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The Daily Habits of 20 Highly Successful People

Posted by www.psmbrokerage.com Admin on Fri, Jul 17, 2015 @ 08:17 AM

While the definition of success may be debatable, most people would agree that the leaders of companies getting good traction have likely garnered some measure of it. Want to know how high achievers get to the top? Here are quotes from 20 founders and CEOs on the daily habits that help them get more out of business and life.

1. Prioritize a daily to-do list.

I've got a running task list called "near-term," which contains things that I want to get done during the next one to two weeks. Every morning over coffee, I pull from that list to build a task list called "today." I make a commitment in the morning to clear this and make sure to deliver at the end of each day.

--Sean Duffy, CEO of Omada Health, a digital-therapeutics company that was selected by Fast Company as one of "The World's 50 Most Innovative Companies."

2. Remember names.

Not just staff members but also their spouses, kids, and even pets, if appropriate. Obviously I don't interrogate people for these names, but as they come up in conversation, I try to make a mental note. It helps me to get to know my team...and your team [notices] that you are actually paying attention.... There are several tricks you can do to try to remember someone's name. I always repeat the name when I hear it and then say it a few times over in my head.

--Jonathan Cogley, CEO and founder of IT security company Thycotic which ranks at the 2,671 on the Inc. 5000 list of the fastest growing companies in 2014, up 760 spots from 2013.

3. Research people before meeting with them.

Before a meeting, I always do research on whom I'll be meeting with. Understanding the person's work history, the school they went to, or even knowing their hometown helps me tailor the way I communicate with them.

--Mike Zivin, cofounder and CEO of Whittl, an online appointment booking platform for neighborhood businesses, which recently raised a $3.3 million series A round with backing from GrubHub co-founder Mike Evans as well as GrubHub's first VC, Origin Ventures in Chicago.

4. Schedule family time.

Most small-business owners and entrepreneurs start a business to make a better life for their families. If you get caught in the trap of working 20-hour days, your business may thrive, but at what cost? You may be able to send your kids to a great college, but if they've never spent an afternoon with you in 18 years, is it worth it? I'm very conscious of making time for my kids, whether that means working with them (my oldest is interning in the office this summer) or carving time out to go to tournaments and games. It's easy to get caught up in the day-to-day, but it's so important to step back and look at the big picture.

--Ted Devine, CEO of online small- and microbusiness insurance agent Insureon, a company at the 107 spot on last year's Inc. 5000 list.

5. Walk while working.

Part of being a successful executive is being able to interact with people at a moment's notice, which requires a fair amount of stamina. To achieve that, I work at a treadmill desk all day, and end up walking about eight miles each day.

--Douglas Merrill, former CIO of Google and now CEO of ZestFinance, a big-data startup that uses more than 100,000 data points about an individual to figure out if he or she will pay back a loan.

6. Avoid all habits.

I think having randomness in my day is critical and keeps my brain active. I see too many people whose habits ultimately stifle them. They won't try something new because it conflicts with something they've always done. When I feel I'm falling into a rut, I try to find a way to change things up. That's one of the reasons I travel so much. Of course, it gets me in front of clients, which is critical, but as much as anything, always being in new environments keeps my mind sharp and my thoughts flowing.

--Rodney Williams, cofounder and CEO of LISNR, a new communications technology company that sends data over sound waves (such as streaming video) and recently won the Gold Cannes Lion for Innovation in Mobile.

7. Purge your email inbox.

I get my email inbox to one page by day's end. My job is to communicate and build relationships with clients, prospects, and employees, and all email is dealt with, responded to, or filed as complete. It only stays in the inbox if it needs further follow-up. People need to know they can get response from me, not just the other way around.

--Darin LeGrange, CEO of Aldera, a company that provides health plans (insurers) with the back-office technology that handles billing, claims processing, coverages, and more.

8. Avoid all carbs before noon.

That's my peak energy time, and too many carbs throw me off my game. The momentum created in the morning goes a long way into the afternoon. If you don't start strong, you don't finish strong.

--David Kalt, founder and CEO of Reverb, a marketplace for musical instruments and gear that has raised about $5 million in funding and expects to do $130 million in transactions this year, up from $40 million last year.

9. Don't dive right into work in the morning.

Without fail, I start every morning off with a cup of "proper English tea," even when traveling in San Francisco, and leisurely check the daily newspaper headlines on my tablet, before diving into email and catching up on the company Chatter feed. Having a slower-paced morning routine helps me work more efficiently as the day goes on.

--Jeremy Roche, CEO of FinancialForce.com, an ERP solutions provider built on the Salesforce1 Platform which equips customer-centric businesses with a unified cloud platform and all the applications necessary to grow both the top and bottom line.

10. Make small but meaningful personal statements.

After the ritual coffee every morning, I make sure I have a clean pair of crazy socks. No crazy socks, no glory. They anchor my confidence and remind me that different is good. Everyone could use a personal statement.

--Ahmed Albaiti, founder and CEO of Medullan, a digital health innovation company that works with payers, providers, and pharma on patient engagement.

11. Quantify your life.

There are 8,760 hours in a year, and I know exactly how many of them I have spent working, with family, exercising, or on community activities. For the last 15 years, I have kept a matrix of how I spend each hour in the day in an effort to live a balanced and optimized life. I've had nine major surgeries as part of a lifelong battle with Crohn's disease, so tracking my time and health is essential to helping me maximize every moment. It's also provided the perspective of both a patient and an executive to my companies.

--Jeff Margolis, chairman and CEO of Welltok, creator of CafWell, the health optimization platform that helps consumers achieve optimal health. Previously, he founded the health IT company TriZetto, and took it from startup, through IPO, to a $1.4 billion leveraged buyout.

12. Pay attention to people, not devices.

Put the cell phones away. I try to keep them out of sight when I'm around my kids and in all executive meetings.

--Rick Morrison, CEO of Comprehend Systems, which works with big names in the life-sciences industry, such as Boston Scientific, Astellas, and AstraZeneca, modernizing and improving the quality in their clinical process through cloud-based tech.

13. Wake up early and swallow the frog.

Mark Twain was onto something when he suggested you should tackle your most challenging project first thing in the morning. I wake up at 5 a.m. almost every morning, including weekends. My mornings are a time to tackle thought-intensive tasks, or approach projects with a new perspective. I consider 5 to 8 a.m. my power hours, and try to get through one significant undertaking by 8 a.m. every day.

--Neha Sampat, CEO of digital tech solutions provider Built.io, which powers innovation at the intersection of enterprise mobility and the Internet of Things (IoT) for startups and Fortune 500 companies. Sampat also co-founded KurbKarma, was named a "San Francisco Business Times 40 under 40" honoree, as well as one of "50 Women in Tech Dominating Silicon Valley" in 2015.

14. Don't "find" time for family, make time.

As the CEO of a rapidly growing company, it's easy to let the job consume you completely, to the detriment of those closest to you: your family. It's not enough to "find" time to spend with your children, because the job will always find a way to fill every minute. So I make it a priority to spend two hours a day focusing only on my children. It helps me to recharge my batteries, think more creatively, and it also gives me that daily reminder of why I work so hard.

--Ratmir Timashev, CEO of Veeam, a data center backup company founded in 2006 which now employs more than 1,500 employees around the world and brings in hundreds of millions of dollars in revenue, with its sights on reaching $1 billion in revenue in the next five years.

15. Talk constantly with your team.

Team culture is critical in the American service economy. The only way to make sure that your team is working together at an optimal level is to make sure that you talk both formally and informally with your team.

--Vikram Aggarwal, CEO of EnergySage, a solar-marketplace company that recently secured a $1.5 million Series A round of funding and announced a partnership with Green America.

16. Drive your kids to school every day.

Sure, I would love to sleep later than 6 a.m. every day, but that half hour we spend in the car is amazing. I also try not to schedule client or internal meetings at 3 p.m. That's when I have a scheduled conference call with my sons. They get on board the bus from school, and that's our time to chat about the day so far. Finally, in the evenings, from the moment I walk in my home until they go to bed, my phone stays at the front door so they understand that family time is a priority.

--Sandy Rubinstein, CEO of DXagency, an ad-engagement agency with clients that include DirecTV, HBO, MTV, and Whole Foods.

17. Meditate daily.

Twenty minutes upon waking and 20 minutes as soon as I walk in the door at the end of a day helps me maintain a level of mindfulness that enables moment-to-moment awareness. Meditation has strengthened my ability to be open to new possibilities and ideas without attachment to "my way," and has helped foster a level of communication amongst my team that respects and celebrates new ideas, the very thing that inevitably moves business forward.

--Ernie Capobianco, CEO of digital marketing agency Sq1, which serves clients including Michaels, Jiffy Lube, Shell, and Papa Murphy's.

18. Plan for tomorrow.

At the end of each business day, I take some time to regroup and think about the most important items that need to be accomplished the next day, as well as what actions the team needs to take to accomplish those tasks.

--Michael MacDonald, CEO of nutrition and weight-loss company Medifast.

19. Exercise at least five times a week.

I either hit the gym or get 90 minutes on my mountain bike in the morning and start at 6 a.m. At first it was hard, but now I can't go without it. It de-stresses and sets the tone for the entire day.

--Jason van den Brand, co-founder and CEO of online mortgage refinancing startup Lenda, which graduated from Silicon Valley-based 500 Startups last year. Since then, the company raised its first round of funding, has been growing 40 percent month over month since December, and recently passed the $40 million mark in loans financed through the platform.

20. Publicly commend an employee.

I try to give a written compliment to an employee on something they accomplished the previous day that aligns with our company's core values. The written compliment is public to the entire company through a platform we use called HighGround. I think that doing so helps reinforce our company's core values and helps us live our values every day.

--Ethan Austin, founder of the online fundraising website GiveForward, which has raised more than $150 million and hosts 20,000 active fundraisers at any given time.

What daily habits help you achieve more in business and life?

http://www.inc.com/christina-desmarais/the-daily-habits-of-20-highly-successful-people.html

Source: www.inc.com

Additional Updates:

Tags: Success Tips, Entrepreneurship, Business

How one agent overcame a fear of cold calling

Posted by www.psmbrokerage.com Admin on Thu, May 14, 2015 @ 10:33 AM

blog pic William J. Howery is a former Air Force Intelligence Officer. He retired in 2012 as a Lieutenant Colonel and began his career as an insurance agent with Physicians Mutual that same year. He has a bachelor’s degree in communication from the University of Nebraska at Omaha and a Master of Business Administration from Norwich University. He is currently enrolled in the Certified Financial Planner ® course at Syracuse University. Will speaks near-fluent German, is married to a native German and has a 2½-year-old daughter at home.

LHP: As a relatively new agent, what are some of the biggest challenges and struggles you face?
WJH: When I first started, I had no real experience in insurance, sales or cold calling, and call reluctance sidelined me more often than I care to mention. I just didn’t know how to handle the objections, and I was taking the rejection personally. I’ve since learned how to overcome call reluctance. The objections no longer bother me the way they did. I’m still working to be better at keeping my pipeline full. I know that I need to have a good mix of prospecting approaches. I just need to get a strategy and be more intentional in my prospecting.

LHP: Why do you think the “survival rate” is so low for new agents, especially in the first few years? What tips, advice or encouragement would you offer to other new agents who might be struggling?

WJH: I think work ethic and cash flow are perhaps the two biggest obstacles for new agents — the former having a dramatic impact on the latter. Being an insurance agent offers a great deal of freedom, and the income potential is simply amazing. What many new agents don’t understand is that with the newfound freedom comes a great deal of responsibility. When new agents aren’t making enough sales, it’s very hard to generate the income needed to stay afloat. Then they start thinking: “This insurance business is much too unpredictable. I can work at XYZ and earn more money each week.” I have had those same thoughts. However, what I’ve learned in the last two years is that discipline and consistency pay dividends. For those who treat their insurance business with the same commitment that they give their jobs, the sales will come. LHP: Talk a bit about the current state of the Med Supp market. How is it changing, and what are your predictions for the next few years? WJH: I see the Med Supp market as a great opportunity! I’m always amazed when I visit with a prospect just one or two months from their birthday and find out that they have never been contacted by another agent. That, to me, illustrates the vastness of the market. I don’t know if there are enough agents out there to meet the demand.

LHP: How do you adjust your sales approach for each prospect based on age, income, gender, etc.?
WJH: I have found that asking questions helps me to zero in on their needs as well as identify important clues on how to handle them. Some people just want the facts; others want to be more relational, and some just want to get it all over with. I’m sensitive to the cues that I’m given and adjust accordingly, while making sure they have the information they need to make informed decisions. I make it a point to make sure they feel like they’re in the driver’s seat and not just having a product pushed on them.

LHP: How do you expect the demographics within your client and prospecting base to shift in the coming years, and how will you adjust as more boomers retire?
WJH: More and more seniors are choosing to continue working beyond 65, so those who have decent group coverage are choosing to postpone their Medicare Part B enrollment and Medigap coverage. Many of the baby boomers are still energetic and active contributors in the workplace, and they’re not ready to hang up their hats. That shift will naturally require me to adjust my prospecting to include more people who are beyond 65 years old and perhaps eventually make them my primary focus.


http://www.lifehealthpro.com/2015/02/24/how-one-agent-overcame-a-fear-of-cold-calling...

Source: lifehealthpro.com

Additional Updates:

Tags: Sales Tips, Success Tips, Cold Calling, tips on selling insurance to seniors, sales advice

If you want to improve, you must change

Posted by www.psmbrokerage.com Admin on Thu, Apr 23, 2015 @ 10:37 AM

blog pic Why do so many salespeople refuse to learn new prospecting strategies and change sales tactics that don’t work? Change is the only way to grow and excel, so why not follow the path to the highest commissions, fastest closes, best meetings and most powerful relationships?

Much of this reticence comes from the fact that change feels uncomfortable. Change is hard. Change makes us vulnerable. We no longer have a clearly defined path. We’re not certain where our next steps will take us or exactly what to do when we get there.

Just as important, many sales leaders don’t know how to evaluate change, so they measure their reps on legacy activities — even when they know that change is essential to deliver significantly improved results.

Change starts at the top
In his amazing article “Do You Lead from the Top or Within?” businessman Ali Soheil offers an insightful perspective on what it takes for leaders in various industries to keep up with the pace of change in today’s quickly evolving business world. Put simply: To lead the effort for change in our organizations, we must first change how we lead.

“Only a small group of leaders truly understand and more importantly embrace good change management competencies. What most people talk about and label as change are in fact the antecedents not the change itself.”

Let me use a real-life example. A good friend of mine decided on a goal of losing some weight and getting healthy. He renovated his basement and bought some expensive exercise equipment and a fantastic sound system to stay motivated. Six months later, I asked how his training was coming along. He confessed he hadn’t done any.

This is a classic case of confusing the antecedent (obtaining the equipment) with the change itself. Change will not happen until behaviors change. Every antecedent is followed by encouraging or discouraging behaviors. In my friend’s case, the discouraging behaviors stemmed from a tired body at the end of the day, a couch, a bag of chips and his favorite TV show­ — things he had no plan to overcome.

As leaders, we make the same mistake every day. We get comfortable and declare a “win” too soon when all we’ve really done is introduce the antecedents. When you make changes which impact your customers or employees, you must take adequate time to understand the implications and plan for them. Otherwise you’ll have wasted your time and resources.


http://www.lifehealthpro.com/2015/04/04/if-you-want-to-improve-you-must-change

 

Source: lifehealthpro.com

Additional Updates:

Tags: success secrets, Sales Tips, Success Tips, sales advice

The Basics: Converting Referrals to Clients

Posted by Guadalupe Cantu on Fri, Oct 04, 2013 @ 01:57 PM

Medicare Supplements Every business loves to get referrals. Whether they are by word of mouth, email campaigns, an online request form or simply a call, many businesses are unable to convert those referrals to clients despite having an effective marketing plan.

One reason referrals fall through the cracks is because many advisors fail to have a referral process in place. The referral process does not need to be complex. It can be an easy process that requires very little work and effort to keep the documentation flow in check.

Keep in mind, there is a 24 hour window to initiate contact and to increase your chances to convert them into a client; here’s how to get started… Soon after a referral is received make sure it comes in with all the required contact data; such as, name, telephone number, email address, and request information. Once verified; initiate contact through a telephone call or email to set up a time for an appointment or to simply find out what the referrals needs are.

Enter the referral information into a database. This will become very useful to keep track of the referrals relationship with your organization’s business and activities.

If the referral came from a professional acquaintance, send them a thank you gift or a personal note, thanking them for the referral. It’s a good business practice to keep in touch with them and give them updates of the referrals status.

Don’t give up or disregard the referral if your call or email was unsuccessful the first time around. Make follow-up calls, at least twice a week, until contact has been made or until the referral has decided to become a client.

Just remember, the referral process does not have to be complex. It is easy to setup and implement; and has been used by many organizations with success. With a little consistency and patience, any business can benefit by it.


Please give us your feedback!
How does your business referral process fare? Are there areas that may need improvements?

 

Source: LifeHealthPro

Additional Updates:
    • Oxford Life Med Supp New Product Release in MT, SD
      October 2013 Med Supp rate release for MT. Learn More

      October 2013 Med Supp rate release for SD. Learn More



    • 2014 Medicare Advantage and Part D Certifications are now available! Learn More

Tags: Clients, Request, Email, Email Campaigns, Success Tips, Customer Retention, Referrals, Customer Service

Easy guide to build a web marketing strategy on a budget

Posted by Guadalupe Cantu on Fri, Sep 13, 2013 @ 12:29 PM

Medicare Supplements With today’s ever evolving internet technologies, its social forums, and marketing techniques, many businesses spend thousands of dollars every year on a professional website design, search engine optimization and pay per click campaigns.

The effectiveness of those marketing efforts varies by company, budget and their team’s dedication toward the success of the business. However, for those smaller businesses that lack the marketing budget and dedicated team force, there are simpler techniques that can help to market their brand and garner new business or leads.  Those three most important online traffic techniques for online marketing are organic search, inbound traffic and click through rate.

Increase the organization online visibility by working on the Organic search. Identify keywords that tie you to your industry. Be specific and direct and avoid using generalized words. Use these words on the websites pages, headers, title, meta-tags, and within URL’s. This will help increase the website rankings through the search engine result pages (SERPS). Remember, this your single most important arsenal.

Go further and optimize the website to be local, if the majority of you cliental are within your vicinity and not out of state, use news and articles that are of interest to your specific area. This will further enhance the site visibility.

Start a blog. Write articles that are relevant to your industry and stay committed. This can help increase the company’s brand and make it a reputable industry leader. It will also help bring more inbound traffic to the site.

Go social. Publish your latest news, releases and blogs to other social Medias; such as, Twitter, Facebook, LinkedIn, Google +, etc., and see how this will also get your business noticed through organic search.

Track your inbound traffic. Find out where the traffic source is coming from. Is it coming from a search engine, forum, news, social network, maps, or online directories? All this data are great resource to have to identify areas that have successful inbound traffic, versus areas that need improvement. Hence, this information can be obtained by most web hosting companies with their web analytics programs.

Check your click-through rate. Also known as calls to action or CTA’s, are the links or words user click on to do an action. Check to see how many times a call to action has been clicked on. Find out what has been working well and where there is room for improvement. Create CTA’s that engage users to fill out product forms, a poll, or direct them to a landing page that advertises a new service, special discounts or a new product.

Dedication is crucial to the web marketing strategy success. Be persistent and check all organic searches, inbound traffic and click through rates. And with a little patience, those results will help market your business brand, garner new business or leads and better improve the website ranking along the way.


Please give us your feedback!
Do you feel your business could improve by implementing three most important online traffic techniques for online marketing; organic search, inbound traffic and click through rate?

 

Source: LifeHealthPro

Additional Updates:
    • UnitedHealthCare: PSM is excited to promote the 2014 UHC Proposed Plan Benefits. Don’t miss this opportunity!

      National Training Calendar. Learn More

    • Coventry : At PSM, we want to ensure our agents have the resources and tools to sell successfully and provide Medicare consumers with valuable and accurate information and assistance.

      Training Calendar. Learn More

Tags: Networking Sites, Organic Search, inbound traffic, click through rate, call to action, Success Tips, Web Marketing Advice, Leads

Roadmap to excel as an advisor

Posted by Guadalupe Cantu on Fri, Aug 16, 2013 @ 12:48 PM

Medicare SupplementsRunning a business can be a daunting task; even more so, if the business has been running on survival mode for the last couple of years. Everything that has been tried to ensure success has returned nothing but disappointment.

What went wrong? Why is the business only hanging by a thin thread? The business has a marketing plan in place and a large budget to focus on traditional and new media techniques; such as, direct mail, radio, emails, and search engine optimization (SEO). Plus, it offers a wide range of products that the public wants. Yet, nothing seems to work!

For many advisors, it is hard to see that the problem comes from poorly designed marketing campaigns. Too often, advisors are too eager to sell their product. They focus on getting one message out to the masses, and expect to see a great influx of leads to be quickly converted into sales.

Instead, focus on the targeted audience and identify what their needs are. Once this has been determined, then the marketing message and campaigns can be tailored accordingly. Do the same to the other product lines, identify, categorize, customize, and so on. Soon, your hard work will pay-off, and you will see leads building up.

Engage them further, once the prospect has made contact; follow up with a call, invite them to a free event, offer a free report or direct them to informative video feeds on your website. These little actions will help keep the dialogue open and help ease their decision into becoming a new customer.

Just remember by building an effective marketing plan that will allow you to identify prospects needs, match them with the proper product line, and build a system to engage them and follow up, you should be well on your way to the road to excel as an advisor.

Question: Do you feel your business is hanging by a thin thread? Would revamping the marketing approach help your business move in the right direction?


Please give us your feedback!
Do you feel your business is hanging by a thin thread? Would revamping the marketing approach help your business move in the right direction?

 

Source: LifeHealthPro

Additional Updates:
  • Gerber Insurance: September 2013 Med Supp rate adjustments AZ, IA, MI, OK, SD, TX Learn More
    • September 2013 Med Supp rate adjustments AL, KY, and Med SELECT AL, OK, TX Learn More
    • October 2013 Med Supp rate adjustments CA, NC, ND, OH, PA Learn More
    • October 2013 Med Supp rate adjustments WI Learn More
  • Assured Life Association/Woodmen of the World: October 2013 Med Supp Rate Adjustment for OH, WA, and Med SELECT for OH. Learn More
  • 2014 Cigna PDP Training and Certification - Learn More
  • Everence Agent Training Webinar Aug 14 - Learn More

Tags: Insurance advisor, Senior insurance, Sales Tips, Success Tips, Web Marketing Advice, Web Tips, Health Insurance, Referrals, Creating Value, insurance companies, Advisor

New Nationwide Medicare Card Scam

Posted by Lauren Hidalgo on Fri, Jul 19, 2013 @ 09:34 AM

Medicare Supplements Nationwide, Medicare beneficiaries have been reporting scam phone calls that inform them a new Medicare card is in the mail. If your senior clients ask you about this, please advise them to hang up on these suspicious callers and do not fall for this attempt at gaining access to their personal information.

How the scam works:
A senior answers the phone and an unknown caller, usually with an accent, claims to be with Medicare or another government office. He will inform them that their new Medicare card is in the mail and they will receive it in a few days. However, in the meantime they need to set up their direct deposit so their Medicare funds can be deposited into their bank account. All they need to do is tell the caller their banking information and he will take care of the rest.

An alternative method has the caller asking the senior to verify their identity in order to receive their new card. They will ask for their Medicare card number (social security number) as well as other personal information they can then use to steal their identity.

Here’s how your clients can avoid Medicare Card Identity Theft:

  1. Don’t carry their Medicare card in their wallet. If the card is lost or stolen the scammer can use the information to commit identity theft.

  2. Don’t give their information over the Internet, over the phone, or to anyone to goes into their home uninvited. Only give personal information to doctors and providers approved by Medicare.

  3. If they suspect identity theft, or feel like they’ve given their personal information to someone they shouldn’t have, they need to call the Federal Trade Commission’s ID Theft Hotline at 1-877-438-4338.

Hopefully your senior clients won’t be targeted by this scam; however, it’s always best to be prepared in case. See Medicare.gov for more information about Medicare fraud, ID theft and other issues.


Please give us your feedback!
Have any of your clients contacted you asking about this scam? Do you warn your clients about scamming and give them tips on what not to do?

 

Source: The Banner

Additional Updates:
  • DE, FL, KS, OH, ND, and UT Agents: Lower Med Supp Rates with Higher Commissions - Learn More
  • Lucrative New Senior Market Niche - Learn More
  • There's a New Med Supp in Town - Learn More

Tags: Success Tips, senior market news, Quality Management, Equitable Life Medicare Supplement, Customer Service, Building Client Relationships, Stonebridge Medicare Supplement, Cigna Medicare Supplement

Beyond the Low-Hanging Fruit

Posted by Lauren Hidalgo on Fri, Jun 07, 2013 @ 09:22 AM

Medicare Supplements When things are going well, picking the low-hanging fruit works and your business continues to run. The process is easier and it’s comfortable because you’ve gotten so good at the technique needed to turn those prospects to clients. Some producers continue with this method because they feel like the risk isn’t greater than the reward. Take courage to stretch yourself and your business!

Obviously you should continue to pick the low-hanging fruit, however at the same time you should “keep your ladder handy” for those higher opportunities. The important thing to remember is not to get lazy or into a rut. Remember that picking the low-hanging fruit is a complacent, low-energy, passive activity. When you reach higher, it’s more strategic and proactive. Plus, the low-hanging fruit will not always be available. In order to prevent decreases in your business, implement a diversity strategy so you can continue to bring in revenue from different sources.

For some this will be identifying a new niche market to get into. Choose one that isn’t being served or one that is maybe being served by a competitor you know your business is superior to. For others it will be assigning different members of their staff to the low-hanging fruit which leaves them time to pursue new markets or challenges in order to expand their business. If you’re only concentrating on the low-hanging fruit you aren’t paying attention to the bigger picture and your business could get blind sighted.

The Titanic is a good example. No one thought the ship would sink. However, it did. What sunk the Titanic wasn’t the ice they could see but the ice they could not see – the ice they neither anticipated nor planned for. Have your plan ready for the circumstances outside your control; you and your company depend on it.


Please give us your feedback!
What do you do if your business gets into a rut? What suggestions do you have for other agents who might be facing the same problem?

 

Source: LifeHealthPro

Additional Updates:
  • MI & SD Agents: Reach New Med Supp Sales Heights - Learn More
  • Cigna Med Supp High Stakes Cash Contest - Learn More

Tags: Success Tips, Senior Market Advice, Senior Market Success, Medicare Sales, Stonebridge Medicare Supplement, Cigna Medicare Supplement

Five Key Truths About Our Industry

Posted by Lauren Hidalgo on Fri, May 10, 2013 @ 10:59 AM

Medicare Supplements

There are a lot of benefits to working as a senior insurance agent. Frankly, the industry is booming, and with 10,000 seniors aging into Medicare every day it won’t be slowing down any time soon. If you are considering getting into insurance or switching from a different niche of the industry, there are some things you should keep in mind for best chance at success.

Five key "truths" about our industry:

  1. You are a salesperson. It’s important to accept that as a salesperson you need to be good at selling. Obviously, this doesn’t mean selling a senior a product they do not need or cannot afford at that time. It means becoming their trusted advisor and educating them to choose the products that will help them live comfortably from the beginning of their retirement to when their needs change as they continue to age.

  2. You are running a business. You are now the owner of your own small business and you are your only job security. This might seem scary at first – or it might seem liberating – however, your highest priority is going to be making a profit and staying in business. Three things that will help you are prospecting, closing, and servicing your clients. The majority of your time day in and day out should be spent focused on these activities.

  3. You cannot "wing it." You need to have a plan to follow every day; the number of calls you need to make and a script ready for every call. This way you can insure you say exactly what you need to in the most efficient way possible. Remember to practice your scripts until they come naturally and don’t sound canned or rushed. This will help you to increase your ratio of prospects turning into clients.

  4. You have to work hard. The Med Supp business is booming but it’s also competitive. You will need to push yourself harder than everyone else. As Zig Ziglar, a famous motivational speaker once said, "The harder you are on yourself, the easier life will be on you." If you put in the hours and are willing to do the work it takes, you will find yourself poised for a successful venture in the industry.

  5. You must take 100% responsibility for your business. If your numbers aren’t where you want them to be, own up to them. See that as a warning sign and make the necessary changes. Maybe you need to start marketing online with a website or selling Medicare Supplements over the phone. Instead of making excuses outside of yourself take control of your business and become in control of your success.

PSM is your partner for success in the senior insurance market. Build your portfolio with everything from competitive Medicare Supplements to Final Expense plans to Hospital Indemnity, Long Term Care and Annuities. If you find yourself stuck or need assistance, please call our marketers at 1-800-998-7715. We are here to keep you on track and help you navigate your way into and through this competitive and lucrative market.

Please give us your feedback!
What tips do you have for those new to the industry? Anything you would add to this list?

 

Source: LifeHealthPro

Additional Updates:
  • Lucrative New Senior Market Niche - Learn More
  • The Next Senior Market with 14.5 Million Prospects - Learn More

Tags: Sales Tips, Success Tips, health insurance industry, Equitable Life Medicare Supplement, Customer Service, Sentinel Life Hospital Indemnity

How to Effectively Build Your Brand

Posted by Lauren Hidalgo on Fri, May 03, 2013 @ 10:26 AM

Medicare Supplements

By building an effective brand for your business you can separate yourself from the competition in this industry. Creating an effective brand is one that convinced people to buy “you” before they step foot into your office or talk to you over the phone. Determine your brand in your community and see if people already know who you are. If they do, what is the brand they identify with your name? Does is help to separate you from the competition or does it lump you in with everyone else?

Here are some ways to develop a positive brand that allow you to stand apart from your competition:

  • Old-fashioned values. This means treating people with respect; explaining things in a way people can understand, and listening intently so you can truly hear your client’s needs. You are always focused on your client’s agenda, not your own. If you say you’re going to do something you do it, and if you make a mistake, take responsibility and find a solution as soon as possible.

  • Expert knowledge. Be among the absolute best at what you do. Study the art of our craft and become an expert in the field. Also, it’s important to know the products you represent. It’s been said the products you recommend will only account for 10 percent of your success in gaining new clients. So you should know 100 percent of that 10 percent.

  • Genuine understanding. Since in the Medicare Supplement field you will be working almost exclusively with either retirees or people getting ready to retire it’s important to understand what your clients are going through. Become an expert in your niche. You don’t need to be jack-of-all trades but rather a specialist in your field. Genuine understanding can only be demonstrated over time by having a passion for serving the needs of your clients.

An effective message and brand along with a great marking plan can lead to the successful practice you’ve been working toward. If you have any questions, please give your marketer a call at 1-800-998-7715.

Please give us your feedback!
What steps have you taken to build your brand? How has it changed your business?

 

Source: LifeHealthPro

Additional Updates:
  • There's a New Med Supp in Town - Learn More
  • 14.5 Million MA Members - Over Half are on a Zero Dollar Premium Plan - Learn More

Tags: Success Tips, Senior Market Advice, Web Marketing Advice, Web Tips, Customer Service, Cigna Medicare Supplement, Sentinel Life Hospital Indemnity

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