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Sales Process Development

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
BY Ray Harmon | 11/21/2013
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... Read More
BY Rick Meigs | 11/21/2013
Many of us are not "natural" sales people — we toil away at the process. We can respond to an RFP and get in front of a plan committee, but aren't sure how to improve our success rate at closing the... Read More
BY NAPA Net Staff | 11/12/2013
Capitalized under $25 million, 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. As these... Read More
BY Fred Barstein | 9/3/2013
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... Read More
BY Marcus Chandler | 8/26/2013
Compared with the maturity of most American industries, the defined contribution industry has just passed through adolescence. Over the last decade we’ve witnessed significant milestones that have... Read More
BY Fred Barstein | 8/26/2013
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... Read More
BY Rick Meigs | 8/20/2013
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... Read More
BY Marcus Chandler | 6/7/2013
While attending a small private industry event a couple of months back, I sat in on a presentation by industry veteran Don Trone. The topic of his presentation centered on retirement advisor... Read More

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