Fifty Percent Of Your Client Will Buy Dental Plans If You JUST ASK

Fifty Percent Of Your Client Will Buy Dental Plans If You JUST ASK

Gordon Marketing wouldn’t offer dental plans for 25 years because we felt that they were not a very good proposition for the client. That all changed when Medico approached us. Medico was the only carrier that didn’t have a dental network. And with that...
How To Talk to Clients About Your Commission

How To Talk to Clients About Your Commission

I don’t know why it is so hard to talk about commissions with our clients, but I know that almost NO ONE brings up the subject and that should change. A common mistake that almost all agents make is not explaining that the client will not pay more to purchase an...
Why Can’t Insurance Companies Retain Their Sales Representatives?

Why Can’t Insurance Companies Retain Their Sales Representatives?

It is endlessly frustrating to get a new representative for an insurance carrier every year. Having been in business for 37 years, I understand that carriers hire and fire rapidly but we are seeing a pattern that is not conducive to good working relationship between...
CMS Backs Off Uplines

CMS Backs Off Uplines

The Medicare Marketing Guidelines that were proposed in late January 2017 under the Obama Administration had a little bomb waiting for distribution. It took months for a consensus to emerge that this bomb would blow up the hierarchy we have used to compensate General...
Less Is More and How to Down Sell

Less Is More and How to Down Sell

Up-Selling is all the rage in sales and we can probably trace it back to McDonalds. No, I don’t want want the second apple pie for 10 cents more, because I’ll just eat it and I feel bad enough about eating one. “You don’t need more clients, you...
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