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.
In the financial services industry, you’ll hear a lot of objections as to why someone doesn’t have the time to sit down with you or why they are not going with your recommendation. Objections are a part of the industry that you can’t change. Some objections are real. A prospect...
Zoom Exhaustion. In current times, we have heard from many financial services professionals that they are exhausted by the number of Zoom meetings on their calendar. Yet, at the same time, they can’t wait to be back to face-to-face meetings. It’s not the number of meetings that’s exhausting, it’s the...
The benefits of cross-selling are widely known. It helps boost sales! Clients with more products are less likely to change companies. It costs less to sell to current clients than it does to prospective new clients. It’s easier to sell to existing clients than someone brand new. Yet, cross-selling is...
How do you prospect, in a world where social distancing is the new norm? Networking, stopping into businesses to introduce yourself, and being involved in the community has changed overnight. Many financial services professionals are asking, “What does prospecting look like now?” Yes, things are different, but for the most...
In the financial services industry, there’s always a focus on numbers. Revenue numbers. Prospect numbers. Conversion numbers. Numbers can be discussed so often they lose any real meaning. Yes, you’re making progress, but how many reports do you have to look at to find out your metrics? How easy is...
In sales, each person has their own formula for reaching their sales goals. It is easy to assume that your formula is always the same, but it may need to change based on factors such as the economy and even your own skill set. With so much going on in...
With current quarantine and social distancing practices in place, financial services businesses have both an opportunity and a problem. The opportunity is that your prospects and clients have more “free” time than ever before. The usual activities that make it hard to get prospects and clients to commit to a...
This month we have a simple challenge for your entire team, but before we get to the challenge let’s see how well you relate to a common agency issue. From our clients, we often hear the word - “busy.” It’s busy. I’m busy. We’re too busy. And it makes sense....
Looking for ways to quickly improve your sales skills? We already know people buy on emotion and not as much on logic. You can make this work for you by drawing out your prospect's emotion in your sales process. A great way to bring emotion into your sales process is...
A common problem in many agencies is that lead generation isn’t a consistent habit. The list of activities that can get in the way of lead generation is vast and stretches from call reluctance, or procrastination, to actual client issues that need attention. Some of the excuses are indeed activities...
