Happy Wednesday! In this week's Big I Buzz: Five ways to prepare for the end of the hard market, plus tips for overcoming hesitancy in life insurance sales.

5 Ways to Prepare for the End of the Hard Market

For quite some time, the hard market has made it challenging for agents to secure affordable coverage for their clients—when coverage was even available. Now, there are signs that conditions are improving. With the market shifting, insurance agencies should focus on positioning themselves for long-term success. The steps taken today will play a key role in how well they navigate the soft market cycle that lies ahead. Read more here.

Overcoming ‘I Need to Think About It’ in Life Insurance Sales

Few things frustrate salespeople more than hearing, “I need to think about it.” For many life insurance agents—especially those who are new or part-time—this is one of the toughest objections to overcome. In some ways, it can feel even worse than a flat-out “I’m not interested” because at least then, you know where you stand. A successful sales call should build momentum, much like a snowball rolling down a mountain—starting small, gaining speed, and becoming unstoppable. But if that snowball isn’t packed tightly from the start, it’s more likely to crumble along the way. Learn how you can set yourself up for success from the very beginning of your sales presentation. Read more here.

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