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.
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...
How curious is your team? In the financial services industry, it pays to be curious. When your team is curious it creates opportunities to better understand the needs of your clients. This leads to more sales, but also better service. By asking more questions and taking the time to...
The power of a meeting agenda. You’ve probably been encouraged over the years to use an agenda for your sales meeting. They provide structure. They keep you on topic. They help you stick to the time. They are powerful. And we love them. But did you know that an agenda...
If you’ve taken any type of sales training, you’re probably familiar with the idea of asking open-ended questions instead of asking closed-ended questions. Open-ended questions help grow a conversation so that you can learn more about your client/prospects. And closed-ended, or yes/no questions, can quickly end a conversation. For instance,...
Want to learn to teach someone to be a better salesperson, quickly? In the financial services world, sales training is often accomplished through shadowing or joint work. While these methods can work, they often lack the quick, successful results that are desired. The reason? They don’t teach the basics. They...
Most financial services professionals take great care to provide exceptional service. You make promises to be there for clients if the unimaginable happens. You work to ensure that calls are answered quickly. And most still see the importance of providing clients with face-to-face time. There’s no doubt that you care...
