<![CDATA[TRISTATE FINANCIAL NETWORK - TFN Blog]]>Mon, 16 Feb 2026 12:14:18 -0500Weeblyen-usnoinsurance,business,sales,training,leadershipLeadership and business skills to inspire people to achieve their dreams and helping others to live in financial and personal freedom.Business and Leadership Tips<![CDATA[​Tips for Being a Successful Insurance Agent]]>Wed, 21 Apr 2021 16:06:59 GMThttps://www.tristategrp.com/tfn-blog/tips-for-being-a-successful-insurance-agentBecoming a successful life insurance agent doesn’t happen overnight, it can take years of hard work to establish yourself within the industry and better understand your clients. Give yourself the time and patience you need to adapt to the many nuances of building lasting relationships and clients for life. 
These tips can help you get started.

1. Believe in the product
Selling a product that you believe in is much easier than selling a product that you don’t. Owe what you sell! Have a policy for yourself, it lends so much credibility to you an d the company!
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2. Be clear and direct
When talking to clients, try to avoid using complicated descriptions or insider language. Instead, explain the concepts to your clients as quickly, clearly, and as simply as possible.

3. Get to know your clients
You’re not there to sell them a product; you’re there to help them find a solution, which means knowing your client’s goals and needs is key. Use every opportunity you can, from the very first phone call or conversation to develop a friendship and relationship. Ask them questions more then you talk and listen more then you ask. Your clients want to know that you truly care and are not in it just to make a quick buck.

4. Prepare your presentation
Practice it, memorize it, and be prepared to shift your presentation based on how the energy changes while you give the presentation. Be willing to go with the flow of the conversation and dig deep to find the real problem we are trying to find the solution for.

5. Don’t guess if you don’t know the answer
You might be asked tough questions, and you may not always know the answers. If you fumble, it’s very hard to regain credibility. Don’t guess; do your research and get back to your clients with accurate facts.
That's why we have veteran agents standing by to help you get those answers while you are there with the client! Call out form the home!

6. Strive to be better
There’s always room for improvement. Becoming a lifelong learner and using the skills and knowledge you gain along the way will help you continually improve. Build your relationship skills as well as your sales skills.]]><![CDATA[Are you asking the right questions?]]>Tue, 27 Oct 2020 20:38:21 GMThttps://www.tristategrp.com/tfn-blog/areyou-asking-the-right-questionsIt all comes back to the pain. Find the pain or the problem and help the client clarify it. Then you can help them solve it. Listen in to learn how.
]]><![CDATA[Are you associating with convenience?]]>Wed, 21 Oct 2020 00:34:00 GMThttps://www.tristategrp.com/tfn-blog/are-you-associating-with-convenienceWe need a vaccine for average! We need to eradicate average thinking! We need help with this war on average! Listen is as Terry Edwards tells you how.
]]><![CDATA[Do it Now while they remember you!]]>Tue, 01 Sep 2020 19:36:11 GMThttps://www.tristategrp.com/tfn-blog/do-it-now-while-they-remember-youHere is a quick tip on why you should call you clients back earlier and not later! After you make the first sale sometimes agents are afraid to call the client back before the first policy issues because they think the client might cancel the policy. No worries! We call them back and make secondary sales! Listen to this Quick TIP from Megan Wood and Mike Lewantowicz.
]]><![CDATA[WARM MARKET APPOINTMENTS]]>Mon, 24 Aug 2020 15:51:31 GMThttps://www.tristategrp.com/tfn-blog/warm-market-practice-appointmentsRelax, no worries! It's not to sell to all your friends and family it's to LEARN THE PROCESS BEFORE CALLING REAL CLIENTS. It takes the pressure off and can give you a feeling of confidence. 

This allows you to have all the materials and applications ready in your toolkit. It's easier to forget something on a practice appointment then running a real appointment off a lead, you will want to make sure you have everything ready before you get there. 
DOWNLOAD AND PRINT WARM MARKET SCRIPT
Watch how to schedule a warm market appointment in the video below.
​
​When you schedule some practice appointments let the person coaching you know so they can be ready to assist you!
]]>noRelax, no worries! It's not to sell to all your friends and family it's to LEARN THE PROCESS BEFORE CALLING REAL CLIENTS. It takes the pressure off and can give you a feeling of confidence.&nbsp;This allows you to have all the materials and applications ready in your toolkit. It's easier to forget something on a practice appointment&nbsp;then running a real appointment&nbsp;off a lead, you will want to make sure you have everything&nbsp;ready before you get there.&nbsp; DOWNLOAD AND PRINT WARM [...]Relax, no worries! It's not to sell to all your friends and family it's to LEARN THE PROCESS BEFORE CALLING REAL CLIENTS. It takes the pressure off and can give you a feeling of confidence.&nbsp;This allows you to have all the materials and applications ready in your toolkit. It's easier to forget something on a practice appointment&nbsp;then running a real appointment&nbsp;off a lead, you will want to make sure you have everything&nbsp;ready before you get there.&nbsp; DOWNLOAD AND PRINT WARM [...]insurance,business,sales,training,leadership<![CDATA[10/04 Team Call: Green Sheet & Annuity Training Call              >>Guest Chris Norris]]>Mon, 07 Oct 2019 00:47:45 GMThttps://www.tristategrp.com/tfn-blog/1004-team-call-green-sheet-annuity-training-call-gtgtguest-chris-norrisChris Norris from BAcM training us up on Green Sheets and Annuities. Mike gives us the details on the 4th Quarter Contests... ALL jam packed into this Team Call !!
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]]>noChris Norris from BAcM training us up on Green Sheets and Annuities. Mike gives us the details on the 4th Quarter Contests... ALL jam packed into this Team Call !! 10-04-2019.mp3File Size: 64719 kbFile Type: mp3Download File [...]Chris Norris from BAcM training us up on Green Sheets and Annuities. Mike gives us the details on the 4th Quarter Contests... ALL jam packed into this Team Call !! 10-04-2019.mp3File Size: 64719 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[Team Call : ERS Express Updates!!]]>Fri, 07 Jun 2019 21:58:15 GMThttps://www.tristategrp.com/tfn-blog/team-call-ers-express-updatesOn this episode we hear how several agents are makin' it work with ERS Express! 
Tips on how to improve: Getting them, booking them and helping them!!
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]]>noOn this episode we hear how several agents are makin' it work with ERS Express!&nbsp; Tips on how to improve: Getting them, booking them and helping them!! 06-07-2019.mp3File Size: 57270 kbFile Type: mp3Download File [...]On this episode we hear how several agents are makin' it work with ERS Express!&nbsp; Tips on how to improve: Getting them, booking them and helping them!! 06-07-2019.mp3File Size: 57270 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[Here is your Friday 5 for 05/03 !!]]>Fri, 03 May 2019 22:09:05 GMThttps://www.tristategrp.com/tfn-blog/here-is-your-friday-5-for-0503
]]><![CDATA[You found a client with retirement money...Now what?]]>Fri, 03 May 2019 20:57:57 GMThttps://www.tristategrp.com/tfn-blog/you-found-a-client-with-retirement-moneynow-whatSpecial guest Chris Norris from BAM gives us the "How to" of converting greensheets to an appointment!!
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]]>noSpecial guest Chris Norris from BAM gives us the "How to" of converting greensheets to an appointment!! bacm_contact_info.pdfFile Size: 39 kbFile Type: pdfDownload File 05-03-19.mp3File Size: 48257 kbFile Type: mp3Download File your_financial_picture_green_fillable_081318.pdfFile Size: 77 kbFile Type: pdfDownload File 20_power_questions.docxFile Size: 13 kbFile Type: docxDownload File [...]Special guest Chris Norris from BAM gives us the "How to" of converting greensheets to an appointment!! bacm_contact_info.pdfFile Size: 39 kbFile Type: pdfDownload File 05-03-19.mp3File Size: 48257 kbFile Type: mp3Download File your_financial_picture_green_fillable_081318.pdfFile Size: 77 kbFile Type: pdfDownload File 20_power_questions.docxFile Size: 13 kbFile Type: docxDownload File [...]insurance,business,sales,training,leadership<![CDATA[Stay in the loop! Friday Five Update]]>Fri, 26 Apr 2019 20:11:44 GMThttps://www.tristategrp.com/tfn-blog/stay-in-the-loop-gt-5-minute-friday-update
]]><![CDATA[A to Z of booking appointments!]]>Sat, 13 Apr 2019 00:59:45 GMThttps://www.tristategrp.com/tfn-blog/a-to-z-of-booking-appointments
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]]>no04-12_audio.mp3File Size: 53984 kbFile Type: mp3Download File [...]04-12_audio.mp3File Size: 53984 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[Greensheet and Annuity basics with Chris Norris!]]>Sat, 06 Apr 2019 01:50:20 GMThttps://www.tristategrp.com/tfn-blog/greensheet-and-annuity-basics-with-chris-norrisListen in as the Chuck Norris of Annuities karate chops through the greensheet path! 
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]]>noListen in as the Chuck Norris of Annuities karate chops through the greensheet path!&nbsp; 04-05-19.mp3File Size: 27350 kbFile Type: mp3Download File greensheet_process_flow_chart.pdfFile Size: 344 kbFile Type: pdfDownload File your_financial_picture_green_fillable_081318.pdfFile Size: 77 kbFile Type: pdfDownload File [...]Listen in as the Chuck Norris of Annuities karate chops through the greensheet path!&nbsp; 04-05-19.mp3File Size: 27350 kbFile Type: mp3Download File greensheet_process_flow_chart.pdfFile Size: 344 kbFile Type: pdfDownload File your_financial_picture_green_fillable_081318.pdfFile Size: 77 kbFile Type: pdfDownload File [...]insurance,business,sales,training,leadership<![CDATA[Getting started FAST !]]>Mon, 01 Apr 2019 15:35:33 GMThttps://www.tristategrp.com/tfn-blog/getting-started-fast**Fast Forward to 30 mins in to start Audio**

Mike goes over the simple steps to get your new agent rolling!
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]]>no**Fast Forward to 30 mins in to start Audio**Mike goes over the simple steps to get your new agent rolling! gmt20190329-190633_noelle-lew_2_.mp3File Size: 79450 kbFile Type: mp3Download File [...]**Fast Forward to 30 mins in to start Audio**Mike goes over the simple steps to get your new agent rolling! gmt20190329-190633_noelle-lew_2_.mp3File Size: 79450 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[What can YOU get out of ALA training?]]>Fri, 22 Mar 2019 22:11:55 GMThttps://www.tristategrp.com/tfn-blog/what-can-you-get-out-of-ala-trainingJoseph Dukes interviews agents Blake & Crystal Spooner and Barbara Lowery. She what they took away from ALA and why its important for you to go!
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]]>noJoseph Dukes interviews agents Blake &amp; Crystal Spooner and Barbara Lowery. She what they took away from ALA and why its important for you to go! 03-22-2019_audio.mp3File Size: 53205 kbFile Type: mp3Download File [...]Joseph Dukes interviews agents Blake &amp; Crystal Spooner and Barbara Lowery. She what they took away from ALA and why its important for you to go! 03-22-2019_audio.mp3File Size: 53205 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[Lee Reyes reveals his success with ERS system and how it can work for you!]]>Fri, 15 Mar 2019 20:58:04 GMThttps://www.tristategrp.com/tfn-blog/lee-reyes-reveals-his-success-with-ers-system-and-how-it-can-work-for-youSpecial guest Lee Reyes gives step by step instructions on how to get yourself some FreeFerrals!!
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]]>noSpecial guest Lee Reyes gives step by step instructions on how to get yourself some FreeFerrals!! ers_in_home.docxFile Size: 1063 kbFile Type: docxDownload File 03-15-19.mp3File Size: 62287 kbFile Type: mp3Download File [...]Special guest Lee Reyes gives step by step instructions on how to get yourself some FreeFerrals!! ers_in_home.docxFile Size: 1063 kbFile Type: docxDownload File 03-15-19.mp3File Size: 62287 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[Basics of recruiting and startin' early!]]>Fri, 08 Mar 2019 22:11:41 GMThttps://www.tristategrp.com/tfn-blog/basics-of-recruiting-and-startin-earlyHost Noelle Lewantowicz talks to us about the importance of NOT waiting and recruiting early.
She talks to New Part time agent Daylene Maxwell and gets to the basics of building your team NOW!
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]]>noHost Noelle Lewantowicz talks to us about the importance of NOT waiting and recruiting early. She talks to New Part time agent Daylene Maxwell and gets to the basics of building your team NOW! 03-08-2019_3_.mp3File Size: 58742 kbFile Type: mp3Download File [...]Host Noelle Lewantowicz talks to us about the importance of NOT waiting and recruiting early. She talks to New Part time agent Daylene Maxwell and gets to the basics of building your team NOW! 03-08-2019_3_.mp3File Size: 58742 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[IUL Product overview & success stories !]]>Fri, 01 Mar 2019 22:05:05 GMThttps://www.tristategrp.com/tfn-blog/iul-product-overview-success-stories​Special guests Jim Moseley from NLG and agent Alain German talk to us about the different products and success stories pouring out from our team!
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]]>no&#8203;Special guests Jim Moseley from NLG and agent Alain German talk to us about the different products and success stories pouring out from our team! audio_only.mp3File Size: 44462 kbFile Type: mp3Download File [...]&#8203;Special guests Jim Moseley from NLG and agent Alain German talk to us about the different products and success stories pouring out from our team! audio_only.mp3File Size: 44462 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[Personal Sales Breakthroughs! How'd They Do It!?]]>Fri, 22 Feb 2019 22:14:24 GMThttps://www.tristategrp.com/tfn-blog/personal-sales-breakthroughs-gtgt-howd-they-do-itNew agents talk about breakthroughs in their sales process. Listen and learn how to be the best at your craft!
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]]>noNew agents talk about breakthroughs in their sales process. Listen and learn how to be the best at your craft! audio_only__2_.mp3File Size: 54430 kbFile Type: mp3Download File [...]New agents talk about breakthroughs in their sales process. Listen and learn how to be the best at your craft! audio_only__2_.mp3File Size: 54430 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[What is the right amount of leads for your business?]]>Mon, 21 Jan 2019 05:00:00 GMThttps://www.tristategrp.com/tfn-blog/january-21st-2019Special guest Clay Mertes from the LPT and host Paul Epstein go over how to build momentum going into National Convention 2019!

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]]>noSpecial guest Clay Mertes from the LPT and host Paul Epstein go over how to build momentum going into National Convention 2019! team_call_audio_01-18.mp3File Size: 34732 kbFile Type: mp3Download File [...]Special guest Clay Mertes from the LPT and host Paul Epstein go over how to build momentum going into National Convention 2019! team_call_audio_01-18.mp3File Size: 34732 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[The POWER of the Policy Review and Conversions]]>Fri, 30 Nov 2018 22:49:26 GMThttps://www.tristategrp.com/tfn-blog/the-power-of-the-policy-review-and-conversionsFind out the power of policy reviews and conversions. On today's episode the masters Paul Epstein and Joseph Dukes teach the simplicity or helping current clients. This episode is packed with information for new agents as well as veterans. Learn how to earn over $40,000 in commissions with zero lead costs using this simple system.
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]]>noFind out the power of policy reviews and conversions. On today's episode the masters Paul Epstein and Joseph Dukes teach the simplicity or helping current clients. This episode is packed with information for new agents as well as veterans. Learn how to earn over $40,000 in commissions with zero lead costs using this simple system. find_out_the_power_of_the_policy_review.mp3File Size: 17813 kbFile Type: mp3Download File [...]Find out the power of policy reviews and conversions. On today's episode the masters Paul Epstein and Joseph Dukes teach the simplicity or helping current clients. This episode is packed with information for new agents as well as veterans. Learn how to earn over $40,000 in commissions with zero lead costs using this simple system. find_out_the_power_of_the_policy_review.mp3File Size: 17813 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[Your Best Hires Are Your Clients!]]>Mon, 12 Nov 2018 18:05:27 GMThttps://www.tristategrp.com/tfn-blog/your-best-hires-are-your-clientsSometimes the best people on your team are your own clients! They understand what life insurance is about and believe in the cause. Always ask your clients who they know that could help us out and you could end up with winners on your team like the people on the call today! Learn how to hire across the table with Basic #4!
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]]>noSometimes the best people on your team are your own clients! They understand what life insurance is about and believe in the cause. Always ask your clients who they know that could help us out and you could end up with winners on your team like the people on the call today! Learn how to hire across the table with Basic #4! hiring_across_the_table_basic_4.mp3File Size: 11913 kbFile Type: mp3Download File [...]Sometimes the best people on your team are your own clients! They understand what life insurance is about and believe in the cause. Always ask your clients who they know that could help us out and you could end up with winners on your team like the people on the call today! Learn how to hire across the table with Basic #4! hiring_across_the_table_basic_4.mp3File Size: 11913 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[Trust, Likability and Relationships = Referrals]]>Sat, 03 Nov 2018 13:12:41 GMThttps://www.tristategrp.com/tfn-blog/trust-likability-and-relationships-referrals​It's one thing to set an appointment from a lead, it's another thing for that client to give you referrals. It all comes back to trust, likability and relationships. Today we cover part 3 of our 4 part series on the basics of the in home. Listen as James Coleman the referral guru and top producer Junior Corria discuss creating referrals.
 
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]]>no&#8203;It's one thing to set an appointment from a lead, it's another thing for that client to give you referrals. It all comes back to trust, likability and relationships. Today we cover part 3 of our 4 part series on the basics of the in home. Listen as James Coleman&nbsp;the referral guru and top producer Junior Corria discuss creating referrals.&nbsp; referral_guru_james_coleman.mp3File Size: 12834 kbFile Type: mp3Download File [...]&#8203;It's one thing to set an appointment from a lead, it's another thing for that client to give you referrals. It all comes back to trust, likability and relationships. Today we cover part 3 of our 4 part series on the basics of the in home. Listen as James Coleman&nbsp;the referral guru and top producer Junior Corria discuss creating referrals.&nbsp; referral_guru_james_coleman.mp3File Size: 12834 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[Find The Green With Green Sheets!]]>Fri, 26 Oct 2018 21:10:03 GMThttps://www.tristategrp.com/tfn-blog/find-the-green-with-green-sheetsOn today's episode we will be talking about Green Sheets and finding the $$$ and uncovering basic # 2 with annuity stud Brant Swindle. He has made massive changes this year and has stepped up on his personal production and annuities. Listen in as he explains what changed for him and how you can too!
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]]>noOn today's episode we will be talking about Green Sheets and finding the $$$ and uncovering basic # 2 with annuity stud Brant Swindle. He has made&nbsp;massive changes this year and&nbsp;has stepped up on his personal production and annuities. Listen in as he explains what changed for him and how you can too! finding_the_green_with_green_sheets_-_swindle_10-2018.mp3File Size: 13142 kbFile Type: mp3Download File [...]On today's episode we will be talking about Green Sheets and finding the $$$ and uncovering basic # 2 with annuity stud Brant Swindle. He has made&nbsp;massive changes this year and&nbsp;has stepped up on his personal production and annuities. Listen in as he explains what changed for him and how you can too! finding_the_green_with_green_sheets_-_swindle_10-2018.mp3File Size: 13142 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[Pick Up a Check and Pick Up the Phone]]>Mon, 22 Oct 2018 16:36:20 GMThttps://www.tristategrp.com/tfn-blog/pick-up-a-check-and-pick-up-the-phoneMichelle is on pace to earn over $500k this year..and she will be sharing HOW on today's podcast. Uncovering the 4 basics with Special guest Michelle Alleman !
 
She is a TOP 10 agent nationally because she executes the 4 basics.
 
We will dive deep into basic #1 - "Pick up the check and pick up the phone!" 
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]]>noMichelle is on pace to earn over $500k this year..and she will be sharing HOW on today's podcast.&nbsp;Uncovering the 4 basics with Special guest Michelle Alleman !&nbsp;She is a TOP 10 agent nationally because she executes the 4 basics.&nbsp;We will dive deep into basic #1 - "Pick up the check and pick up the phone!"&nbsp; pick_up_the_check_or_pick_up_the_phone_-_michelle_alleman_oct_2018.mp3File Size: 16888 kbFile Type: mp3Download File [...]Michelle is on pace to earn over $500k this year..and she will be sharing HOW on today's podcast.&nbsp;Uncovering the 4 basics with Special guest Michelle Alleman !&nbsp;She is a TOP 10 agent nationally because she executes the 4 basics.&nbsp;We will dive deep into basic #1 - "Pick up the check and pick up the phone!"&nbsp; pick_up_the_check_or_pick_up_the_phone_-_michelle_alleman_oct_2018.mp3File Size: 16888 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership<![CDATA[You Don't Need to Know to GROW]]>Sat, 15 Sep 2018 21:21:18 GMThttps://www.tristategrp.com/tfn-blog/you-dont-need-to-know-to-growOn today's call Juan Bryant shares how in 3 months he has leaned on the team to learn how to build his business and support his teammates. The POWER of the TEAM and why NOW is the TIME to Focus and WIN EARLY!
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]]>noOn today's call Juan Bryant shares how in 3 months he has leaned on the team to learn how to build his business and support his teammates. The POWER of the TEAM and why NOW is the TIME to Focus and WIN EARLY! now_is_the_time_to_grow_your_business.mp3File Size: 12839 kbFile Type: mp3Download File [...]On today's call Juan Bryant shares how in 3 months he has leaned on the team to learn how to build his business and support his teammates. The POWER of the TEAM and why NOW is the TIME to Focus and WIN EARLY! now_is_the_time_to_grow_your_business.mp3File Size: 12839 kbFile Type: mp3Download File [...]insurance,business,sales,training,leadership