How do you prospect, in a world where social distancing is the new norm? Networking, stopping into businesses to introduce yourself, and being involved in the community has changed overnight. Many financial services professionals are asking, “What does prospecting look like now?” Yes, things are different, but for the most...
In the Financial Services industry, the division between sales and service is a fine line that is often blurred. Sometimes, the blurring of the line is an opportunity for the service team to sell. Although most of the time the blurring happens the other way. Service bleeds into the times...
In the financial services industry, there’s always a focus on numbers. Revenue numbers. Prospect numbers. Conversion numbers. Numbers can be discussed so often they lose any real meaning. Yes, you’re making progress, but how many reports do you have to look at to find out your metrics? How easy is...
In sales, each person has their own formula for reaching their sales goals. It is easy to assume that your formula is always the same, but it may need to change based on factors such as the economy and even your own skill set. With so much going on in...
With current quarantine and social distancing practices in place, financial services businesses have both an opportunity and a problem. The opportunity is that your prospects and clients have more “free” time than ever before. The usual activities that make it hard to get prospects and clients to commit to a...
When hiring, it’s a well-known fact that you don’t want to sell a position to a candidate during the interview process. During the interview you want the candidate to do most of the talking, while you listen, so you can qualify them. Selling the position comes before you interview a...
This month we have a simple challenge for your entire team, but before we get to the challenge let’s see how well you relate to a common agency issue. From our clients, we often hear the word - “busy.” It’s busy. I’m busy. We’re too busy. And it makes sense....
Looking for ways to quickly improve your sales skills? We already know people buy on emotion and not as much on logic. You can make this work for you by drawing out your prospect's emotion in your sales process. A great way to bring emotion into your sales process is...
Especially in the financial services industry, we hear many leaders express concern about micro-managing their team. As we all know, micro-managing is not an effective management technique. It can lead to low morale and rarely gets the results that you desire. However, we often see that when a leader is...
You’ve got your goals for the year in front of you. You’re motivated and ready to take your business to the next level. What’s your next step? Are you set up to succeed? There’s a simple and easy exercise that you can complete, right now, that will allow you to...