News & Insights2021-06-08T14:43:31-05:00

LIMRA’s Trustworthy Selling Recognized In National Competition of Sales Training Companies

LIMRA’s Trustworthy Selling Recognized In National Competition of Sales Training Companies WINDSOR, Conn., June 15, 2021— Selling Power, Inc., a multi-channel media company that produces Selling Power magazine, the leading periodical for sales managers and sales vice presidents since 1981, recently gave Trustworthy Selling honorable mention among the top 25 sales training companies across all industries. The sales effectiveness program, Trustworthy Selling, uses Hoopis Performance Network’s proven language and techniques and LIMRA's research insights on consumers and their behaviors to equip financial professionals with the knowledge and skills to engage today’s consumers on their [...]

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Mutual of Omaha Case Study – Sales Effectiveness Impact on Productivity and Retention

Mutual of Omaha Case Study – Sales Effectiveness Impact on Productivity and Retention Mutual of Omaha implemented Trustworthy Selling as part of an organizational strategy to increase their advisor’s focus on needs-based selling over transactional selling or product-focused selling. The company went through the first step in its transformation strategy by revamping its systems to identify, attract and select candidates who were more relationship-focused. Trustworthy Selling was an extension of the company’s strategy to ensure new recruits were onboarded and trained with the knowledge and skills to establish enduring relationships with their clients. Launch Week Incorporating Trustworthy Selling [...]

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Trustworthy Selling Testimonial – Dave Porter, Managing Partner – Baystate Financial

Trustworthy Selling Testimonial – Dave Porter, Managing Partner – Baystate Financial When Mass Mutual approached me about HPN and LIMRA’s Trustworthy Selling program, I asked a group of managers to review the program and determine if it was just “one more training program.” The feedback was that the training would not disrupt our existing training but rather would enhance what we were already doing. Baystate Financial conducted its inaugural Trustworthy Selling class that ran for 13 weeks and involved 18 advisors. The productivity of the group soared in the 6 months following attendance at [...]

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Building vs. Buying Your Content Library

Building vs. Buying Your Content Library Building your content library is a vital step in today’s digital age. The ideal situation is to have your marketing, creative, and sales team all on the same page by using your content. But that doesn’t always happen. The other issue is a surprisingly large amount of marketing material spends its whole life sitting on a storage shelf or a server, never seeing the light of day. Sounds like a waste of resources, doesn’t it? The question then becomes, how do you effectively build or buy your content [...]

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Collaborative Discovery: The RPM Questioning Model

Collaborative Discovery: The RPM Questioning Model Factfinding is what you do TO someone …. Collaborative Discovery is what you do WITH someone. There is a huge difference between “factfinding” and engaging in a collaborative discovery with a prospect or client. The discovery process involves active listening as well as the art of questioning. Regretfully, this is not currently being taught very effectively in organizations. Trustworthy Selling features the RPM Questioning Model which is Reality Questions, Pain/Gain Questions, and Magnification Questions. They represent the three categories of questions necessary to move a prospect or client [...]

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The Language and Four Facets of Trust

The Language and Four Facets of Trust In a recent MDRT study, 85% of consumers, across all generations, stated it was “more difficult to trust an advisor today vs five years ago.” However, only 59% of advisors believed that to be the case, representing a gap of 26%. And yet trust is the “critical link” between sales behaviors and positive outcomes. Higher levels of trust lead to stronger buyer commitment, a desire to develop a long-term relationship, and a willingness to put in the work required to maintain it. It also is directly related to [...]

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Creating Consistency and Scalability in Your Learning and Development Programs

Creating Consistency and Scalability in Your Learning and Development Programs With the growing cost of distribution and budgets being scrutinized, financial organizations will have to begin identifying more cost-effective methods to deliver training and development that is salable. In addition, the trend from the last decade where each firm is “entrepreneurial” and allowed to do it “their way” locally is, quite frankly, a failing model. This approach creates inconsistencies across the organization and limits cultural best practices from being identified. Benefits of Scaling Subject Matter Expertise Distribution leaders and heads of [...]

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Behavioral Economics: Overcoming Natural Human Tendencies

Behavioral Economics: Overcoming Natural Human Tendencies Behavioral Economics is the fusion of psychology and economics to explain human behavior as it relates to decision-making. The concept of behavioral economics had never been studied specifically in the insurance and financial services space. HPN and LIMRA identified 7 Behavioral Economics Techniques that, when applied to the sales process, increases the likelihood of a prospect or client moving forward by 29%! The key is to help people overcome their natural human tendencies. Economics is RATIONAL but behavioral economics is very IRRATIONAL. Here is a [...]

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