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3 top producers share their thoughts and reveal their strategies for utilizing new technology in their practice, and explain why there are some things automation should never replace. Curious about how some of the most successful producers in the business are working to integrate new life insurance-centric technology…

As someone who covers the insurance industry on both the property/casualty and life/health side, I’m constantly inundated with news about how companies are trying to transform a traditionally conservative, sometimes technically stalled industry. “Fintech” and “insurtech” are two terms that are continuously thrown in our face; you on…

To build a successful sales career, you must be strong with the fundamentals. After a producer focuses in on, learns, and gets better at three often overlooked but key fundamentals, the sales approach, confidence level, and results always improve. Let me just say it up front: I believe…

Do you remember the last time that you watched CNN, CNBC, “Shark Tank,” “The Profit,” or even the market update segment of the news? While viewing this programming, have you ever seen commercials for financial services products? I know that I have. I recall commercials for mutual funds…

Agents fall into two categories. They are either life insurance salespeople who peddle a product or life insurance advisors who care for clients. Here’s why you should strive to be the latter. So you know, I’ve never sold life insurance and I don’t presume to walk in producers’…

The single most important ingredient that must be present with the prospect is a need or problem to solve. Once upon a time, salespeople could talk consumers into wanting and needing. Those days are over. People will not, in large numbers, allow you to convince them to do…

You don’t exist if you’re not using online video consistently. Since 2015, online video has been the most-used medium to reach consumers for education and entertainment, surpassing written content on the same subject matter. And while Boomers have finally discovered the Internet, Gen X, Gen Y and Millennials dominate the viewership.