7 Steps of Highly Effective Agents

Volume 3 : 7 Steps of Highly Effective Agents

Every financial service professional must deal with the 4 basic aspects of business:

• Marketing - filling the pre-sales funnel (obtaining referrals)
• Selling – converting referrals into prospects
• Closing the Deal & Getting Paid – converting your prospects into customers
• Administration – those activities necessary to make steps 1-3 effective and productive

The first step, marketing (obtaining referrals), is dealt with in Workbooks 1 and 2; 7 Steps (Workbook #3) provides an outline of the critical steps that must occur if you are to close the deal. This workbook covers the 4 selling systems in use today – including the one I think is best for sophisticated advisors. It also provides the basic sales elements you must satisfy to assure that you are properly serving your client. Meeting client needs on a consistent basis results in excellent client satisfaction and high client retention rates.

Are you aware that there are 4 different selling models in use today? Supplemental workbook information is included which describes each of these sales styles, and provides you an opportunity to evaluate whether it would be appropriate for you to make a change in your sales style. Another critical issue covered: Are you using your Fact Finder to its fullest advantage? Important information provided illustrates how you can use your Fact Finder to improve your selling and prospecting effectiveness. Further suggestions illustrate how to keep the sales process active – or learn how to quickly drop a poor prospect. If you’d like a simple and effective process to help you stay on track.

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