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    National Underwriter Sales Essentials (Life & Health): Prospecting
    National Underwriter Sales Essentials (Life & Health): Prospecting
    National Underwriter Sales Essentials (Life & Health): Prospecting
    Ebook130 pages1 hour

    National Underwriter Sales Essentials (Life & Health): Prospecting

    By William H. Byrnes

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    About this ebook

    The National Underwriter Sales Essentials Series combines all of the most practical, proven sales techniques advisors, agents, brokers, producers, sales managers or agency owners need to convert prospects into customers, win new business, and to grow sales. The Life & Health Sales Essentials focuses on the selling skills and techniques essential to achieving success—prospecting for new business and the demands of running an agency.
    LanguageEnglish
    PublisherThe National Underwriter Company
    Release dateFeb 20, 2014
    ISBN9781939829641
    National Underwriter Sales Essentials (Life & Health): Prospecting

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      Book preview

      National Underwriter Sales Essentials (Life & Health) - William H. Byrnes

      ISBN 978-1-939829-64-1

      This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. – From a Declaration of Principles jointly adapted by a Committee of The American Bar Association and a Committee of Publishers and Associations .

      Circular 230 Notice – The content in this publication is not intended or written to be used, and it cannot be used, for the purposes of avoiding U.S. tax penalties.

      THE NATIONAL UNDERWRITER COMPANY

      Copyright © 2014

      The National Underwriter Company

      5081 Olympic Blvd.

      Erlanger, KY 41018

      All rights reserved.

      No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without prior written permission of the publisher.

      Printed in the United States of America

      About Summit Professional Networks

      Summit Professional Networks supports the growth and vitality of the insurance, financial services and legal communities by providing professionals with the knowledge and education they need to succeed at every stage of their careers. We provide face-to-face and digital events, websites, mobile sites and apps, online information services, and magazines giving professionals multi-platform access to our critical resources, including Professional Development; Education & Certification; Prospecting & Data Tools; Industry News & Analysis; Reference Tools and Services; and Community Networking Opportunities.

      Using all of our resources across each community we serve, we deliver measurable ROI for our sponsors through a range of turnkey services, including Research, Content Development, Integrated Media, Creative & Design, and Lead Generation.

      For more information, go to http://www.SummitProfessionalNetworks.com.

      About the National Underwriter Company

      For over 110 years, The National Underwriter Company has been the first in line with the targeted tax, insurance, and financial planning information you need to make critical business decisions. Boasting nearly a century of expert experience, our reputable Editors are dedicated to putting accurate and relevant information right at your fingertips. With Tax Facts, Tools & Techniques, National Underwriter Advanced Markets, Field Guide, FC&S®, FC&S Legal®, and other resources available in print, eBook, CD, and online, you can be assured that as the industry evolves National Underwriter will be at the forefront with the thorough and easy-to-use resources you rely on for success.

      The National Underwriter Company

      Update Service Notification

      This National Underwriter Company publication is regularly updated to include coverage of developments and changes that affect the content. If you did not purchase this publication directly from The National Underwriter Company and you want to receive these important updates sent on a 30-day review basis and billed separately, please contact us at (800) 543-0874. Or you can mail your request with your name, company, address, and the title of the book to:

      The National Underwriter Company

      5081 Olympic Boulevard

      Erlanger, KY 41018

      If you purchased this publication from The National Underwriter Company directly, you have already been registered for the update service.

      Summit employs more than 300 employees in ten offices across the United States. For more information, please visit www.summitbusinessmedia.com.

      National Underwriter Company Contact Information

      To order any National Underwriter Company title, please

      •     call 1-800-543-0874, 8-6 ET Monday – Thursday and 8 to 5 ET Friday

      •     online bookstore at www.nationalunderwriter.com, or

      •     mail to The National Underwriter Company, Orders Department, 5081 Olympic Blvd., Erlanger, KY 41018

      About the Authors

      Prof. William H. Byrnes, Esq., LL.M., CWM

      William Byrnes, an attorney, law professor, and credentialed journalist, is the leader of Summit Professional Networks Financial Advisory Publications. He is an author of over thirty book volumes and one thousand articles. He was a Senior Manager, then Associate Director of international tax for Coopers and Lybrand practicing in Africa, Europe, Asia, and the Caribbean. His clients industries included financial services, mining, education, fashion, durable medical equipment, office furniture, and technology. He has been commissioned and consulted by a number of governments on their tax and fiscal policy.

      In 1998, William Byrnes created the first online graduate program offered by an ABA accredited law school for non-legal professionals such as financial planners, wealth managers and accountants. Since 1994, he has served as a trainer for associations, government, banks, STEP and the AAFM. Before Associate Dean William Byrnes joined the administration of Thomas Jefferson School of Law, he was a tenured law faculty member at St. Thomas University School of Law.

      Robert Bloink, Esq., LL.M.

      Robert Bloink worked to put in force in excess of $2B of death benefit for the insurance industry’s producers in the past five years. His insurance practice incorporates sophisticated wealth transfer techniques, as well as counseling institutions in the context of their insurance portfolios and other mortality based exposures. Robert Bloink is a professor of tax for the Graduate Program of International Tax and Financial Services, Thomas Jefferson School of Law.

      Previously, Robert Bloink served as Senior Attorney in the IRS Office of Chief Counsel, Large and Mid-Sized Business Division, where he litigated many cases in the U.S. Tax Court, served as Liaison Counsel for the Offshore Compliance Technical Assistance Program, coordinated examination programs audit teams on the development of issues for large corporate taxpayers, and taught continuing education seminars to Senior Revenue Agents involved in Large Case Exams. In his governmental capacity, Mr. Bloink became recognized as an expert in the taxation of financial structured products and was responsible for the IRS’ first FSA addressing variable forward contracts. Mr. Bloink’s core competencies led to his involvement in prosecuting some of the biggest corporate tax shelters in the history or our country.

      About the Executive Editor

      Kelly B. Maheu, J.D., is the Director of Product Development for the Professional Publishing Division at Summit Professional Networks. She is responsible for acquiring expert authored content and working closely with Summit’s editorial, sales, marketing, and technology teams to develop professional online and print reference libraries in the areas of taxation, insurance and financial planning.

      Kelly began work at Summit in 2006 in editorial positions for Fire, Casualty and Surety Service (FC&S). A graduate of the University Of Cincinnati College Of Law, Kelly worked in the legal and insurance fields for LexisNexis, Progressive Insurance, and a Cincinnati insurance defense litigation firm prior to joining Summit. Kelly holds a BA from Miami University, graduating Cum Laude with a double major in English/Journalism and Psychology.

      Kelly has edited and contributed to numerous books and publications including The Personal Auto Insurance Policy Coverage Guide, Cyberliability and Insurance, The D&O Coverage Guide, The Tools and Techniques of Risk Management for Financial Planners, Claims Magazine, PropertyCasualty360.com and ProducersWEB.com.

      Table of Contents

      Chapter 1: Prospecting in the Twenty-First Century

      Chapter 2: How to Clone Your Clients (Part 1)

      Chapter 3: How to Clone Your Clients (Part 2)

      Chapter 4: How to Clone Your Clients (Part 3)

      Chapter 5: What’s your Point of Difference?

      Chapter 6: Overcoming Objections

      Chapter 7: 8 Ways Advisors Sabotage Their Sales Calls

      Chapter 8: Sell on Friday Afternoons

      Chapter 9: Why Breakfast Meetings Bring Sales

      Chapter 10: The Ben Franklin Method For Winning People Over

      Chapter 11: 40 Prospecting Tips

      Chapter 12: High Net Worth Clients: How to Find Them, How to Service Them

      Chapter 13: How to Cultivate A Network of Endless Referrals (Part 1)

      Chapter 14: How to Cultivate A Network of Endless Referrals (Part 2)

      Chapter 15: How to Cultivate A Network of Endless Referrals (Part 3)

      Chapter 16: How to Cultivate A Network

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