Since 2006, Benchmark Business Group has worked extensively with insurance agents, financial advisors, field leaders and professionals in the financial services industry. Our newsletter Optimal Outcome Insights provides additional value to financial services professionals in short and thought-provoking articles with practical insights. Delivered to your inbox on the 1st and 3rd Tuesday of each month, these insights will challenge you to design your Agency to achieve optimal results. You can sign up here or read published Optimal Outcome Insights below.
When we talk to Financial Services professionals one area of pain that we hear about is managing tasks that need to be followed up with after a client or prospect meeting. There are follow-up tasks that the agent needs to do, tasks that the client or prospect has committed 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...
Are you setting your service team up for success? In many Financial Services offices, the service team is there to take care of the client first and foremost, but they are also expected to take detailed-oriented tasks such as completing a quote off the to-do list of the sales team....
How do you know if you’ve had a productive day? The Financial Services industry moves fast. There is never a shortage of work to be completed. It’s easy to be busy, but are you busy doing the right work? The work that will move your agency closer to its goals?...
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,...
Most professionals within the financial services industry genuinely care about their clients. It’s why they are in the business. Your business probably has checkpoints in place to ensure that your clients receive top-notch service and that nothing drops through the cracks. When you and your team care, if something did...
Owners in the financial services industry spend a lot of their time developing and improving skills that allow customers to be comfortable with them. Your sales skills, and even natural abilities, might include knowing how to mirror a prospect, how to match their tone, and overall, how to make them...
In the financial services industry exceptional service is the key reason clients stay with an Agency. Being well cared for, and cared about, is often more important to clients than just the price. Product pricing isn’t within the control of Agents/Advisors; however, exceptional service is something you and your team...
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...
How many times a year does your business have contact with your clients? The industry standard is at least seven touches a year. Those touches can include client reviews, phones calls, birthday and holiday cards. Client touches help ensure that your clients are connected to your business. They can be...
