Insights on the activities that drive the process of collaborating with and managing the decisions of qualified leads to purchase products and services. These are great articles for Financial Advisors, Sales Associates, and Service Associates. Examples: Prospecting, Cold Calling, Your Sales Process, Sales Techniques, etc.
Are you looking to increase your team's life insurance sales? Many financial services professionals face the challenge that cross-selling is outside the comfort zone of their service teams. We often hear service associates express frustrations because they don’t know what to say and they don’t feel as knowledgeable in the...
We believe that financial services providers have a fundamental obligation to their clients: to protect their financial future. This includes identifying risks and opportunities and offering appropriate solutions. You might call this “cross-selling,” but in Optimal Outcome we call this approach "Service Through Selling." The difference is the mindset your...
When the general public hears “life insurance” they immediately think about the benefits that occur once they’ve passed away, or Death Benefits. What most people not immersed in the industry often don't know about are Living Benefits. Both need to be discussed, but it may be worth looking at how...
Prospecting sources that give your Agency leads are vital to any financial service professional. They help create a robust pipeline, which creates consistent cash flow. In addition, the leads tend to be warm leads making it easier, quicker, and more affordable as the cost of acquisition is lower. They are...
You have 15 minutes before a mandatory training. What do you do with that time? For many, those 15 minutes will be used to check emails, glance at tasks, or a quick service task. But what if you could turn those 15 minutes into prospecting time? Now you may be...
Client reviews take place, at some level, in most financial services businesses. They have become ingrained in the industry as something your business must do to fulfill your promise to clients, to meet fiduciary obligations, and to increase sales. Yet, as we talk with hundreds of financial service professionals what...
Before a prospect becomes a client your business makes a promise to them. In some businesses that promise is implied in the sales process. Preferably, it's clearly stated and used as part of the sales process. A well-defined client-service promise positions your business to be more than just the product...
Due to the nature of the financial services business, agents and advisors sometimes fear they will be labeled as "pushy" during their sales process. This, in turn, may lead to skipping crucial elements of the process. Below are some actionable steps which will enhance your sales approach and help...
Prospecting is vital to the success of a financial services agency. Finding and nurturing potential clients is a continuous journey that requires creativity and adaptability. If you're a financial service professional looking to revamp your prospecting efforts, here are five ideas to consider: 1. Leverage Your Existing Network Do you...
When it comes to life insurance, one common element tends to keep financial services professionals from reaching their goal. And that one common element is their own comfort zone. Talking about life insurance isn’t exactly comfortable for most people. In order to talk about death benefits you have to approach...
