How advisors can boost sales by aligning with their client’s style

By John Forcucci - InsuranceNewsNet—Financial advisors know that building trust and uncovering client needs are essential to success. But according to Jacquie Lucas, assistant vice president of Talent Solutions at LIMRA, too many professionals still take a one-size-fits-all approach to their sales process. The result: missed opportunities, lost sales and confused prospects.

Lucas argues that effective prospecting today requires a different mindset—one grounded in understanding each client’s style, tailoring conversations accordingly and presenting solutions in a way that feels personal.

Lucas highlighted LIMRA’s research showing that effective sales training can improve advisor productivity by 25% or more. The organization’s “Trustworthy Selling” program, developed with HPN, is designed to be relevant, engaging and measurable. Lucas and HPN President Joey Davenport is presented a session, "Driving Sales Performance Through Consumer Insight and Adaptive Selling Strategies" Sunday during the 2025 LIMRA Annual Conference. The session addressed how success...

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About Hoopis Performance Network (HPN)

Hoopis Performance Network (HPN) provides customized sales training, coaching, and performance development for financial professionals, helping them increase productivity and achieve their goals.

About LIMRA

Serving the industry since 1916, LIMRA offers industry knowledge, insights, connections, and solutions to help more than 700 financial services member organizations navigate change with confidence. Visit LIMRA at www.limra.com.