Who's on your sales team? In the financial services industry, every member of your team should be considered a part of your sales team. It doesn't matter what position they hold within your business, everyone should be listening for and taking action on sales opportunities.
Optimal Outcome Insights - Page 8
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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Time management is rarely a favorite topic, but there is a reason it's discussed so often. It is the foundation of success. Do you know the difference between a high-producing agent/advisor and others?
It's not the amount of time that they have. We all have the same amount of time. Their success is in how they design the use of their time. Designing time isn't just about being more productive or simply working harder.
When you design your time, you intentionally dedicate blocks of time to the work that grows your business.
|Client reviews take place, at some level, in most financial services businesses. They have become ingrained in the industry as something your business must do to fulfill your promise to clients, to meet fiduciary obligations, and to increase sales. Yet, as we talk with hundreds of financial service professionals what we noticed is that though reviews are accepted as a necessary element, many financial services professionals don't have a well-designed review process to ensure that reviews are successful sales tools.|
Does your business pay you for the work you do? Or do you owe your business?
The answer is directly correlated to how your time is used. It’s the difference between doing work that is valued at $15 an hour rather than work that’s valued at $100 an hour. If your day consists of making changes to a client’s policy; or, calling a client back who wants to reschedule their appointment; or, talking to an underwriter about a new application; you may owe your business (even if you only do this type of work for a few or your best clients)!
When a business isn't getting the results you need there is always a design issue. It may not be an obvious design issue. For many small business owners, the answer is to work harder: sell more, stay later, put out more fires, invest more cash, hire more people, etc. It's all about giving more to your business. Today, we encourage you to think about, "Value Realized."
|There's no secret that lead generation is a vital part of any financial services business. Yet, it can easily be a silent killer. Why? Because often there's no automatic alert to tell you when lead generation is slipping.|
Would you rather your clients start over with their financial planning each calendar year?
Would you rather they sit down with you and DESIGN a lifelong plan?