Benchmark Business Group

Optimal Outcome Insights - 2019 Archive

Thank You 2019

“There is no finish line. There are only mile markers.” Michael Ventura, Founder of Sub Rosa As the end of another year draws to a close, we are reminded that the end of this year isn’t the finish line. It’s simply another mile marker in your journey. At BBG, we...
Read More about Thank You 2019

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...
Read More about 2020 Prospecting that Works

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,...
Read More about Too Much Too Soon

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,...
Read More about Improving Sales Skills

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...
Read More about Investing Your Time

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...
Read More about Improving your sales skills

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...
Read More about A New Opening Line

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...
Read More about Team Potential

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...
Read More about Avoid this sales mistake
Previous
of 3
Showing 1-10 of 23
© 2021 Benchmark Business Group. All rights reserved.