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Instant Insights / Thriving: Sales and Client Development

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  • 4 things scarier than a prospecting call

    Kevin Trokey | December 01, 2017

    People only embrace the pain of change once the pain of the status quo becomes greater. You will only embrace your prospecting responsibility when you realize avoiding it is the scarier option.

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    Starbucks is known for selling coffee.

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    Want to know what will do the most to increase the odds of success on your next sales presentation?

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    We spend quite a bit of time working in the business, but not as much time working on the business.

  • Are you selling offensively or defensively?

    Gil Lowerre and Bonnie Brazzell | January 16, 2018

    Brokers are gaining more experience than in past years and that the average broker is now more knowledgeable about voluntary. And that makes him or her a more formidable competitor.

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  • Standing out when everyone's carrying the same bag

    Gil Lowerre and Bonnie Brazzell | May 01, 2017

    There have long been two general categories of brokers in the benefits industry.

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