Tag Archives: Resources

Lead Certification class sells out at Raleigh LeadCon

NAA's Lead Performance Team Banner

The Lead Performance Team held a sold-out lead certification class prior to National Agents Alliance’s Leadership Conference in Raleigh, N.C. on July 12, training 250 people on NAA’s most powerful recruiting tool: the lead system.

Participants included people from new agents to administrative staff, and even some of the more experienced managers at National Agents Alliance. The goal of the class is to teach people something they can apply toward their role or position immediately to help their business and to answer any questions they might have.

The class takes you through the process – from collection of data to the creation of all lead types – and offers tips on how to fully use the OASys system. The LPT of Sandra Sheckells, Wendy Brunick, Hunter Tickle and Samantha Osborne taught everything possible to make sure agents get the best return on their investment. This class is one of the important steps to check off your list when it comes to becoming Lead Purchase Authorized, which allows you the ability to purchase your own leads for you and your team.

The next series of lead certification classes will be held at each of NAA’s four Fall Forward events this October in Atlanta, Ga.; Burlington, N.C.; Los Angeles, Calif, and Dallas Texas. The course costs $29 or $49 if you want a box lunch included.

The Lead Performance Team

Upcoming Classes:

2012 Fall Forward-Atlanta, GA: October 5, 2012
2012 Fall Forward-Burlington, NC: October 12, 2012
2012 Fall Forward-Los Angeles, CA: October 19, 2012
2012 Fall Forward-Dallas, TX: October 26, 2012

Lead Certification Class (8:30am-12:00pm)

MIB Life Index: Life Insurance Applications See Increases for June

Thumbs up!According to a new report by MIB Life Index, underwritten life insurance application activity in the U.S. increased 2.1 percent in June, for all ages combined year-over-year.

The report also revealed that the Index has posted positive numbers in eight of the last nine months, however quarterly numbers show easing growth — up +1.3% Q2 2012/2011, up +4.2% Q1 2012/2011. In the first six months of 2012, the MIB Life Index increased +2.8% year-to-date (YTD), compared to the same six months last year. June’s numbers were also up +2.2% from those of May.

U.S. application activity also increased across all three age groups for the second consecutive month: ages 0-44, up +2.0%; ages 45-59, up +0.7%; and ages 60+, up +4.5%, year-over-year. Mid-year, ages 0-44 are up +1.9% YTD; ages 45-59 are up +2.0% YTD; and ages 60+are up +7.3% YTD versus same period last year, the report found.

Things are looking good out there for the National Agents Alliance team, go get you some!

Life Insurance Sales Tips: Top 7 Ways You Could Be Turning Off Your Customer

For the Customer!People are generally a little leery of sales people, no matter which type of sales people you encounter. While National Agents Alliance has many highly trained and top performing sales people who know how to work with clients, there are things that many sales people do that rub customers the wrong way.

LifeHealthPro.com has revealed the top ways sales people can turn off their prospects:

  1. Being late for appointments: This sends a huge red flag to your prospect. Not only is it not professional, they begin to lose confidence in you. Make sure when you book appointments that you allow for a small delay because of traffic or an overly talkative customer.
  2. Talking too much: You’ll never make a sale if you’re talking too much. If you’re talking too much that means you’re not really listening and helping your clients.
  3. Interrupting your customers:  This is not only rude, it’ll turn your client off immediately.
  4.  Going too far into detail about your product or solutions:  This is the fastest way to give your client information overload. This is only going to confuse them and put off their buying decision in order to filter through the mass amount of information you gave them.
  5. Failing to follow through:  If you said you were going to send the client information or look into something further for them—then do it! This just sends the signal that you’re unreliable.
  6. Pitch your offering before determining if a need exists: If you going to pitch a product that your client doesn’t need or isn’t interest in, they will tune you out instantly and your sale will quickly head south. After all, you’re there to help them.
  7. Not updating your product knowledge:  Products change every year and if you’re going to sell them, you need to know their ins and outs.

AARP Study: Nearly Half of Workers Plan to Receive an Annuity at Retirement

AnnuitiesAccording to the Public Policy Institute of the American Association of Retired Persons (AARP), nearly 50 percent of workers plan to receive an annuity, either one purchased from a life insurer or through an employer-provided pension plan, while 38 percent expect to receive a life annuity.

The study, “Older Americans’ Ambivalence Toward Annuities,” also found that almost three in four workers (74 percent) are receiving or expect to receive income from an annuity; and six in 10 (63 percent) are receiving income from a life annuity.

Furthermore, three in 10 (30%) workers and four in 10 (41%) retires with a choice of options in income distribution intend to or already have chosen an annuity, the survey found.

For 82.3 percent of respondents, annuities are “very” or “somewhat” convincing options, due to its ability to “help you manager your budget because you get a predictable amount of money each month.”

In addition, 81.6 percent of respondents believe that annuities offer “peace of mind because payments will continue as long as you live, while 80 percent said annuities “ensure that your month income will not fall, even if there is a large drop in the market.”  Another 76.8 percent said annuities “can help you remain independent because the money will never run out” and 75.5 percent reported that it offers “certainty in respect to the rate of return.”

Annuities are proving to be a hot retirement option amongst workers and retirees. National Agents Alliance urges our insurance agents to ask their clients if annuities have ever been an option that they have considered. Because annuities are tax deferred, meaning that they don’t have to pay taxes money they accumulate until it is withdrawn in the future, it can be a huge benefit for our clients. Annuities also avoid the costs and delays of probate, which gives your loved ones access to the funds quickly.

If you are interested in a free quote or more information about purchasing an annuity, please visit http://www.naalife.com.

The 7 Deadly Sins of Leadership: Have You Been a Victim?

Become a Leader, Don't Fall Into These TrapsBecoming a leader is a rocky road full of obstacles, and knowing how to navigate that perilous territory is what will make you a great leader.

Being aware of the following seven deadly sins of leadership won’t ensure that you’ll be a leader, or that you won’t fall victim to one of these sins— because let’s face it, some of them are tempting. But, either way it’ll provide a learning experience that you could grow from.

Thoughtleadersllc.com’s article, “The 7 Deadly Sins of Leadership,” has identified the following sins of leadership that you may fall victim to:

  • Lust: Don’t worry – we’re not talking about sex here.  But we are talking about appearances.  While it’s important to dress the part of a leader and to be charismatic and have sex appeal, more than a hint of it can be your undoing.  Sex appeal is like cologne or perfume.  It needs to be understated because the moments you even think about being too charismatic, you’ve gone too far and you reek of it.  Let your actions and achievements attract others to be members of your team – not your Gucci Armani Coach Louis Vuitton Polo ensemble.
  • Gluttony: Resources are scarce.  Budgets, people, IT support, etc. are all at a premium.  If you’re lucky enough to have some of these assets, bully for you.  As a leader, you must resist the urge to hoard these resources.  You’ll be seen as not being a team player and you’ll hurt other areas of your business who need the resources more than you do.  When you’re offered resources, take only what you need.  Being a resource pig is a quick way to earn a bad reputation.
  • Greed: If you’re in leadership role for the money, you’ve got it all wrong.  You’re responsible for the care and feeding of the people around you.  Doing it for cold, hard cash is the antithesis of being a servant leader.  Don’t get caught focusing on the raise, the bonus, or the corner office.  It will come back to haunt you when everyone on your team quits in search of a leader who cares more about them than they do about stock options.  Keep your priorities straight – if you lead well, the compensation will naturally follow.
  • Sloth: Don’t be a paper pusher who signs off on things in between rounds of Minesweeper and Solitaire.  Every once in a while you need to roll up your sleeves and get your hands dirty.  Being a lazy body who does nothing but preside because you’re a president/vice president or direct because you’re a director will earn you nothing but disdain.  Your team members model your behavior.  If you’re lazy, they’ll be lazier.  If you bust your behind, you can expect great things from them.
  • Wrath: Things at work will make you mad (especially if you’re exceedingly passionate about the work you do).  When things go poorly, you might have the urge to explode and take it out on the nearest team member, colleague, or boss.  Don’t.  Check yourself before you wreck yourself (Ice Cube!).  The ability to restrain your anger and instead redirect it into fixing things will go a long way.  No one wants to work for a hot head.  Practice counting to 10.  Wait a day before sending that scorching email.  Go take a walk.  No matter what, don’t lose it.
  • Envy: You want that corner office and the peach of a parking spot, don’t you?  Focusing on the roles, possessions, and achievements of others is cancerous.  It leads you to get distracted from the things that really matter – the members of your team.  All of us want to get promoted and advance our careers.  There are two paths to doing so – getting pulled up by those above us or getting pushed up by the members of our teams.  Avoid the temptation to covet those things above you and instead focus all your time, energy, and attention on your team.  You’ll be in the corner office before you know it.
  • Pride: If you’re too busy telling others about your accomplishments, you’re not improving your business.  We all have a desire for rewards and recognition and all of us are good at what we do.  But instead of telling people how awesome you are (and likely deriding others in the organization along the way), let other people sing your praises.  It’s your boss’ job to promote your accomplishments – not yours.  Do incredible things for your boss, your team, your customers, your partners, etc.  When you do, they’ll be more than happy to tell people how great you are.  And no matter how much they praise you, don’t let it go to your head because doing so will be your downfall.

The Audacity of White Sheeting…

You like that title don’t you? Sucked you in and got you to read this.

Since you clicked on that catchy title, I’m going to share one of my secrets with you. After I tell you, you’re going to think, “that’s no secret” or “Andy is talking crazy again.”

It’s not really a secret, but it might as well be because not enough people do what I’m about to tell you to do.

[Read more…]

Today in the National Agents Alliance blogosphere, we are featuring a couple of different posts written by NAA founder and CEO, Andy Albright.  Now this particular blog on whitesheeting outlines a simple yet highly effective tactic that will have a tremendous impact for your business and personal life.  Seriously.

Using this practice will have positive impacts for you, and it is Andy’s belief that all of the National Agents Alliance team should be familiar with it.  If you have read this information prior, great!  Have a look again and leave some comments on how it has worked for you.  If you haven’t yet read up on this, go to Andy’s blog now and get the knowledge!  This could be the very edge you need to break through to the next level, fight your way out of a slump, or any number of things.

Andy Albright, Whitesheeting

Remember, once you’re over at Andy’s site, leave some comments to let us know how whitesheeting has worked for you!

Parkinson’s Law

Expanding TimeYou may not be familiar with the name, but you have probably heard the definition:  “Work expands to fill the time available for its completion.”  This concept was first publicized in 1955 by Cyril Northcote Parkinson in an article for The Economist and later became the major point of one of Parkinson’s books, Parkinson’s Law:  The Pursuit of Progress.

Parkinson, who worked in the British Civil Service, saw firsthand how a bureaucracy provided no incentive to work hard, fast and/or smart, and now we know this phenomenon is not restricted to government work.  If you are not careful, it will seep into your National Agents Alliance business and will thwart production.

What the “Law” means is that if you give yourself eight hours to complete a one-hour task, then the task, in your thinking, will increase in complexity, causing more stress and tension about having to get it done.  Conversely, when we assign the right amount of time to any chore, we gain back more time and discover that the task is not really complex.  Many people are amazed at how quickly and efficiently some tasks can be done when they set a strict deadline.

Why do people allow Parkinson’s Law to govern their work?  In government bureaucracies it’s easy to fall into the trap because there is very little accountability, so “who cares?” In government people rarely lose their job over poor production, and it happens in business when an employee feels that their work is not appreciated.

For a National Agents Alliance agent it matters!  As an independent business owner you learn quickly that you are responsible for your own results and profitability, so getting things done in a timely manner can make a big difference in your income.

More importantly, you have to understand that, for new agents, working independently from home is probably a new experience and the temptations for procrastination are great.  With no boss to set deadlines it is real easy to let Parkinson’s Law creep into your work habits.  You can get up from the desk and wander to the refrigerator, play with the kids or just visit with family members or neighbors. With no sense of urgency to complete the work, the eight-hour work day becomes a thing of the past, 14-hour days become routine and you begin to feel that you are always working.

So, what to do the top producers at National Agents Alliance do?

Here are some of their suggestions.  Make a list of your tasks and assign the amount of time it would normally take to complete them.  Then challenge yourself to finish each task in half the allotted time.  Treat the time limit like an unbreakable deadline from a boss or client, but you are now the boss enforcing the deadline.  This is your business.  Treat it as such.

Most of the very successful entrepreneurs are very competitive people, so start treating these deadlines like a competition that you have to win.  Beat the clock without taking shortcuts; you still have to do things right.  Soon you will know exactly what a reasonable time to finish a particular task is.

Start by restricting some little time wasters; like handling emails and surfing the web.  If you usually spend a leisurely 20-30 minutes checking emails, allot no more than five minutes.  Don’t give these tasks any more attention until you’ve completed everything on your to-do list that day, at which point you can so some email reading, social networking and web-surfing to your heart’s content. Just don’t spend all your spare time that way!  Learn to focus on the important tasks.

When you start running a tight ship in your own home office you will be more efficient, more profitable and you’ll suddenly discover that you actually have more free time to live your life the way you want to live…and isn’t that why you wanted to be your own boss?

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