Mar 24

Big Mistake vs. Little Mistake

The sky is falling for life insurance/annuity advisors!

“What if President Trump repeals estate taxes?” “I’ve heard he is going to decrease income tax brackets?”

There goes the sizzle in the sale for life/annuity strategies, right? Wrong!! Many prospects will give you the “I want to wait to see what happens” objection.

It is important to remind ourselves, our...

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Jan 28

Are You A Number Or A Name?

Is your IMO in YOUR corner?

Not every IMO is created equal. Some are built like a factory, processing apps in an automated fashion with little human interaction in the sales process. Some promise higher levels of compensation based on tiers of production and applications that come in through their door. Some even help with marketing your business by building a...

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Jan 13

3 Things Your Marketing Organization Should Be Doing For You, But Aren’t

Finding the right partner is critical to your success! All Independent Marketing Organizations (IMO) are not created equally! There are many options, so how can you determine which to choose? The lifeblood for anyone in sales is prospecting, marketing and sales support. So, what is the first question you should ask when determining if you are aligned with a great...

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Dec 30

4 Reasons Why You Are Not Closing More Sales

Think your leads stink? It might be you...

We all know that you are not going to close everyone that comes in to see you. The most successful, highly paid baseball players only hit the ball about 40% of the time.

What first comes to mind when I began writing on this subject is, “Do you know what your closing ratio is?” How many prospects did you close on the...

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Dec 16

3 Things That Keep A MDRT Producer Up At Night

In a business where you wake up every January 1st starting at zero, it is challenging to stay calm. The pressure of the everyday grind can create sleepless nights. Let’s see how much we have in common; I bet you will be able to relate to some of the things that have me staring at the ceiling at 1:30am. After identifying the causes, I will share a few strategies...

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DMI was founded in 1989 to provide financial advisors three dynamic elements for success: marketing services, sales consulting and business management.