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.
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...
Most advisors get into the financial services industry because they care about protecting their clients. And that protection includes protecting what your clients care about, or rather what they love. For some that might be assets, it might be a lifestyle they want to be able to maintain into retirement,...
There’s still two months to hit your sales goals for this year. And while hitting your goals often means qualifying for trips and more revenue for your business, we also know that based on how contracts are written, NOT hitting certain goals will leave bonuses on the table. This week...
Although most financial services professionals know how important prospecting is, it’s still the activity that gets pushed aside. The reasons for not prospecting vary, but can include service issues, training, focusing on other lines of business, and even procrastination. There’s a simple, but effective way to ensure that your business...