Building and sustaining a successful financial services business requires more than learning how to close the deal.

It also requires a solid grounding in marketing and business practices. There’s More to Selling Than Making the Sale describes the various systems and attitudes that successful professionals need to survive and thrive.

The book discusses fundamental marketing, prospecting and fact finding systems. It also covers how to deal with complex sales situations, and what support systems are necessary to maintain a good practice. This is a practical book based on 40+ years of sales and business coaching experience.

Some highlights from the Coach:

• Whether you are hiring – or being hired – finding right fit between the candidates and the agency is critical. LIMRA figures indicate that more than 50% of advisors leave the field within one year and that seven out of eight advisors have left by the end of the fourth year. The first two chapters deal with the problem of advisor retention. A revolutionary new software program is discussed: the Invisible Market Matrix™ (IMM).
• A heavy emphasis is given to the most important part of the sales process: qualifying the prospect and discovering the true needs of the buyer. Understanding these steps will help you shorten the sales cycle and reduce times selling to poor prospects.
• A simplified closing process is provided. Key points: the close should be brief, natural, and non-manipulative.
• All of the administrative “back office issues” are discussed: CRM and other software support systems are included.
• A thorough review system to evaluate your practice is included in order to measure the overall success of your practice.

View our other Books and Workbooks

• Workbook #1 - 10 Steps to Building a Referred Lead Engine
• Workbook #2 - Building a Center of Influence Engine
• Return to Books & Workbooks Overview

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