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CherylAClausen's Articles in Online Business-Marketing

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  • With the Right List…I Could Increase Sales
    Do you remember the Wizard of Oz? In that childhood classic The Tin Man laments how things would be different if…he only had a heart. The Scarecrow wants a brain, and The Cowardly Lion wants courage. Do you recall what happened when Dorothy and her little buddies peaked behind the curtain in Emerald City and saw the great Wizard of Oz?
  • Why Some People Always Make Money withfrom Insurance?
    How do you define agent? The dictionary has three definitions I’d like to share with you and then explain the difference those definitions reflect in your mindset. Those differences in mindset have a dramatic impact on your outcomes.
  • When You Help Clients You Increase Sales – Selling Insurance
    When you think about helping clients you may think about helping individuals with insurance protection, helping companies with benefits packages, and helping people with investment tools. Yep, those are definitely ways you can help clients. So why don’t more people let you help them?
  • When You Help Clients You Increase Sales – Sell More Insurance
    When you think about helping clients you may think about helping individuals with insurance protection, helping companies with benefits packages, and helping people with investment tools. Yep, those are definitely ways you can help clients. So why don’t more people allow you help them?
  • When You do this You Lose
    In a recent Life Insurance Selling article Paul D. Kaplan states, “The insurance industry has bred a bunch of order-takers.” You may not think you’re an order-taker, and even if you are you may not understand why being an order-taker is bad for you. When you’re just an order-taker you lose and you lose big.
  • What You Say & How You Communicate with Your Prospect is Everything in Insurance Sales
    That is the problem isn’t it. You don’t know what to say to a prospect to get their interest. You don’t know what to say to get them to want to know more.
  • What Exactly are You Selling When?
    It can be challenging to sell insurance especially when you’re trained to sell the wrong thing at the wrong time. That’s exactly what your company insurance sales training sets you up to do, consistently selling the wrong thing at the wrong time. It rarely works to approach any process in the wrong order, and it’s especially problematic in this situation.
  • What are You Selling When?
    It can be difficult to sell insurance especially when you’re trained to sell the wrong thing at the wrong time. That’s exactly what your company insurance sales training sets you up to do, consistently selling the wrong thing at the wrong time. It rarely works to approach any process in the wrong order, and it’s especially problematic in this situation.
  • To Those Who Want to Quit Cold Calling
    You start the day with your inboxes full. Ideal prospects are calling, faxing, emailing, and mailing you. They all want something from you.
  • Talk Less and Increase Sales
    The more you run your mouth. The longer you run your mouth. The more likely you are to talk your way out of a sale. As you speak you’re unwittingly setting little land mines for yourself that blow the whole deal.
  • Stuck on the Feast & Famine Roller Coaster?
    Do you go from walking on air grinning ear to ear over your next commission to needing a ladder to step up to the curb because your bank account is empty and you’re thinking you’re going to have to get out of the insurance business? Do you accept this as just the way things are in the insurance business? Are you tired of living on “hopium” hoping you’re going to sell somebody somewhere sometime soon?
  • Stop Selling Insurance the Hard Way
    John J. Healy, CEO of NAIFA, recently called attention to the industry’s recognition they need to change their approach when it comes to providing professional development, education, and sales training. Amen. This has been an industry-wide dirty little secret far too long resulting in many producers failing out of the business.
  • Selling Products is for Wimps
    Service sales professionals are the real players in sales. Why do I say that? I say that because the sales experience should be a night and day difference for the buyer. The way an experienced sales professional sells should differentiate you, and set you apart from other sales people. The potential client shouldn’t think of you as a sales person at all.
  • Selling Products is for Weenies
    Service sales professionals are the real players in sales. Why do I say that? I say that because the sales experience should be a night and day difference for the buyer. The way an experienced sales professional sells should differentiate you, and set you apart from other sales people. The potential client shouldn’t think of you as a sales person at all.
  • Selling Insurance - How Easily Can You Create Business Opportunities that Didn't Exist Before?
    Unless you’re an order taker that’s what sales is all about, generating business opportunities that would not exist otherwise. Most traditional approaches to sales generate a 2-5% return from the opportunities you try to create. That’s a very low rate of return from a whole lot of effort.
  • Reduce Your Insurance Business Risk
    You’re in the insurance and financial services business. Isn’t it your job to help your clients reduce their risks? Then isn't it important to protect your own, and I don’t mean just having the necessary insurance products in place for you and your business?
  • Reduce Your Business Risk
    You’re in the insurance and financial services business. Isn’t it your job to help your clients reduce their risks? Then why don’t you protect your own, and I don’t mean just having the necessary insurance products in place for you and your business?
  • Pre-approach Letters Stopping You from Selling Insurance?
    Are you using pre-approach letters in an effort to secure appointments? How well are those letters working for you? If your results are less than you’d like this article will help you make some changes to those letters and improve your insurance sales results.
  • Now is the Time to Configure a Business that Works No Matter What's Happening on Wall Street
    Good riddance to all the bottom feeders. You know those who treat their business as a part-time hobby. These are the people who are just out to get the quick and easy client. The people whose only approach to business is to get out there and scrape up anything and everything they can find to make a quick buck. These guys don’t have a real business anyway they’re only looking for the easy sales event.
  • Now Bank on YOU to Increase Sales - Sales Coaching
    Break the chains holding you down keeping you in the land of mediocrity, and unleash the success you're capable of. Working as a captive agent is holding you back and keeping you from ever getting the success you could have as an independent agent. Are you ready to break free of those chains and draft your own plan for success?
  • Increase Sales by Not Talking Yourself Out of Sales
    The more you talk. The longer you talk. The more likely you are to talk your way right out the door. As you speak you’re unwittingly laying little land mines for yourself that blow the whole deal.
  • If You Think Sales is Just a Numbers Game its Very Hard to Increase Sales
    Every time I hear someone say, “sales is just a numbers game” it sets my temper off like a rocket on the fourth of July. What makes me the maddest is that millions of sales people and business owners think and believe this out and out lie. It’s one of those things people believe just because they’ve heard it so often.
  • If You Believe Sales is Just a Numbers Game You'll Find it Very Hard to Increase Sales
    Every time I hear someone say, “sales is just a numbers game” it sets my temper off like a rocket on the fourth of July. What makes me the maddest is that millions of sales people and business owners think and believe this out and out lie. It’s one of those things people believe just because they’ve heard it so often.
  • If You Believe Sales is Just a Numbers Game its Very Hard to Increase Sales
    Every time I hear someone say, “sales is just a numbers game” it sets my temper off like a rocket on the fourth of July. What makes me the maddest is that millions of sales people and business owners think and believe this out and out lie. It’s one of those things people believe just because they’ve heard it so often.
  • If I Only had a List…I Could Increase Sales
    Do you remember the Wizard of Oz? In that childhood classic The Tin Man laments how things would be different if…he only had a heart. The Scarecrow wants a brain, and The Cowardly Lion wants courage. Do you recall what happened when Dorothy and her little buddies peaked behind the curtain in Emerald City and saw the great Wizard of Oz?
  • How to Increase Sales and Get the Financial Security You Deserve
    Frankly, I’m puzzled….many business owners and sales professionals behave as though increased sales will happen if they just keep doing what they've been doing. Increased sales don’t happen by accident. They happen as a result of well defined plans and systems.
  • How to Avoid the Biggest Mistake You Can Make Building Your Insurance Business
    When you started out as a aspiring new agent you were told by the recruiter, “We’ll teach you everything you need to know”, and you had no reason not to believe every word. You now know this was an utter misconception on your part. However; you’re one of the courageous few who succeeded through your own blood, sweat, and tears in spite of the misconceptions.
  • How Do You Find People to Buy Insurance?
    This seems like a reasonable question, and one I get asked a lot. When I get asked this question it’s a clear signal to me you’re in trouble. You don’t know how to build an insurance business.
  • Help - How Do You Find People to Buy Insurance?
    This sounds like a reasonable question, and one I get asked often. When I get asked this question it’s a clear signal to me you’re in trouble. You don’t know how to build an insurance business.
  • Get Off the Feast & Famine Roller Coaster?
    Do you go from walking on air grinning ear to ear over your next commission to needing a ladder to step up to the curb because your bank account is empty and you’re thinking you’re going to have to get out of the insurance business? Do you accept this as just the way things are in the insurance business? Are you tired of living on “hopium” hoping you’re going to sell somebody something sometime soon?
  • Finally, Simple Sales Solutions to Fight and Beat Your Competition
    Why are you fighting in the jungle when you could be basking on the green? Is it because you approach sales the same way as your competition?
  • Failure is NOT Acceptable
    Small business owners, all commission-only sales people who do very well recognize they are small business owners, are an elite group of people. You are unique because of your commitment, your persistence, and your determination. You have a strong work ethic. If all it takes is hard work you can’t fail.
  • Are You Missing Out on $200 a Day?
    If you’re target income is $100,000 and you’re at $50,000 now every day you don’t move closer to hitting your target you’re throwing away $200 in immediate income. When you account for the time value of money this number becomes almost frightening. So why would any rational person allow this to happen?
  • Are You Losing $200 a Day?
    If you’re target income is $100,000 and you’re at $50,000 now every day you don’t move closer to hitting your target you’re throwing away $200 in immediate income. When you account for the time value of money this number becomes almost staggering. So why would any rational person allow this to happen?
  • A Tale of Two Insurance Producers: What does the Winner Know?
    Kim and Pat started in business on the same day aligning themselves with the same provider. They hit it off immediately; however, as much as they liked each other they also realized they’re in competition for the same business. They were both eager to start their new businesses and confident in their success.
  • A Tale of Two Insurance Producers: What does the Successful One Know?
    Kim and Pat started in business on the same day aligning themselves with the same insurance provider. They hit it off immediately; however, as much as they liked each other they also realized they’re in competition for the same business. They were both eager to start their new businesses and confident in their success.
  • 7 Steps to Removing Objections
    How would you like to end your sales conversation with more “yes” decisions? How often do you find you’re ready to close, but the prospect has objections? This is a common and unnecessary struggle you can put an end to starting now.
  • 5 Contact Points Leading to Increased Insurance Sales
    Research indicates 60% of middle-class Americans are under-insured yet no more than 2% of those very people are interested in additional coverage. Thus when you contact them they tell you they don’t need it don’t want it and have everything they need. So unless you change the way you approach selling insurance you’re only ever going to sell insurance to at most 2% of the people you contact.
  • 5 Connection Points Leading to Increased Insurance Sales
    Research indicates 60% of middle-class Americans are under-insured yet no more than 2% of those very people are interested in adequate coverage. Thus when you contact them they tell you they don’t need it don’t want it and have everything they need. So unless you change the way you approach selling insurance you’re only ever going to sell insurance to at most 2% of the people you contact.

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