Top 10 Client Needs Assessment Tips for Medicare Agents
The Client Needs Assessment is the foundation of my sales process. When people ask me how I did over $6 million in annuity sales last year, I tell them there is no "secret." I'm just using the Client…
How to Become a $1 Million Insurance Producer
Becoming a $1 million insurance producer is possible. But it’s going to take a lot of time, hustle, and determination to get there.
The Ultimate Guide to Cross-Selling Insurance in the Senior Market
Cross-selling insurance isn’t difficult. It can be intimidating at first, because you need the product knowledge, a solid stable of carriers in your portfolio, and a process. However, with the right…
Why An Agent Started Using the CNA After 33 Years
Tim Bennett has been in the insurance business since 1986 and started regularly using the Client Needs Assessment (CNA) in 2019. Before he started using the CNA to uncover needs with his clients, he…
[Case Study] What I Earned When I Learned How to Use a CNA
Would you call me crazy if I told you that asking one extra question during an appointment could ultimately make you an extra $21,000? Well, call me crazy, because this is a real-life case study from…
How Successful Insurance Producers Are Selling More Per Client
There's no agent out there that would say they don't want to make more money. But for a lot of us, we think the only way to make more money is to spend more time and money on lead generation. Finding…
Is Cancer Insurance Worth Selling?
If you’re an independent insurance agent, particularly in the senior market, odds are you either sell cancer insurance or have considered it in the past.
Why Having an "Insurance Niche" Is Bad Advice
We’ve all heard the advice. Stick to one insurance niche. That way, you can become an expert with that one product, and you’ll dominate.
How to Do a Life Insurance Policy Review (A Shortcut and Real-Life Examples Included)
A great way to snag new clients is to offer a free life insurance policy review.
“Hit for the Cycle” with Client Needs Assessment
Recently, an agent did “hit for the cycle” when using a Client Needs Assessment (CNA). In baseball, “the cycle” is of course hitting a single, double, triple and home run in the same game.