| Section 1. Is being a Financial Professional a good fit for you? |
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- According to GAMA, 87% of all agents leave the business within 4 years. This startling figure indicates that agent selection is a key issue. The very first step is to assess whether you and a sales career are a good fit.
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- According to Bill Bachrach, more than half of the agents hired are not suited to be financial advisors.
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| How we can help: We have assessment tests that are very helpful in this area. They are: Profile XT and TTI Sales Strategy Index. |
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| Section 2. Is your Marketing Plan effective? |
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- Can you identify your preferred/ideal client?
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- Can you identify your PITA (Pain In The A**) client?
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- Can you identify your target market?
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- Is your print material up-to-date?
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- Do you have measurable prospecting/marketing objectives?
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- Have you identified your preferred marketing channels?
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- Are you consistently receiving introductions to your preferred clients?
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- Do you keep records of your prospecting actives?
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| How we can help: We have workbooks, coaching services and forms that can help you significantly improve your marketing activities. |
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| Section 3. How Is your Sales Process working? |
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- Do you consistently use a printed Fact Finder?
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- Does your Fact Finder help you discover what is important to your prospect, and why these issues are important?
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- Does your Fact Finder help you capture the names of personal and business associates who are important to your prospect?
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- Does your Fact Finder gather key demographic and psychographic data on your clients?
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- Do you have and use a regular sales track?
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- Does your Fact Finder seamlessly integrate prospect/client data with your CRM and proposal software?
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- Do you use compliance approved proposal software?
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- Do you use a sales tracking system to evaluate the sales status of each case?
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- Do you have measurable sales goals?
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- Do you regularly record your sales activities?
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How we can help: We can help you design and use a Fact Finder that yields valuable information. We also have tracking forms to keep you focused, and offer coaching services to help all the parts fit together well. |
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| Section 4. Indicate your level of satisfaction with your Closing Process |
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- Are you generating the amount of business you'd like?
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- Are you selling with preferred clients at least 80% of the time?
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- Are you satisfied with your closing rate?
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- Do you consistently record your sales results? (Such as CAPS or the One Card system)
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- Indicate degree of satisfaction with your income
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How we can help: We can help you improve your sales results by improving your prospecting and selling systems, and we provide coaching services to help you integrate these systems into your closing process. |
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| Section 5. Do you have a regular system for Delivering Your Goods/Services? |
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- Do you regularly use a new client value added service kit?
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- Do you have a consistent level of client contact?
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- Do you have written service standards?
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- Do you conduct client satisfaction surveys?
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- Do you have a written service plan that you give to your clients?
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- Do you regularly meet with your staff for case follow-up and client sales and service training?
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How we can help: We can help you establish systems and training programs that will provide improved client satisfaction and more consistent client contacts. |
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| Section 6. Indicate the degree of Administrative Support (Back-up for steps 2-5) you have |
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No Yes
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- Do you have and use CRM software?
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No Yes |
- Do you have compliance approved proposal software?
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No Yes |
- Do you have a back-up hard drive and power interruption equipment?
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No Yes |
- Do you have adequate E&O coverage?
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No Yes |
- Do you have office liability insurance and workers compensation coverage?
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No Yes |
- Do you have an umbrella policy with enough coverage to protect your assets?
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- Do you have standardized record keeping, file organization and office procedures?
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- I have and use an ideal employee profile to evaluate employee performance.
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No Yes |
- Degree of standardized record keeping, file organization and office procedures
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How we can help: We are certified providers of the One Page Business Plan and can guide you in improving other administrative issues as well. |
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| Section 7. Are you meeting your Income, Investment, and Lifestyle Goals? |
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- Are you earning your desired income?
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- Do you produce monthly P/L statements?
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No Yes |
- Do you produce a quarterly balance sheet?
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No Yes |
- Are you on target to reach your retirement income goals?
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- Are your higher education investment goals being met?
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- Are your estate planning issues up-to-date?
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No Yes |
- Do you have adequate LI, DI, LTCI?
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- Are you living within your income?
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No Yes |
- My work-life balance is where I want it to be.
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How we can help: This is the section which measures your ultimate success as a business person. We can help you clarify your income/investment objectives and work with you to develop a program to reach your financial objectives that will be in harmony with your work-life balance goals. |
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