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.
Your Year End Number Is a Result. Your Activity Goal Is a Plan. How many working days does your agency have left in the year? Take out the holidays and the days that disappear to conferences, vacations, and year-end admin, and it is likely fewer than 50 days. Most...
What does your team do when a client says they don’t need to talk about life insurance, or that they don’t have time right now? For a lot of agencies, the honest answer is that they back off. The client says no, the conversation ends, and the gap stays open....
Every agency makes a promise, whether it is written down or not. The promise is likely something similar to this: we will identify your risks and opportunities, educate you on what we find, and allow you to make the right choice for your situation. That promise sounds simple, but keeping...
What if the best sales technique in your Agency isn't a technique at all? It's not a closing line. It's not an objection handler. It's not a better presentation. Many Advisors who build consistent production, year after year, aren't running a better script. They're operating from a series of beliefs....
Handing someone a business card and hoping they call for a quote is not prospecting. It is wishful thinking. Most agency owners understand this. The bigger question is whether your team actually operates this way. Your sales associates, agents, and service team interact with people every single day. At events,...
People buy solutions for problems they have, but they often rely on emotions to make the final decision. They like to say they use logic, and to some degree logical elements such as budget play a role in their decision making. Yet if you think of all the brands out...
Client touches are any point of contact that reminds a client you are actively paying attention to them and their life. A review meeting, a team update, a handwritten note, all serve the same purpose. They reinforce trust and keep your Agency top of mind. The challenge is that what...
Stop and ask yourself, when your Agency meets with clients do you talk about insurance or protection? The distinction isn't just semantics; it's a fundamental shift in strategy. How you answer that question impacts your team's mindset, your client's perception of value, and the very structure of every conversation you...
The follow-up. It's one thing every agency and financial professional has in common. It’s also a big sticking point for many teams, often because they're afraid of coming across as pushy or aggressive. In a world with more ways than ever to connect, from texts and emails to calls and...
Imagine this scenario: A client is waiting in your office for an appointment. You know what you want to say and the products you want to discuss with them because the last time you met, you identified a huge risk in their financial portfolio. You're ready, but you also know...
