Sales Process Development

Sales Process Development

The Sales Process Development station explores all topics that impact a retirement plan consultant’s ability to find and win new plan sponsor business. Topics addressed start with the first steps of prospect data collection, best prospecting strategies, understanding sales psychology and conducting impactful presentations that resonate with potential new clients. It also examines how to incorporate your brand, marketing strategy and sales process in order to create a cohesive strategy that better expresses a retirement practice’s overall value proposition and helps achieve practice growth objectives. All of these topics are covered by Portal Conductor Marcus Chandler, President of SELL401K, Inc.

Online Referral Services Profiled

Remember when the Internet promised to do everything from clean your teeth to provide high-quality leads that cost very little? Well, the reality is a bit more sobering, but there are a number of online referral services to choose from, as outlined in a recent FAIQ article. Various services are profiled, mainly for individual investor leads, ranging from a take-off on Match.com to one that helps advisors get articles placed in the press, and a new one by a former FA called “FireMyAdvisor.”   Read More

Windsor Ruling on DOMA Creates Opportunities for Advisors

A new study from the Insured Retirement Institute (IRI) looks at the changing retirement strategies of same-gender couples in the wake of the Supreme Court’s Windsor decision earlier this year. That decision led to the IRS and DOL adopting a uniform definition of “spouse” that includes legally married, same-gender couples, regardless of their current state of residence — effectively expanding pension rights for millions nationwide.   Read More

NAPA Webcast Highlighting Opportunities Marketing to Small Business Owners Set for Nov. 19

Small businesses represent more than 99% of all companies in America — and yet nearly 72% of small business employees do not have access to a retirement plan. An upcoming webcast hosted by NAPA and ADP — featuring John Carl of the Columbia Learning Center — will demonstrate how advisors can best support small business owners.   Read More

Selling to the C-Suite

C-suite execs have a laser-like focus on cutting costs, growing revenues, delivering a return on investment to shareholders and retaining top talent. Selling them on a retirement plan strategy takes the same kind of focus on the advisor’s part. (Fall 2013)
By Bruce Shutan   Read More

Recalcitrant Prospects: A Growing Trend?

September marks the start of the heavy DC plan selling season. Advisors’ chief concern: Plan sponsors will delay making a decision, for myriad reasons. Though it’s easier to get an AOR change than it is to switch record keepers, any type of decision can cause some plans to delay unless there’s a lot of pain involved. The reasons for delay are heightened during tumultuous times, when other decisions seem more crucial — like the recent financial crisis, for example — or during really good markets when making a change seems unnecessary.   Read More

Be Smart With Centers of Influence

Centers of influence like CPAs, bankers, attorneys or even other advisors that don’t service DC plans can be the greatest source of leads for a plan advisor. But creating a network of COIs is hard and takes time. A Wall Street Journal article offers a list of common mistakes and suggested solutions.   Read More

Warm Up Your Cold Calls

Ryan Schutty, a regional marketing director with the Principal Financial Group, wrote an interesting blog post last week on how cold calling doesn’t have to be so cold. He notes that when it comes to cold calling, a good way to “warm” it up is by thinking horizontally.   Read More