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.
Most financial professionals know that it’s important to ask for referrals, and yet many don’t. Why? Because they dread it. They don’t want to be known as a pushy or aggressive salesperson, so they simply don’t ask. It's this type of flawed thinking that stands in the way of getting...
Many of our financial services advisors are sales-oriented individuals at their core. They enjoy getting in front of their clients and understand that activity is vital to an agency’s survival. Most don’t enjoy the operations side of the business. They don’t want to be tied down to the day-to-day operations,...
Objections are a lot like curveballs. It’s a lot easier to hit a curveball if you know that is what is going to be thrown. It’s the surprise element that makes it more difficult to hit. Objections are similar. If you know they are coming, you know what they might...
Scripts. Many in the financial services industry hate the idea of using a script. The obstacles that scripts create are real. Agencies are concerned that if they use a script they will: Come across as robotic and not authentic. Miss opportunities by creating too narrow of a focus. Create a...
In any service-based industry, it’s often difficult to find the right balance between service and the other areas of business activity. The Financial Services Industry is no exception. Business leaders often get so wrapped up into service work that other areas suffer. There is no arguing that service is important....
Time Management is important for all business leaders, but in the financial services industry there are points of view that make managing your time extremely difficult. These may include: I’m at my best when I’m in front of clients: This sees you as the best salesperson in your business but...
Is your financial services agency strictly transactional or do you bring more to the table? In today’s world it’s easy to get financial advice online and you can even buy insurance products on the internet. Therefore, it’s even more important to provide advice and expertise that adds value to your...
January is often a month that can feel like a reset. Many product producer contracts are reset at the beginning of the year and there are new deadlines and goals to work towards and sales for the year start at zero. It’s a fresh slate to start the year. It’s...
In the financial services industry, it’s not a secret that December can be a “busy” month. In fact, you might be thinking you don’t have time to read this. We understand, but we also know it’s important for you to stop, assess, and not accept this as your normal. One...
We often coach our Financial Services clients to understand what they can control and what they can’t control. In every industry there are things outside of your control, but within this industry the elements you can’t control often become excuses that hold you back. There is truth to excuses, but...
