“I would, but compliance…” In the financial services industry compliance is a very real set of rules that need to be followed. However, compliance is also used a scapegoat for not doing or only doing a bit of marketing, because of the hassle of going through compliance. Compliance can feel...
How referable is your agency? It’s no secret that referrals are important in the financial services industry. Not only do they cut down marketing costs, but they help increase closing ratios as the new prospects come to your business with built-in trust. Yet, as well known as this is, many...
In the world of Financial Services social media is often still viewed with skepticism. Although there’s a lot more leeway now than even a few years ago, we work with a lot of financial advisor professionals that still stay clear of social media because of compliance. And on one hand,...
We hear from many Financial Services agents that they tend to “wing” life insurance sales. Sure, there are tools like fact finders, personal needs assessments, and agendas that can be used, but many agents seem to prefer a more natural conversation when it comes to selling life insurance. They feel...
Most financial professionals know that it’s important to ask for referrals, and yet many don’t. Why? Because they dread it. They don’t want to be known as a pushy or aggressive salesperson, so they simply don’t ask. It's this type of flawed thinking that stands in the way of getting...
Many of our financial services advisors are sales-oriented individuals at their core. They enjoy getting in front of their clients and understand that activity is vital to an agency’s survival. Most don’t enjoy the operations side of the business. They don’t want to be tied down to the day-to-day operations,...
Objections are a lot like curveballs. It’s a lot easier to hit a curveball if you know that is what is going to be thrown. It’s the surprise element that makes it more difficult to hit. Objections are similar. If you know they are coming, you know what they might...
Scripts. Many in the financial services industry hate the idea of using a script. The obstacles that scripts create are real. Agencies are concerned that if they use a script they will: Come across as robotic and not authentic. Miss opportunities by creating too narrow of a focus. Create a...
In any service-based industry, it’s often difficult to find the right balance between service and the other areas of business activity. The Financial Services Industry is no exception. Business leaders often get so wrapped up into service work that other areas suffer. There is no arguing that service is important....
Time Management is important for all business leaders, but in the financial services industry there are points of view that make managing your time extremely difficult. These may include: I’m at my best when I’m in front of clients: This sees you as the best salesperson in your business but...
