity to make powerful comebacks. Throughout your working years as a service business owner you will experience adversity from both internal and external forces. If you lack persistence and determination you will crumble and lose it all. With persistence and ...
Views: 913 - Insurance Sales Training: Which of These 10 Mistakes Are You Making? - by Submitted on Jul 29, 2007 from Cheryl ClausenThe insurance sales training you’re getting from the insurance agency and insurance carriers does little to prepare you for success. For the most part, this training provides half-solutions and makes your job at least 100 times harder than it has to be. Look over this list and circle each ...
Views: 662 - Insurance Sales: Aren't You Selling Money At A Discount? - by Submitted on Nov 02, 2007 from Cheryl ClausenAren't you selling your service rather than a product? So what are you doing marketing products? Stop trying to market or sell products and start increasing your sales. Dan Kennedy talks about the technique of selling money at a discount. And that’s exactly what you should ...
Views: 1036 - Insurance Sales: A Needs Analysis Isn't A Product Sales Tool - by Submitted on Nov 28, 2007 from Cheryl ClausenAfter you've done a needs analysis, do you get a lot of not now's and other objections? That's because you're incorrectly implementing the right idea. And that happens because you think a needs analysis is a product sales tool and it shouldn't be. You see when you do a needs ...
Views: 1170 - Insurance Sales: Are You Winning The Sale before The Sale? - by Submitted on Nov 12, 2007 from Cheryl ClausenIsn't it true that before you can ever sell anyone anything you have to sell them on having an appointment? Do you find it challenging to fill your appointment book? Wouldn’t you like to hold appointments each week with people who are genuinely interested in doing business with you? ...
Views: 632