Mutual of Omaha Case Study – Sales Effectiveness Impact on Productivity and Retention Mutual of Omaha implemented Trustworthy Selling as part of an organizational strategy to increase their advisor’s focus on needs-based selling over transactional selling or product-focused selling. The company went through the first step in its transformation strategy by revamping its [...]
Trustworthy Selling Testimonial – Dave Porter, Managing Partner – Baystate Financial When Mass Mutual approached me about HPN and LIMRA’s Trustworthy Selling program, I asked a group of managers to review the program and determine if it was just “one more training program.” The feedback was that the training [...]
Building vs. Buying Your Content Library Building your content library is a vital step in today’s digital age. The ideal situation is to have your marketing, creative, and sales team all on the same page by using your content. But that doesn’t always happen. The other issue is a [...]
Collaborative Discovery: The RPM Questioning Model Factfinding is what you do TO someone …. Collaborative Discovery is what you do WITH someone. There is a huge difference between “factfinding” and engaging in a collaborative discovery with a prospect or client. The discovery process involves active listening as well as [...]
The Language and Four Facets of Trust In a recent MDRT study, 85% of consumers, across all generations, stated it was “more difficult to trust an advisor today vs five years ago.” However, only 59% of advisors believed that to be the case, representing a gap of 26%. And yet [...]
Creating Consistency and Scalability in Your Learning and Development Programs With the growing cost of distribution and budgets being scrutinized, financial organizations will have to begin identifying more cost-effective methods to deliver training and development that is salable. In addition, the trend from the last decade where each firm is [...]
Behavioral Economics: Overcoming Natural Human Tendencies Behavioral Economics is the fusion of psychology and economics to explain human behavior as it relates to decision-making. The concept of behavioral economics had never been studied specifically in the insurance and financial services space. HPN and LIMRA identified 7 Behavioral Economics Techniques that, [...]
Best Practices for Facilitating Virtually While facilitating in a virtual classroom environment can be similar to delivering training in a live classroom, they are definitely two different “animals”. Even the most astute traditional facilitator needs to be aware of the latest technology tools and best practices available to create [...]
The Soft Skills Gap: Enhancing the Advisor-Client Experience To make a connection with today’s modern, savvy consumer, financial professionals need to develop specific skill sets to achieve success – especially in a post-Covid world. These are often referred to as “soft skills” and their importance is paramount. Looking at [...]
