Since 2006, Benchmark Business Group has worked extensively with insurance agents, financial advisors, field leaders and professionals in the financial services industry. Our newsletter Optimal Outcome Insights provides additional value to financial services professionals in short and thought-provoking articles with practical insights. Delivered to your inbox on the 1st and 3rd Tuesday of each month, these insights will challenge you to design your Agency to achieve optimal results. You can sign up here or read published Optimal Outcome Insights below.
Is your financial services agency strictly transactional or do you bring more to the table? In today’s world it’s easy to get financial advice online and you can even buy insurance products on the internet. Therefore, it’s even more important to provide advice and expertise that adds value to your...
January is often a month that can feel like a reset. Many product producer contracts are reset at the beginning of the year and there are new deadlines and goals to work towards and sales for the year start at zero. It’s a fresh slate to start the year. It’s...
In the financial services industry, it’s not a secret that December can be a “busy” month. In fact, you might be thinking you don’t have time to read this. We understand, but we also know it’s important for you to stop, assess, and not accept this as your normal. One...
We often coach our Financial Services clients to understand what they can control and what they can’t control. In every industry there are things outside of your control, but within this industry the elements you can’t control often become excuses that hold you back. There is truth to excuses, but...
In the financial services industry, a common mistake we see is when producers become their own bottleneck. Investopedia defines a bottleneck as “a point of congestion in a production system that stops or severely slows the system.” When a sales producer becomes so focused on providing exceptional service it can...
The power of a great script. We often hear from those within the financial services industry that they don’t like to use scripts. They often note that they tend to have more of a “conversation” with their prospects/clients than follow a script. And if you’ve ever dealt with a call...
In the financial services industry, it’s not unusual for teams to have very loosely defined roles. Most team members wear multiple hats and end up taking on tasks because they are good at them or simply because they need to get done. As the agency grows, there is often confusion...
How do you get your team to sell more life insurance? There’s a simple answer… practice! Most agencies are so busy with service work - and of course, quoting - that they don’t often take time to “practice.” And yet, agency owners expect everyone to get better at a certain...
Are your prospects motivated to buy? When it comes to selling, one of the most powerful techniques is that ability to create a gap between where the prospect is now and where they want to be. That gap is based on either an unfilled desire or solving a problem. Either...
We recently found this old matchbook advertising Life Insurance, which is ironic on its own. But it got us thinking about selling life insurance. It’s a product that has been on the market a long time. And yet we still see advisors making similar mistakes when it comes to how...
Benchmark Business Group, LLC
