Agen-duhs (Posted July 17, 2018)
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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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Optimal Outcome Insights - 2018 Archive - Page 2
How independent is your team? (Posted July 3, 2018)
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Take a moment and think what would happen if, for some reason, you weren't able to work for the next three weeks.
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When Systems Work (Posted June 19, 2018)
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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 (Posted June 5, 2018)
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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? (Posted May 15, 2018)
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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? (Posted May 1, 2018)
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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. |
Transitioning Sales to Service (Posted April 17, 2018)
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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 (Posted April 3, 2018)
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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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When Service Becomes Sales (Posted March 20, 2018)
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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.
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Blocks of Success (Posted March 6, 2018)
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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. |
