A Career Opportunity

Today's successful financial service professionals use a relationship-based, problem-solving approach to selling that focuses on the buyer's needs, not the seller's desire for a quick sale. This method instantly distinguishes our representatives (or "producers") from the rest, and boosts their careers with unrivaled professionalism.

To avoid hit-or-miss marketing and desperation selling (the cause of so many crash-and-burn careers), financial service representatives need to operate as self-managed business people. That is, they need realistic goals; clear, detailed plans; accurate records; and closely monitored results. Activity should be planned, purposeful, consistent, and above all, producer driven.

Ultimately, your goal will be to get people to recognize and prioritize their financial goals and obligations, to find ways to meet them, and to encourage them to act now, not later. However, this isn't made any easier by the fact that you are selling products that provide delayed gratification.

What is the goal of relationship-based selling?
Once you understand why people buy, you'll be better able to plan your work and work your plan. The component of this plan is activity. If you establish business goals, you can determine how much sales activity is needed to meet them. And, if you perform enough of the right kinds of sales activities, the results will follow. Sales activity is usually expressed and measured in terms of ratios, beginning with the number of clients you'll need. That is, you should know how many "prospects" must enter the sales cycle at one end to generate a sufficient number of sales and referrals to meet your production and income goals at the other end.

To Receive Career Information: CFGcareers@chartwellfg.com