Why the sales person has to be a team leader

I have found that to succeed in the financial services industry today, you have to wear at least three hats: expert in your field; business person; and team leader. We have covered the need to be a product or service specialist in other articles, and will continue to write about this theme. In addition, the importance of being a good business person has been addressed, and more attention will be given to this in the future as well. This post will focus on being a team leader.

The bottom line is that it takes a team to service a client. There is no escaping that. An insurance or investment sales person simply cannot perform all the functions necessary to deliver client satisfaction. When I first entered the life insurance business almost three decades ago, I was educated about a behavioral-typing model that described a very effective client service team. The model looked like this:

Finder: the marketer who would prospect for new business.

Minder: the advisor who would simply pick up the phone and see how clients or prospects were doing.

Grinder: the technician who would provide quotes/illustrations/underwriting information.

Binder: the product or service expert who would be brought in to close a sale.

If you are in business for yourself, you always have to have some Finder in you. To generate ongoing activity, you have to connect with potential prospects. Either you do it yourself, or you pay people to do it via one of the many marketing methodologies available, both online and off. Then, when you come across a sales opportunity, you spring your team into action. And you know what? It’s a very good selling point to say that you have a team behind you of top-caliber professionals to get the job done thoroughly and accurately. Together, they back you in delivering the highest quality service to your client.

This week’s seminar will take place on Thursday, February 1st, 11:00 a.m. to 11:30 a.m. EST.

A sales seminar with Brian Bircher of Crump Insurance Services. Brian is our insurance consultant with Direct Sales Assist.

Brian will describe how he serves as a team leader, coordinating the efforts of product specialists, underwriters, and case managers to help your clients purchase insurance and annuities.


Come join our LinkedIn group!

“How to make your strategic insurance partnership hum with activity!”

This group is for brokers and advisers who have formed a strategic partnership with the Office of Steven H Kobrin, LUTCF/The Hardersen Group/Crump. It is also for financial professionals who want to learn more and potentially join us.

Strategic partnerships among sales people, general agents, and wholesalers are the wave of the future in our industry. Together we can bring the best products and services to more insurance consumers than ever before. This group will provide you with ideas and insights on how to do that. 

Simply click this link to join the group!   https://www.linkedin.com/groups/8635490
If you are a Linkedin member, just click the link and login.  If you are not a Linkedin member, you can join after clicking the link.