Business Strategy

January is often a month that can feel like a reset. Many product producer contracts are reset at the beginning of the year and there are new deadlines and goals to work towards and sales for the year start at zero. It’s a fresh slate to start the year. It’s...

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...

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...

It’s always interesting that the world of sports is studied often to learn how to improve businesses. What makes it so interesting is that in sports a lot of time is spent practicing for the big games. Football is a great example. Typically, there is one game a week and...

It’s a New Year and in the financial services industry this is often when many agencies take a deep breath. The last two months of the year can be hectic with year-end pushes to meet goals, holidays, and time off. Each New Year is an opportunity to reset goals and...

As 2021 wraps up and we look forward to next year, it is a great time to review some of our favorite Insights we shared this year. Whether your agency strategy for 2022 consists of major changes or minor adjustments, we hope these ideas spark inspiration that will lead your...

If you want to build a business that provides you dependable results take some advice from the pros. In this case, we mean the Golf Pros. If you want to improve your golf fame the pros will tell you that following through with your swing is critical. The key is...

When we talk to Financial Services professionals one area of pain that we hear about is managing tasks that need to be followed up with after a client or prospect meeting. There are follow-up tasks that the agent needs to do, tasks that the client or prospect has committed to...

Owners in the financial services industry spend a lot of their time developing and improving skills that allow customers to be comfortable with them. Your sales skills, and even natural abilities, might include knowing how to mirror a prospect, how to match their tone, and overall, how to make them...