Secrets Of Successful Insurance Sales - Softcover

Jack Kinder; Gary Kinder; Napoleon Hill Foundation

4.38

24 ratings by Goodreads

9788188452637: Secrets Of Successful Insurance Sales

Softcover

ISBN 10: 8188452637 ISBN 13: 9788188452637

Publisher: Embassy Books, 2007

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The Kinders' how-to guide for successful client building. This is a must for all Sales Professionals. Jack Kinder often referred to "page 87" when you heard Jack speak - this is the book containing the important "page 87." The great Ben Feldman had this to say in the Foreword for Secrets of Successful Insurance Sales: "I know of only two ways in which money can be made in the insurance field - they are an individual at work or money at work. This books shows you how to use both methods." This 201 page book contains seven chapters that cover: -The Power of Purpose -The Power of Planning -The Power of Positioning -The Power of Persuasiveness -The Power of Professionalism -The Power of Progress Checks -The Power of Persistence This book grew out of the discovery, in 1986, of an unpublished manuscript by Napoleon Hill, author of Think and Grow Rich. Michael J. Ritt, Jr., executive director of the Napoleon Hill Foundation in Northbrook, IL, knew that sometime during the 1950s Hill had written a book entitled The Science of Successful Insurance Selling, but the work had been lost among the trucks full of papers left by the author at his death in 1970.
Hill had organized the text as a series of seventeen lessons, apparently to be taught in a seminar context, each lesson based on one of the seventeen principles of success that he and W. Clement Stone developed when they worked together on seminar and books, including the self-help classic Success through a Positive Mental Attitude.
Ritt was elated with his find. He knew that insurance-industry examples and figures were too outdated to make the book viable as it stood, yet it would be a shame to let the old mater s view on insurance sales languish forever in a dusty archive box. So he sought W. Clement Stone s advice on what do do with it.
In July 1986, Stone sent the manuscript to the editorial office of PMA books with a memo suggesting many necessary changes and suggested some outstanding life-insurance salesperson found who could write a book using some of the Hill material.
Two authorities were found that could tackle the project: the Kinder brothers. Robert Anderson at PMA said he has a lot of favorable reports on their consulting work in the past, had sat in on their seminars, and written an article about them form Successmagazine. When the Kinder Brothers were contacted about the project it was discovered that, coincidentally, they were about to embark on writing a new book on insurance sales.
The Kinders believe opportunity abounds in the insurance industry, but it demands a very high level of professionalism on the part of the agents, who must be able to diagnose and creatively solve client problems in order to make sales. The Kinders refer to this buyer-oriented approach as a "value-added" approach to selling.
There was another consideration that made the Kinder brothers ideal as authors of this work: part of their early training in the field was attending the original PMA Science of Success lecures given by W. Clement Stone and Napoleon Hill in Chicago. So, integrating Hill's seventeen lessons with their own modern sales techniques was a labor of love for the Kinders.
The result is a book that delivers a payload of professional insurance sales techniques for space age use with a guidance system formed of the strongest and most practical attributes of Napoleon Hill's philosophy.

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About the Author:

Garry Kinder, CEO of Kinder Brothers International - sales and management consultant to more than 300 companies spread throughout the world. His experience in life insurance began at age 20 when he began selling for The Equitable while a junior in college. He graduated from Illinois Wesleyan University. Garry became the youngest agent in Illinois to achieve membership in the Million Dollar Round Table (MDRT). After spending five years as an agent, he became a Field Manager in Bloomington, Illinois; Akron, Ohio; and Detroit, Michigan. He was eventually named Regional Vice President for The Equitable in Dallas.
Today he still maintains an agent's license with the Equitable. He and his brother, Jack, qualified for the 2001 & 2003 Million Dollar Round Table (MDRT). Marshall Wolper, a past President of the Round Table, has said, "The Kinder Brothers are masters in the presentation and strategy of selling. They have taught their procedures and techniques to thousands and indirectly to tens of thousands."
The Kinders directed the popular Purdue Institute for 35 years. They have also produced over 40 resource tools including CDs, videos and software packages that continue to assist Financial Professionals and Field Management. In addition, they have authored eight bestselling books including Winning Strategies in Selling, written with Roger Staubach. Their book, Building the Master Agency, is a best seller in the financial services industry.
Garry is active in civic affairs. He is a Trustee at Illinois Wesleyan University. He has been President for the FCA and the Kidney Foundation of Texas. He served as Chairman of the Board of the Bill Glass Evangelistic Association for twenty years. He is an active member of Preston Trail Country Club. He has taught a non-denominational Bible Study at a country club every Sunday since 1980.
Jack Kinder, Chairman Emeritus (1928-2014), Born in Pekin, Illinois, Jack graduated from Illinois Wesleyan University in 1950 and started coaching high school basketball. After three years coaching, Jack was recruited into the insurance business by Fred G. Holderman, the first man inducted into the GAMA Hall of Fame. Jack found his niche in the insurance business at Equitable Life, (now AXA). He became an agency head with The Equitable in Louisville in 1962. A year later, Jack was selected as Equitable s Young Manager of the Year. Later, Jack managed Equitable s leading sales organization in Detroit. He became a Regional Vice President in Chicago and later, a Vice President in Equitable s Home Office in New York City. While Jack loved selling, as a manager, he discovered something that truly motivated him. Jack says, Greater than the thrill of selling a policy is the thrill of bringing a person in at one level and because of your leadership and systems, seeing them reach new heights personally and professionally. This is a thrill Jack Kinder experienced countless times since 1962 in this great business - the financial services industry. In 1976, Jack and his brother, Garry, formed Kinder Brothers International. Kinder Brothers International s sales and sales management methods are utilized the world over. Jack is probably best known for his systems and coaching, which inspire excellence from every individual he encounters. Highlights Earned the CLU designation in 1962. Member of NAIFA for over 50 years. Jack and brother, Garry, were Managing Directors of the Purdue Management Institute for 30 years. Jack qualified for the Million Dollar Round Table at a young age, most recently qualifying for the 2001 MDRT in Toronto. Conducted workshops at the MDRT Annual Conventions in Orlando and Toronto. A Knight of the MDRT Foundation. Founder of the IMPACT Group, a well-known non-denominational Bible Study in Dallas. Served on many boards, inc

Review:

An excellent book about success, both in selling insurance and in life. A refreshing affirmation of key principles that many of the most respected agents I know use as the foundation of their business success. --Arch Cassidy Agency Manager, The Equitable

After a score of years in the field where they 'lead by example' and years of preaching that which they practiced, the Kinders and W. Clement Stone share their greatest secrets in this, their finest text. --Gary Schulte, CLU, Sr. Vice President, CMO, Executive Life

Not only does this book offer solid and specific information in the usual Kinder -style, but it introduces the 'value added' approach...just what our industry needs right now. --Bill Campbell, CLU, Vice President, Farm Bureau Insurance

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