In the financial services industry, it’s not a secret that December can be a “busy” month. In fact, you might be thinking you don’t have time to read this. We understand, but we also know it’s important for you to stop, assess, and not accept this as your normal. One...
We often coach our Financial Services clients to understand what they can control and what they can’t control. In every industry there are things outside of your control, but within this industry the elements you can’t control often become excuses that hold you back. There is truth to excuses, but...
In the financial services industry, a common mistake we see is when producers become their own bottleneck. Investopedia defines a bottleneck as “a point of congestion in a production system that stops or severely slows the system.” When a sales producer becomes so focused on providing exceptional service it can...
The power of a great script. We often hear from those within the financial services industry that they don’t like to use scripts. They often note that they tend to have more of a “conversation” with their prospects/clients than follow a script. And if you’ve ever dealt with a call...
In the financial services industry, it’s not unusual for teams to have very loosely defined roles. Most team members wear multiple hats and end up taking on tasks because they are good at them or simply because they need to get done. As the agency grows, there is often confusion...
How do you get your team to sell more life insurance? There’s a simple answer… practice! Most agencies are so busy with service work - and of course, quoting - that they don’t often take time to “practice.” And yet, agency owners expect everyone to get better at a certain...
Are your prospects motivated to buy? When it comes to selling, one of the most powerful techniques is that ability to create a gap between where the prospect is now and where they want to be. That gap is based on either an unfilled desire or solving a problem. Either...
We recently found this old matchbook advertising Life Insurance, which is ironic on its own. But it got us thinking about selling life insurance. It’s a product that has been on the market a long time. And yet we still see advisors making similar mistakes when it comes to how...
Training new employees often takes a lot of time. We hear many advisors say that training a service associate can take a year or sometimes even as many as two years. And we understand, it’s a complicated industry. You have a lot of products and services, many different software programs...
What’s your target market? In the financial services industry, the answer to this question is often a vague one, such as: “we can help anyone.” And it’s often true that the array of products and services is so vast that you can help most people. The problem with this is...
