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Sales Time with Steve

Hello!  Steve Bontell here.  You all asked me if I would offer up my thoughts on selling life insurance, especially final expense, and what it takes to be a successful salesperson and Settlers Life agent partner in today's marketplace.  So, I made some notes, fired up the video camera, and created a set of 30 short videos. 

We'll be releasing two videos every week, so I invite you to click the links below to watch them, and check back every Tuesday for more helpful tips and techniques!  Hopefully you will hear some interesting ideas or gain a little motivation, and in doing so become a better salesperson.


Please keep in mind that these videos are my personal thoughts, and that I crafted these "For Agent Use Only".  They are not to be redistributed or published, and certainly are not for viewing by the general public.  They are copyrighted as of July 2015 by Settlers Life Insurance Company.  Because of this "insider restriction", I sometimes use terms or phrases like "end of life specialist".  or "financial services representative", because life insurance is part of the "financial services" sector of business.  Neither "end of life specialist" nor "financial services representative" is a title or certification that you or any agent should use in public, unless you actually have attained such a title or certification from a source the various state insurance departments will recognize.  Please consider them to be "aspirational" in nature, and descriptive of a level of expertise and knowledge that my comments suggest that you should strive for.
 
Let me know what you think of my thoughts and comments.  Your feedback is important to me, to my team, and to all of us at Settlers Life.   Thank you!

Steve Bontell
Chief Marketing Officer
Settlers Life Insurance Company

 

 

Sales Time With Steve - Part 1: Life Insurance Is Required by Love

 

 

 

 

 

Sales Time With Steve - Part 2: Elevator Talk

 

 

 

 

Sales Time With Steve - Part 3: Meet and Greet

 

 

 

 

Sales Time With Steve - Part 4: Life Insurance Should Be More Than a Piece of Paper and a Promise

 

 

 

 

 

 

Sales Time With Steve - Part 5: Leads Are Names, Not Sales

 

 

 

 

Sales Time With Steve - Part 6: Covered! And the Power of the Magnet

 

 

 

 

 

 

Sales Time With Steve - Part 7: The Funeral Rule and Why You Must Know It

 

 

 

 

Sales Time With Steve - Part 8: Windshield or Handshakes: Driver or Closer?

 

 

 

 

 

 

Sales Time With Steve - Part 9: Handling Objections: Turning No into Know!

 

 

 

 

Sales Time With Steve - Part 10: Between the Ears or Around the Heart: Where Will You Go?

 

 

 

 

 

 

Sales Time With Steve - Part 11: Is the Company and Product You're Selling Good Enough for Your Mom and Dad?

 

 

 

 

Sales Time With Steve - Part 12: Time Management

 

 

 

 

 

 

Sales Time With Steve - Part 13: The Future Life Insurance Agent

 

 

 

 

Sales Time With Steve - Part 14: Persistency and Mortality: Why These Two Words Should Matter to You

 

 

 

 

 

 

Sales Time With Steve - Part 15: Lifetime/Legacy Renewals - Why You Need Them

 

 

 

 

Sales Time With Steve - Part 16: Producer, Recruiter, or Both

 

 

 

 

 

 

Sales Time With Steve - Part 17: Freelance or System - Your Answer Determines Your Paycheck

 

 

 

 

Sales Time With Steve - Part 18: There's No Such Thing as "Final Expense Life Insurance"

 

 

 

 

 

 

Sales Time With Steve - Part 19: One and Done

 

 

 

 

Sales Time With Steve - Part 20: 130 Decisions in 24 Hours

 

 

 

 

 

 

Sales Time With Steve - Part 21: Compassionate and Caring: Are You?

 

 

 

 

Sales Time With Steve - Part 22: Look, Listen, Learn - The Keys to Greatness in the Life Insurance Business

 

 

 

 

 

 

Sales Time With Steve - Part 23: End-of-Life Specialist or Final Expense Agent

 

 

 

 

Sales Time With Steve - Part 24: Dealing With Difficult Selling Situations

 

 

 

 

 

 

Sales Time With Steve - Part 25: Why You?

 

 

 

 

Sales Time With Steve - Part 26: Appointment or Drop-In

 

 

 

 

 

 

Sales Time With Steve - Part 27: What You Should Expect from Your Agency or IMO

 

 

 

 

Sales Time With Steve - Part 28: What You Should Expect from Your Carrier(s)

 

 

 

 

 

 

Sales Time With Steve - Part 29: Measuring Success in Your Life Insurance Career

 

 

 

 

Sales Time With Steve - Part 30: What You Can Learn from Tim Tebow