Sales

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...

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...

“Oh, I didn’t realize you sold that.” It’s a phrase that most financial services professionals dread hearing. It’s the moment where you realize a client, sometimes even a great client, didn’t realize you offered a product and bought it somewhere else. Your business can sell many different products and services...

In the financial services industry, it’s often important to have relationships where people that know and trust you send prospects to you for help. These prospect sources could be real estate agents, home builders, lawyers, accountants, or even local religious leaders. Typically, they are people within your community who know...

Most financial services professionals work hard to be seen by their clients and prospects as someone they can trust. The goal is to be a trusted advisor who is knowledgeable, that understands their needs and has a solution that can solve those needs. This leads to a lot of education,...

When it comes to sales, it’s easy to assume the worst when a prospect isn’t getting back to you. You might find yourself thinking negative thoughts such as: If they were interested, they would answer. I left the ball in their court, but I think it’s a no. The price...

Prospecting. It’s a vital part of any industry, but in the financial services industry it’s often the area that is the easiest to ignore. We all know that service is important. And simply by servicing a client you can and should find new opportunities. Especially if your team practices. “Service...

How do you train your team to be more sales focused? Whether you are looking to add a sales associate or simply want your service team to do more cross-selling, training sales is an important piece of running a successful agency. When an agency is first emerging it’s natural that...