How to Sell Insurance and Financial Services to Women

How to Sell to WomenSelling insurance and financial services to women requires a different approach.

In the past, many women were insulated from dealing with family finances by their spouses. After losing their spouse or becoming “suddenly single,” they found themselves with little, if any, knowledge on how to handle their investments or plan for the future.

Many a woman who had been married for 30 or 40 years, after the death of her husband, would suddenly realize that she never once balanced their checkbook. Moreover, she rarely wrote a single check or paid any of their bills. Many didn’t even know how much money they had, what accounts or financial plans were even in place.

This, like many other things in business, society, and life has changed. The number of single women has risen in the past two decades, and more women make their own decisions regarding their finances. Also, with the passage of the Affordable Care Act in March 2010, many women have begun to study and understand the options available to them for providing their families with health insurance. [Read more…]

Tips for Selling Financial Services For New Advisors

 
By Guest Writer Emma Crosby
Tips for Financial Advisors

While there are many factors that are universal when it comes to achieving success in sales, there are some that are specific to selling financial services. Some are simply because of the nature of those services, and others are because they are services rather than products or commodities.

There’s a big difference between selling financial products and selling financial services, and it’s important to understand that even before getting into the business. Every client is different, and they have different needs, and that means they each require different solutions. It’s crucial to treat every client as an individual, and making a personal connection with each client you work with is a good way to help achieve this. Making a personal connection is increasingly important in all areas of sales, whether it’s in retail, customer service, or financial services. Also important is understanding that most clients don’t want to buy your services and then just walk away—they want your advice, too. For the most part, everyone who sells financial services is selling the same products; the difference you provide is you, and how you tailor those products to your clients’ needs. [Read more…]

Insurance and Financial Advisors – Build Profitable Relationships at Client Events With Event Themes

Dynamic Leadership

Research confirms that insurance and financial advisors who are proficient in building relationships achieve more referrals and greater success. In a recent study of Fortune 1000 companies, researchers at Booz Allen Hamilton and Northwestern University’s Kellogg School of Management found that the most financially successful companies are more relationship focused than sales focused. That’s their “differentiator.”

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Tips for Financial Advisors Success at a Client Event

TipsforFinancialAdvisors

Financial Advisors and Financial Service Professionals and Wealth Management Firms-

Do You Know How to Connect at an Event and Avoid Missing New Client Opportunities?

It’s amazing how few insurance and financial services professionals have no clue how to make connections at an event.  I’ve seen too many pros attend networking events in hopes of making connections that will result in new clients, but they don’t know how to maximize the opportunities these events provide. I’ve been at numerous financial advisor and wealth management client events. These cost a great deal of time and money. The people work hard to promote the event to ensure a good turnout, then fail to connect at the event in the right way. [Read more…]