The selling landscape has changed. Going door to door and cold calling to sell financial products is not as effective as it once was. So what should financial advisors and agents do to increase their sales?
The holidays are right around the corner and in sales that means one thing: stalls. All of the salespeople that came before us didn’t do us any favors by accepting the “call me after the holidays” excuse from prospects. During this time of the year, it’s the go-to stalling method for prospects.
Since the industrial revolution, traditional selling has been trained and practiced by almost every industry and business model known to mankind. It appears many of us have been taught to sell in a very similar way, but this traditional sales approach has begun to present some serious problems.
Financial advisors often make simple mistakes that they can correct to improve their businesses. These mistakes reduce their potential and can cause business to slow, or even worse, start to decline. Here are the top six mistakes you should avoid making in your financial services business.
Humans need a tribe. We are social animals, and most of us need to feel a part of something larger than us to feel OK. We need to know someone has our back. In return we’ll have theirs. As a unit we’ll be secure and succeed. We’ll overcome challenges and achieve great things.
The independent industry doesn't do a really good job of surveying it's field force regarding what they look for in an Independent Marketing Organization (IMO). Having been around the business for more than 20 years, and having talked with thousands of insurance agents regarding their wishes and wants, I thought I'd put together a listing of the top field requests I've heard over the past few years.
Communication is an interesting topic. Many of us seem to think that communication is all about how we connect with each other through the use of our words and our vocabulary. But unfortunately it’s a little more complex than that. You need to consider what your body language tells your prospects and clients when you are communicating with them.
There are a few things your prospects need to hear you say to make them feel comfortable with working with you and following your process. These statements will make a positive impression and experience for your prospects. Your words must be backed by action and should be part of your consistent process.
When it comes to workshops and seminars, everything matters. And I do mean everything. Too many times financial advisors think that if they just show up and dazzle people with their intelligence, then those in attendance will want to meet with them. Unfortunately, that could not be farther from the truth.
You just gave the sales presentation of your life. It couldn't have gone any better. You look at your clients. They have a glazed look in their eyes and they have no idea what you just said. Where did it go wrong?
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This content is for informational and educational purposes only and is not designed, or intended, to be applicable to any person's individual circumstances. It should not be considered as investment advice, nor does it constitute a recommendation that anyone engage in (or refrain from) a particular course of action.