We’ve pulled together resources and support tools to help you ensure your practice stays on track during these trying times. These tools will help you well beyond our current environment…and into your new normal! The best industry proven solutions and resources are available for you. Enjoy!
These complimentary resources are provided by LIMRA and the Hoopis Performance Network’s HPN University. Feel free to share with your home office team and field distribution.
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According to a recent article by J.D. Power, nearly one-third of advised clients have not heard from their financial professional since Covid-19. Setting up Annual Review Meetings with your clients is a great way to help you stay in touch, dedicate the time your clients need to tell you about their concerns and dreams, and show that you really care to take the time to listen.
Schedule annual review meetings to ensure you are staying on top of your clients’ needs. They foster cross selling opportunities and increase client retention.
Listening is a fundamental building block in making a connection with prospects and clients. It demonstrates your benevolence and your interest in hearing about the prospect and tailoring your process to his or her needs.
Behavioral economics is the study of psychology as it relates to the economic decision-making processes of individuals and institutions. The importance of understanding behavioral economics is immeasurable as it allows for a better understanding of the human mind and the way people make decisions.
How can you truly influence the way prospects and clients make buying decisions? Align your sales process with behavioral economic principles, and you will achieve greater results.
Check out what LIMRA research tells us consumers want in a sales presentation.
Communicating with prospects and clients: Trustworthy Selling is full of best practices to support your continued communications with your prospects and clients during this crisis. Your prospects and clients want to hear from you! Make your communications with them the best!
While we try to work faster and more efficiently, we must not forget the social rules that accompany any form of communication. Email is no exception.
Texting has become one of the most efficient ways to communicate in business. Although fast and convenient, texting brings about its own set of challenges. Check out these tips to make the most of this form of communication.
Doing a Thorough Diagnosis in your Collaborative Discovery meetings is similar to the thorough diagnosis you expect from your doctor prior to recommending a treatment option. A thorough diagnosis can only be done by asking the right questions and understanding your prospects level of buyer need.
By focusing on helping prospects understand their situation more clearly, top sales reps differentiate themselves from their competitors, facilitate learning for the prospect, and build trust.
The power is in the question. Certain questions can increase your credibility in the eyes of the prospect because they are intelligent and thought provoking.
Prospects buy when, and only when, they perceive a gap or discrepancy between their current situation and their desired situation. Where are your prospects?
When engaging in collaborative discovery with your prospects, it’s important that the questions you pose help your prospect gain insight into their current situation and what they feel they need to do differently in order to achieve their goals. The power is in your questions. Use these tools to help set you up for success in your next collaborative discovery meeting.
“Collaborative Discovery” is something you do WITH your prospect; fact finding is something you do TO your prospect.
Desire is increased by the questions you ask, allowing prospects to gain insights into their own problems. The questions simply magnify the problems by getting the prospect to explore their implications.
The power is in the question. Certain questions can increase your credibility in the eyes of the prospect because they are intelligent and thought provoking.
Do you know how to avoid the pitfalls? Financial professionals generally run into trouble with their questioning in one or more of these ways.
Things have changed, and you must too. While research has told us that a majority of consumers still want to meet face-to-face, that may not be appropriate in today’s environment. However, the techniques to effectively engage your prospects in that initial meeting haven’t changed! Use the tips below to help you make every initial engagement successful!
Technology has made it easier and cheaper to frequently communicate and interact with clients and prospects. Yet, research tells us that the majority of consumers still want to meet face-to-face when it comes to discussing their financial matter. Are you engaging effectively?
Listening is a fundamental building block in making a connection with prospects and clients. It demonstrates your benevolence and your interest in hearing about the prospect and tailoring your process to his or her needs.
Through paraphrasing, prospects and clients feel you truly understand and empathize with them and will open up to you with new information and confidences you otherwise would have never have had access to.
In today’s new normal, nothing happens in the sales process until you pick up the phone and speak with your prospect. How prepared are you to make those calls and really listen to make a connection that will lead to an appointment? Let’s Trustworthy Selling show you how.
LIMRA research has found prospects are 9 times more likely to advance in the sales process when listened to without being interrupted.
Listening is a fundamental building block in making a connection with prospects and clients. It demonstrates your benevolence and your interest in hearing about the prospect and tailoring your process to his or her needs. This is as important when making prospecting calls as it is during the sales process.
Remember nothing happens in the sales process until you pick up the phone and dial.
Telephone engagement doesn’t need to be torture. You can raise your success ratio, enhance the rapport-building process, and make more money by following telephone engagement strategies.
LIMRA conducted a survey of 550 advisors to find out how they are adapting to meet the needs of their clients as the country faces the safety and economic challenges as a result of COVID-19.
LIMRA has identified 5 factors that help advisors across all distribution channels deepen their client relationships and increase their gross revenue per client.
Effectively train and retain your sales professionals to increase their productivity and success in the industry.
LIMRA.com accounts are needed to access most of our research. Home office employees of member companies can create accounts.
Serving the industry since 1916, LIMRA is a worldwide research, consulting, and professional development not-for-profit trade association. Nearly 700 financial services companies in 53 countries rely on LIMRA’s research and educational solutions as the trusted source of industry knowledge to help them make bottom-line decisions with greater confidence. Companies look to LIMRA for its unique ability to help them understand their customers, markets, distribution channels, and competitors to give them leverage on developing realistic business solutions.
