Skip to main content

You are here


Sales Process Development

BY Rebecca Hourihan | 6/15/2022
Friction is anything that causes your 401(k) prospects to pause. Hesitate. Stop. By identifying any friction points early on and resolving them quickly, you can develop your business faster.... Read More
BY Steff Chalk | 1/6/2022
It’s not often that retirement plan advisors are presented a roadmap of opportunity that itemizes exactly what seems to be troubling plan sponsors. When charged with the daunting task of getting... Read More
BY Rebecca Hourihan | 11/4/2021
In any successful marketing campaign, the first step is identifying your target market. By understanding your target audience, you can plan your approach strategy and how you intend to help address... Read More
BY Rebecca Hourihan | 9/22/2021
How many sales are won on the first meeting? Not many, right? As an advisor, you put in the work to earn new business, and that could take 4, 5, 6 or 14 meetings. Retirement plan sales are not... Read More
BY Spencer X Smith | 3/18/2021
Before COVID-19, winning new business in the qualified plan space consisted of getting the right handful of people on a plane or in a car, sending them to the prospect’s location, and allowing them... Read More
BY Ted Godbout | 9/21/2020
Regardless of business model or scale, successful retirement plan advisors share certain habits that are critical to building their practices, according to a Sept. 9 workshop session at the 2020 NAPA... Read More
BY Rebecca Hourihan | 9/3/2020
Traditional schools of thought claim that the sales process begins when the prospect first gets introduced to a solution. Do you think that’s really true? In a highly referral-based business, one... Read More
BY Rebecca Hourihan | 12/5/2019
At one of my first jobs, I had to cold call – and to be honest, I hated it. Nervous ring after nervous ring, I hoped the person on the other end didn’t pick up. It was time consuming, anxiety ridden... Read More
BY Rebecca Hourihan | 10/24/2019
Have you ever experienced the rush of winning? The excitement, glee and anticipation that comes from signing that BIG retirement plan client – one of those “larger than your eyes can image” deals?... Read More
BY Rebecca Hourihan | 9/26/2019
It’s the big day: finalist day! You’ve prepped, you’re prepared, and now you’re ready. But is there anything else you could do to increase your chances of winning? I’m not talking about game day... Read More
BY Spencer X Smith | 11/15/2018
Not really. Try this instead.Imagine someone walking down the street wearing a t-shirt for your favorite band. How easy is it to start up a conversation by saying, “That’s my favorite band! Have you... Read More
BY Rebecca Hourihan | 10/25/2018
If you were to ask three different advisors what marketing is, you would get three different answers — and they would all be right! To most people, marketing can be a pretty vague term used to... Read More
BY Rebecca Hourihan | 8/2/2018
Lawsuits to the left, regulations to the right, tax reform straight ahead — these days it seems like no matter which way you look, the retirement plan industry is in trouble. The sky is falling;... Read More
BY Rebecca Hourihan | 5/24/2018
To help you prepare for the rest of the year, we’ve created a marketing quiz: six questions to test your marketing IQ. As always, the goal of your marketing efforts is to help you “own your yard” and... Read More
BY Rebecca Hourihan | 3/21/2018
There is no hiding that we operate in a heavily regulated industry, and a large part of the job is networking. How do the new tax reform legislation (the Tax Cuts and Jobs Act, or TJCA) and the so-... Read More
BY Spencer X Smith | 1/25/2018
How do you feel when it comes to each of these three terms: cost, price and fees? Can they be used interchangeably, or should you concentrate on using – or not using – one of them when communicating... Read More
BY Rebecca Hourihan | 9/28/2017
Wherever and whenever your clients, prospects and centers of influence are seeking retirement plan related information, you are there. That’s 360 degrees of you.Here are the four tips on becoming the... Read More
BY Rebecca Hourihan | 9/14/2017
Your website, or as we also call it, your “digital storefront,” is the first place most people visit when looking for information about you. Let’s make it HGTV-worthy!Here’s three easily implemented... Read More
BY Rebecca Hourihan | 7/21/2017
What can you do today to create a process that promotes your retirement plan expertise?We are a marketing firm, so when we have the “Does marketing work?” conversation with potential clients, it... Read More
BY Rebecca Hourihan | 6/15/2017
What type of car do you drive? Is it a Nissan Versa?[1. Car and Driver magazine named the Nissan Versa 2017's Cheapest Car.] If it’s not a Versa, then you appreciate value. You could have purchased... Read More
BY Rebecca Hourihan | 6/1/2017
Marketing is the lifeblood of a business. It’s the voice that promotes you, your company, and your offering.Yes, marketing is the key to your success, but the marketing that worked yesterday might... Read More
BY Rebecca Hourihan | 4/20/2017
Do you want to grow your 401(k) business but don’t know where to start? Here are five ideas to create a quality 401(k) prospect list through social intelligence to increase your 401(k) plan clients.... Read More
BY Rebecca Hourihan | 4/13/2017
What’s the point of retirement plan marketing?Recently, I was sharing a story with my friends about the popular Netflix show House of Cards. During my story, I started to describe one of the... Read More
BY Fred Barstein | 6/8/2015
One of the frustrating things about selling DC plans is that it can take a long time to close. Bad timing is an issue that can’t be controlled — the plan sponsor might have just hired another advisor... Read More
BY Fred Barstein | 6/20/2014
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... Read More