Sales and Marketing Tips

Use the free articles below to improve your effectiveness, enhance your efficiency and ramp up your production! Most are written by experts in their field or are reprinted contributions from Perspectives. Fresh articles will be added on a regular basis, so check back often. If you have a sales idea or best practices story you would like to share, send it to jrickwalder@nailba.org.

MDRT Minutes

• MDRT Minute 152 - 12 Laws of Managing Your Business (pdf)
   
• MDRT Minute 153 - Staying Focused During Times of Adversity (pdf)
   
• MDRT Minute 154 - Money and Habits: Your Primary Competition (pdf)
   
• MDRT Minute 155 - Meet, Exceed, WOW! (pdf)
   
• MDRT Minute 156 - The Little Red Wagon Script™ (pdf)
   
• MDRT Minute 157 - A Guide to a Successful Financial Planning Practice (pdf)
   
• MDRT Minute 158 - The Principles of Persuasion (pdf)
   
• MDRT Minute 159 - The Essentials of Building a Successful Sales Career (pdf)
   
• MDRT Minute 160 - To Remember Names, BE DR. SUAVE (pdf)
   
• MDRT Minute 161 - Tell Your Story! (pdf)
   
• MDRT Minute 162 - 12 Weeks to Breakthrough (pdf)
   
• MDRT Minute 164 - Rules for Sustained Success (pdf)
   
• MDRT Minute 165 - Mind Over Money (pdf)
   
• MDRT Minute 166 - Simple Strategies for Marketing Success (pdf)
   
• MDRT Minute 168 - Maximizing Your ROI on Staff (pdf)

MDRT Productivity Articles

• Be More Productive (pdf)
  Nathan Perlmutter, CLU, ChFC

• From the Beginning (pdf)
  Merlyn Kevin Fernandes

• Closing Time (pdf)
  Colleen Francis
   
• Overcoming Objections (pdf)
  John Boe
   
• Marketing to Many (pdf)
  Mark Merenda
   
• A Financial Quarterback (pdf)
  Matt Oechsli
   
• Power of Persuasion (pdf)
  Robert Cialdini, PhD
   
• Become a Top Producer (pdf)
  Andrew S. Martin, CLU, ChFC
   
• Get Results (pdf)
  Terese Easler
   
• Superstar Mindsets (pdf)
  Donald Moine, PhD

Practice Management

• New Bankruptcy Law (pdf)
  Jim Wagenmann, CPA
  
  
• Deferred Compensation Plans (pdf)
  Jim Wagenmann, CPA
  
  
• 529 Plans - Saving for Higher Education (pdf)
  Jim Wagenmann, CPA
  
  
• Auto Deduction (pdf)
  Jim Wagenmann, CPA
  
  
• Traditional IRA vs. Roth IRA (pdf)
  Jim Wagenmann, CPA
  
  
• Secondary Guarantees in UL: Commoditize at Your Peril (pdf)
  Christopher G. Greis, CLU President
  Leaders Partners Inc.
  
  
• Whole Life: A Comeback Story (pdf)
  J. Spencer Williams, Senior Vice President
  Life and Sales Marketing Division
  Massachusetts Mutual Life Insurance Company
  
  
• University Business Centers: Educating Entrepreneurs (pdf)
  Ann M. Dugan, Assistant Dean and Executive Director
  Institute for Entrepreneurial Excellence University of Pittsburgh
  Katz Graduate School of Business
  
  
• Constructing a Prospect Pipeline (pdf)
  John R. Graham, President
  Graham Communications
  
  
• Background Screening: Why Employers Should Screen Applicants (pdf)
  Rick Vaillancourt, PHR
  Training & Development Consultants

Marketing Communications

• 10 Things Your Customers Won't Tell You (But We Will!) (pdf)
  Nancy Friedman
  
  
• What Type of CELL PHONE User Are YOU? (pdf)
  Nancy Friedman
  
  
• 7 Keys to Having a POSITIVE MENTAL ATTITUDE or Everyone Doesn't like Broccoli (pdf)
  Nancy Friedman
  
  
• Have a Nice Day (pdf)
  Nancy Friedman
  
  
• Are You Guilty? (pdf)
  Nancy Friedman
  
  
• What's Your Service Mentality IQ? (pdf)
  Nancy Friedman
  
  
• Marketing's Greatest Enemy (pdf)
  Jay Conrad Levinson, Chairman
  Guerrilla Marketing International
  
  
• Using Words the Same Way (pdf)
  John R. Graham, President
  Graham Communications
  
  
• E-Mail Marketing and the CAN-SPAM Act (pdf)
  Charles M. Watkins
  
  
• File Formats Made Easy (pdf)
  Mary E. Flannery