Objections in life insurance aren't a dead end - they're an opportunity to build lifelong client relationships OVERLAND ...

This is the time of year when many of you are finalizing all the last-minute planning left over from 2023 (or still recovering from it). If you’re like most advisors, not every client agreed to all of ...

In the first article of a five-part series, Barrett Consulting founder, Sue Barrett, explores the ways sales and marketing teams can minimise client objections. For many sales and marketing ...

(By Paul Weyland) I love football. I also love sales. Today I’d like to mash up the two in a discussion called “Field Advantage: How to Start at the Direct Client’s 20-Yard Line Instead of Ours.” The ...

I’m sure you’ve heard it before. “I would love to hire your company to get this done for us, but you cost too much.” Cost is an illusion. Everything costs too much if it has too little value, and ...

One of the biggest worries in sales, besides prospecting, is dealing with customers’ objections. Many people do not like dealing with objections or conflict, however, many sales people unintentionally ...

When it comes to risk, your clients can be full of excuses. That tendency to deflect is particularly acute when discussions turn to cyber coverage. “My favorite one was ‘We outsource everything,’” ...

In Supreme Court arguments on Wednesday, the nine Justices will tackle a Sixth Amendment question about the proper role of attorneys in capital murder cases when a lawyer admits guilt over his ...

Your article was successfully shared with the contacts you provided. A few years ago I researched how to overcome objections — frankly I couldn’t find any decent strategies so I came up with my own.