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.
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...
Especially in the financial services industry, we hear many leaders express concern about micro-managing their team. As we all know, micro-managing is not an effective management technique. It can lead to low morale and rarely gets the results that you desire. However, we often see that when a leader is...
You’ve got your goals for the year in front of you. You’re motivated and ready to take your business to the next level. What’s your next step? Are you set up to succeed? There’s a simple and easy exercise that you can complete, right now, that will allow you to...
“There is no finish line. There are only mile markers.” Michael Ventura, Founder of Sub Rosa As the end of another year draws to a close, we are reminded that the end of this year isn’t the finish line. It’s simply another mile marker in your journey. At BBG, we...
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...
A common sales mistake is asking for too much, too soon. Especially in financial services, your sales process has many steps where a prospect needs to make a decision to continue. For instance, a new lead has to make the decision to say yes to talk to you. Then ideally,...
People make mistakes. We all know this. We understand that mistakes happen, yet what does your agency do to protect against it? We like to promote the usefulness of systems. They help to create consistency not just for your clients, but also for your employees and yourself. They are designed...
Improving sales skills is a hot topic in the Financial Services industry. There are hundreds of classes and books around the subject, including our own material, which we recommend. Yet, one of the easiest and simplest ways to improve sales skills is often overlooked. To see the value of it,...
“Would you give your clients access to your bank account?” When we ask clients this, we always get a very strong and sometimes bewildered, “No.” On the surface it looks like a silly question. Money is a resource that in this industry we actively work to protect and maximize. Of...
