May 18, 2023 Trustworthy Selling was named one of the Top Sales Training Companies of 2023 by Selling Power, Inc., a multi-channel media company and producer of Selling Power magazine — the leading digital magazine for sales managers and sales vice presidents since 1981. Since 2013, Trustworthy Selling, developed by [...]
This study examines the reasons consumers live with a life insurance need gap and explores opportunities for the industry to overcome the barriers that prevent these consumers from obtaining the coverage they know they need. DOWNLOAD FULL REPORT
This study provides an analysis of the retirement income market by different segments, demographics, or retirement status. The information can help advisors and institutions recognize investor trends and target the segments of greatest opportunity. DOWNLOAD FULL REPORT
This report first reviews some principles of Behavioral Economics and explains specifically how to use it to improve sales presentations and sales promotional materials. DOWNLOAD FULL REPORT DOWNLOAD FULL REPORT DOWNLOAD FULL REPORT
Consumers have told us that the life insurance industry language is confusing. While consumers have access to their own life insurance research, they turn to financial professionals to make sense of it all. Financial professionals engage their clients in the shopping process and communicate industry terms in their own unique ways. [...]
Despite 8 in 10 Hispanic consumers saying they believe they should own life insurance, only half actually have coverage, according to the 2021 Insurance Barometer Study. This market represents a growing opportunity for the life insurance industry. According to the U.S. Census Bureau, the Hispanic population has grown 23% over the past decade to [...]
Consumer expectations of financial advice have changed. Today’s consumers feel they’re uneducated when it comes to financial topics, expect access to both online resources and human resources, and view retirement differently than their grandparents did.This study delved into topics like education, robo-advisors and online resources, advice at the workplace, and their thoughts on paying [...]
What Attracted Mutual of Omaha to Choose Trustworthy Selling? 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 [...]
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 [...]
To make a connection with today’s modern, savvy consumer, financial professionals need to develop specific skill sets to achieve success – especially in a post-Covid world. These are often referred to as “soft skills” and their importance is paramount. Looking at this from the consumer mindset is a great place to begin. According [...]