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.
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...
Training new employees often takes a lot of time. We hear many advisors say that training a service associate can take a year or sometimes even as many as two years. And we understand, it’s a complicated industry. You have a lot of products and services, many different software programs...
What’s your target market? In the financial services industry, the answer to this question is often a vague one, such as: “we can help anyone.” And it’s often true that the array of products and services is so vast that you can help most people. The problem with this is...
“Oh, I didn’t realize you sold that.” It’s a phrase that most financial services professionals dread hearing. It’s the moment where you realize a client, sometimes even a great client, didn’t realize you offered a product and bought it somewhere else. Your business can sell many different products and services...
In the financial services industry, it’s often important to have relationships where people that know and trust you send prospects to you for help. These prospect sources could be real estate agents, home builders, lawyers, accountants, or even local religious leaders. Typically, they are people within your community who know...
Working with financial services professionals across the country, one thing we’ve heard a lot lately is that it’s hard to hire. This isn’t exactly news because it’s something that small business owners in many industries are experiencing. There is no sugar coating it. The employee market is difficult, but it...
Most financial services professionals work hard to be seen by their clients and prospects as someone they can trust. The goal is to be a trusted advisor who is knowledgeable, that understands their needs and has a solution that can solve those needs. This leads to a lot of education,...
In the financial services industry, you’re constantly advising your clients about the value of a dollar. You may educate them on how they can invest their dollars to grow over time or even how to protect their hard-earned dollars from risks such as accidents, crimes, or mother nature, etc. As...
Benchmark Business Group, LLC
