Benchmark Business Group

Optimal Outcome Insights - Page 7

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.

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There's a secret tool that many successful financial services professionals use with every step of their sales process.
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When Systems Work

Most small businesses pride themselves on customer service. In fact, when we talk to most financial services professionals they note that exceptional customer service is one element that sets their business apart from the competition.
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Why You Don't Hire

It happens over and over again; when a financial services professional adds an employee to their business, it creates growth and increases revenue in more ways than they initially thought. So then, why do so many financial services professionals delay in hiring? It boils down to three barriers: not enough time, too much money, and it's hard to find the right people. Overcoming these barriers requires a combination of seeing beyond them and having a strategy to leverage good people to achieve the desired results.
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Do You have a Winning Team?

In a little less than a month, winning baseball teams from across the states will be participating in the College World Series. As we watched the teams compete for their spot, we began to think about the structures in baseball that allow teams to excel. In doing so, we identified six structures that financial service industries need to allow their teams to excel.
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Is your training designed to fail?

In most financial services businesses, training consists of information on products and services and the advice to watch and copy the experts; do what I do and you'll be fine. Most new employees are put in a sink or swim scenario.

Experience is the best teacher, right? Yes and no. Experience is vital in the learning process, but the type of experience will make a world of difference.

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Transitioning Sales to Service

How much energy and momentum is in your transition from sales to service? The client transition from sales to service should be a seamless experience for your client, and an energizing one for your team. If the transition isn't well designed, clients can feel lost in the shuffle and your team will likely be inefficient.
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Two Prospecting Essentials

Prospecting is key to having a robust pipeline and steady cash flow. However, many financial service professionals struggle with this fundamental activity and end up with a pipeline of peaks and valleys. The good news is you can level out your peaks and valleys by mastering two essential skills for engaging prospects and getting qualified prospects to say yes to an initial meeting.
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