Benchmark Business Group

Optimal Outcome Insights - Page 4

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.

If you don’t find an article to meet a particular need, you can rely on our Business Owner Insights articles, found here. Most Agency owners sign up to have both delivered to their inbox, giving them one article a week to assist them in achieving better results.

Sales Prospecting
Leadership Management
Time Management Marketing
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Business Insight Library - Downloadable PDF's by topic

 

2020 Prospecting that Works

A common problem in many agencies is that lead generation isn’t a consistent habit. The list of activities that can get in the way of lead generation is vast and stretches from call reluctance, or procrastination, to actual client issues that need attention. Some of the excuses are indeed activities...
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Too Much Too Soon

A common sales mistake is asking for too much, too soon. Especially in financial services, your sales process has many steps where a prospect needs to make a decision to continue. For instance, a new lead has to make the decision to say yes to talk to you. Then ideally,...
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Improving Sales Skills

Improving sales skills is a hot topic in the Financial Services industry. There are hundreds of classes and books around the subject, including our own material, which we recommend. Yet, one of the easiest and simplest ways to improve sales skills is often overlooked. To see the value of it,...
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Investing Your Time

“Would you give your clients access to your bank account?” When we ask clients this, we always get a very strong and sometimes bewildered, “No.” On the surface it looks like a silly question. Money is a resource that in this industry we actively work to protect and maximize. Of...
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Improving your sales skills

Since this is Life Insurance Awareness Month we want to spotlight a well-known, but often skipped, technique to improve your sales skills. We are referring to the dreaded "Call Audit" using recorded calls. It’s a technique that many dislike. And while we understand that it can be uncomfortable to listen...
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A New Opening Line

Welcome to Life Insurance Awareness month! When the general public hears “life insurance” they immediately think about the benefits that occur once they’ve passed away, or Death Benefits. What most people, not immersed in the industry, often don't know about - or discuss - are Living Benefits. Both need to...
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Team Potential

Is your team reaching its fullest potential? Often when we ask this question, we’re met with some reluctance to answer; and even defensive answers. We hear clarifications such as my team really cares about our clients, or even, they work hard. We understand. The financial services industry can be very...
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Avoid this sales mistake

Most financial services professionals don’t want to come across as pushy or even aggressive. This leads to very laid back and sometimes even passive sales techniques. The problem with a passive sales technique isn’t just that sales are left on the table. The problem is that prospects and clients have...
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Avoid E&O claims

According to the National Ethics Association, one of the top five reasons E&O is paid is because of inadequate business practices. Errors were found because of the lack of knowledge, action that wasn’t taken, poor communication, and inconsistent business practices. When you look at how fast an agency moves and...
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