Published on The Financial Brand http://bit.ly/2mebmoN . Co-authored with David Kerstein from Peak Consulting Group, we offer critical steps to focus, train, and support branch team members so that that they are better able to offer perspective and advice on the financial challenges their customers face. Read more »
In which we are reminded to ditch the cultural assumptions and to ask open-ended questions. Read more »
In which we are reminded that, to a great extent, it’s our backstories that make us special. Read more »
In which we are encouraged to include some “momentum” questions in our discussions with our clients. Read more »
In which we are reminded to position and sell only what our clients are able to absorb and implement. Read more »
In which we are reminded to plan ahead…and confirm…before our sales calls. Read more »
In which we are encouraged to ask for and take “the plant tour” before proposing solutions. Read more »
In which we are reminded to develop one point, at least, that makes us easily memorable. Read more »
In which we are reminded to help our clients anticipate and prepare for yet-unseen future challenges. Read more »
In which we are reminded to craft short versions of our personal stories that prompt conversation. Read more »
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