Financial Services Sales Handbook

Name: Financial Services Sales Handbook | A Professionals Guide to Becoming a Top Producer
Brand: Business Expert Press
Price: 17.49 EUR
Availability: OnlineOnly

A Professionals Guide to Becoming a Top Producer

Clifton Warren(Autor*in)

Business Expert Press

2. Auflage

Erschienen am 21. Mai 2025

210 Seiten

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978-1-63742-813-9 (ISBN)

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Inhalt

Front cover
Half title
Title
Copyright
Description
Contents
Acknowledgments
Second Edition Note
Introduction
Top Sales Professionals Consistently Practice the Fundamentals
PART 1 Laying the Foundation
CHAPTER 1 Creating the Pathway Where Are You Heading?
Evaluating Your Client Mix
Steps to Complete the Worksheet
Questions to Consider
Evaluating Your Market Mix
Questions to Consider
Evaluating Your Sales Capabilities
Selling
Sales Management
Sales Service
Sales Leadership
Instructions for Completing the Worksheets
Scoring Interpretation
Additional Evaluations
Sales Pipeline
Warning Signs
Evaluating Your Niche Markets
Evaluating Your Referral Sources
Questions to Consider
Evaluating Your Networks
Questions to Consider
Reviewing the Momentum of Your Business
Questions to Consider
Determining the Nature of Your Business
Summary
Key Takeaway Points
CHAPTER 2 Pinpointing Your Natural MarketTelling Everyone You Know
Developing the Right Habits
Natural Market for New Professionals
Prepare Your List
Sample Script for Approaching People You Know
Sample Email
Follow Up
Natural Market for Experienced Professionals
Inventorying Your Natural Connections
Sample Email
Summary
Key Takeaway Points
CHAPTER 3 Preparing to Sell Positioning Your Value and Expertise
Positioning Fundamentals
Positioning Your Business With Targets of Opportunities
Position Against the Competition
Positioning Your Expertise and People
Positioning Your Value With Targets of Opportunities
External Example
Putting It to Work
Website
Email Messages
Email Signature
LinkedIn Profile
Proposals
Voice Mail Messages
Sales Presentations
Summary
Key Takeaway Points
PART 2 Getting More From Existing Clients
CHAPTER 4 Leveraging Clients to Get New Ones Harnessing the Power of Referrals
Developing Loyal Clients
It Is a Contact Sport
Referral Mindset
Periodic Referral Discussion
Sample Script
Working With Your Client's Trusted Advisers
Getting Permission
Sample Script
Background
Clients
Marketing
Resources
Here Is a Sample Script to Set Up Another Meeting
Follow Up
Nurture the Relationship
Tip
Client Networking Events
Here Is a Sample Script
Tip
Speaking Opportunities
Financial Planning Topics
Insurance Topics
Mortgage Broker
Client Request
Approach to an Organization
Following up
Summary
Key Takeaways Points
CHAPTER 5 Cross-Selling Unlocking the Full Potential of Your Clients
Client Centric
Setting up Your System
Step 1: Prioritize
Step 2: Evaluate
Step 3: Annual Review
Step 4: Discovery
Sample Script
Step 5: Track
Business
Other Relationships
Buying Criteria
Personal
Step 6: Acquire
Sample Script
Partnering With Client's Accountants and Lawyers
A Sample Approach
Contacting the Adviser
Sample Script
Tracking Key Changes and Events
Business Events
Personal Events
Summary
Key Takeaway Points
CHAPTER 6 Social Media Filling Your Sales Pipeline Efficiently
Six Degrees of Separation
Prospecting With LinkedIn
Organizing Your Professional Network
Gaining Insights About Targeted Companies and Individuals
Generating Referrals
Identify Prospects Geographically
Locating Prospects by Industry
Locating Individuals Within a Company
Narrow Down Your Universe
Defining Your Ideal Client
Putting LinkedIn to Work
Social Media Pitfalls to Avoid
Summary
Key Takeaway Points
PART 3 Acquiring New Business
CHAPTER 7 Prospecting Filling Your Sales Pipeline
Prospecting System
Part 1: Approach
Part 2: Expertise
Part 3: Scripts
Part 4: List of Names
Where to Find Names
Associations and Conferences
Industry Magazine and Trade Journals
Google Searches
Local Business Directories
Artificial Intelligence
Industry Analyst
Define Your Ideal Clients
Demographics
Psychographics
Goal Setting
Instructions for Completing the Worksheet
Three "C's" Qualifying Method
Score
Managing Your List
Option 1: Contact List
Option 2: Contact Management System (CMS)
Option 3: CRM Systems
CRM Software Options
Time-Tested Prospecting Techniques
Nest Referral Marketing
Niche Marketing
Endless Chain Referrals
Triggers and Events
Recycle Your List
Summary
Key Takeaway Points
CHAPTER 8 Attraction Marketing Getting Prospects to Come to You
Nonprofit Marketing
Community Marketing
Seminars
Building Your Own Network
Client Appreciation Events
Advisory Board Marketing
Lunch and Learn Events
Industry Networking
Philanthropic Marketing
Client and Prospect Entertaining
Contact List Marketing
Following up Is Essential
Tailored Follow-Up Emails
Tips
Phone Call Follow-up
Tips
Scheduling Further Appointments
Tips
Additional Touchpoints With Valuable Content
Tips
Send Surveys or Feedback Requests
Tips
Summary
Key Takeaway Points
CHAPTER 9 Targeting Marketing Gaining Market Share From a Competitor
Tip
Finding Targets of Opportunities
Identifying Hot-Button Issues
Package Your Ideas
Getting the Meeting
Tapping Your Network
Meet out of Context
Introduction From a Center of Influence
Sample Script
Email and Phone Follow-up
Here Is a Sample Email to Targeted Prospect
Nurture
Summary
Key Takeaway Points
CHAPTER 10 The MeetingTurning Prospects Into Clients
Start Off Right
Follow the 80/20 Rule
Ask About Personal Situation and Interest
Fifty Sample Questions
Personal Information
Family Information
Business Information
Special Interest Information
Liability Information
Closing the Meeting and Establishing the Next Step
Sample Follow-Up Email
The Second Meeting
Sample Script
Nurturing not yet Ready Prospects
Sample Script
Always Ask for Referrals
Sample Script
Summary
Key Takeaway Points
PART 4 Accelerating Growth
CHAPTER 11 Content Marketing Using Your Knowledge and Expertise
Work Within Your Comfort Zone
Leverage What You Already Know
Profiting From Your Knowledge
How to Use Content Marketing
Websites
Common Website Mistakes to Avoid
Blogs
Guidelines for Starting a Blog
Podcasts
Key Tips for Podcasting
Newsletters
Avoid These Common Newsletter Mistakes
Webinars
Benefits of Webinars
Summary
Key Takeaway Points
CHAPTER 12 Personal Planning Turning Your Plans Into Reality
Finding Your Focus
Developing a Sales Philosophy
Implementing Your Sales Philosophy
Identifying Your Driving Force
Recognition
Community
Family
Personal Considerations
Legacy
Relationships
Ethics
Influence
Clarify Your Priorities
Sales Strategies
Sales Management
Sales Service
Sales Leadership
Create a Plan and Focus on the Process
New Business
Retention
Organization
Action Plans
How to Break Down Your Goals
Purpose
Outcome
Schedule
Get Accountability to Keep Your Focus
Summary
Key Takeaway Points
Resources
Popular Contact Management Software Providers
Benefits of Contact Management Software
Popular Providers
Popular Email Service Providers
Key Functions of an Email Service Provider
Popular Providers
Popular Online Storage Providers
Key Benefits of Online Storage Providers
Popular Providers
Popular Virtual Meeting Platforms
Key Features of Virtual Meeting Platforms
Popular Providers
Additional Reading List
Sales and Marketing for Financial Services
Leadership and Personal Development (for Sales Professionals)
Financial Services Industry-Specific Reads
Additional Sales and Marketing for Financial Services
Additional Articles
It Is All in the Numbers
How Much Time do You Spend Each Day on Marketing?
The 80 Percent Solution to Growing Your Business
Networking Bonus Material
Seven Tips for Networking With Anyone
How to Ask for Referrals at Every Touch: Without Being Too Direct
Glossary
About the Author
Index
Back cover

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