from the editor

By Ayo Mseka

How to Succeed at Selling

fter working in the insurance business for some time, many agents begin to witness powerful examples of families spared from financial ruin, individuals able to realize their dreams despite major setbacks and clients enjoying peace of mind because their financial house is in order. These clients are enjoying great benefits largely because of their agent’s insistence on getting them to buy the life insurance they need for themselves and their families.

Over the years, agents have used these stories to successfully illustrate the magic that is life insurance and convert hundreds of prospects into clients. The high success rate of this method has enabled it to remain a popular sales tactic for many agents.

But heartfelt stories of the power of life insurance are not the only methods you can use to succeed at selling. Our cover story highlights the recipients of the 2018 Four Under Forty Awards and some of the strategies they are using to boost their production numbers, while our feature article offers several ideas designed to ignite your sales. And you don’t want to miss our articles on how to handle the unexpected at a sales meeting and tips for selling lots of DI insurance—they have worked well for many producers and may do the same for you.

The NAIFA website at www.naifa.org is also a treasure trove of ideas you can use throughout the sales cycle. Whatever time you spend on this site will be well worth the effort because, at the end of your visit, you will have discovered the techniques you need to sell more products and services.

And don’t forget the sales tools and techniques waiting for you at the NAIFA Performance + Purpose Conference from September 13 to September 16 in San Antonio. This one-of-a kind meeting will bring together dozens of industry giants and visionaries who will share the steps they took on their way to the top—and what you can do to achieve similar levels of success.

The power to prevail

No matter how effective these tools are in helping you win more sales, you still need some emotional stamina to keep on keeping on, especially on days when the deal you thought was a sure thing turns out to be nothing, and no one appears to be returning your calls, texts or emails.

For this determination to prevail, re-visit the article on the winners of the Four Under Forty Awards. Among the reasons these super-achievers give for persisting against all odds:

• All of us get kicked in the teeth. It’s how you respond that makes you great.

• People with resilience are the ones who find success in this business.

• You can’t control what happens to you, but you can control your reaction to it.

• You can have tremendous success if you keep your priorities straight. Faith, family and friends will get you through anything in life.

Combine these “motivators” with the sales ideas highlighted in this issue and the resources waiting for you at www.naifa.org, and what you get is pretty powerful: the knowledge and staying power you need to keep on helping your clients secure a sound financial future.

Good luck on your journey to an abundance of sales!