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Agency Blog | Crushing Mediocrity

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Committing to a Sales and Marketing CRM: The Struggle is Real

Using a sales and marketing CRM in an agency is a strange love-hate relationship that is as much psychology as practical application.

Leadership wants the data, the tracking, and the accountability. But too often, they want it without having to do the work to make it happen. And they often don’t understand how much time and energy it’s going to take to create a successful structure for their team.


Committing to a Sales and Marketing CRM: The Struggle is Real

 February 22, 2021
Where Are We Going?

Always be able to answer, "Wherever we want."

A leader's responsibility is to do what is necessary to make any goal (no matter how big, hairy, or audacious) feel doable. Don't think this doesn't apply to you. If you can influence others (um, everyone!), YOU ARE A LEADER.

Leadership = Influence


Where Are We Going?

 February 15, 2021
An agency advisor sitting at his desk

One of the most cliché claims made in our industry is that of being a "trusted advisor." Sure, trust is essential. Clients need to trust in your ability to do your job, and they need to trust in your intentions when giving advice.

But is earning trust brag-worthy? Isn't trust a minimum expectation of the advisor-client relationship?

The real goal should be achieving "go-to" status.


Screw Being a Trusted Advisor, Be a Go-to Advisor

 February 8, 2021

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Prospecting

Not all prospect pipelines are created equal. Do you know what separates a good pipeline from a bad one? The quality of the prospects in it: Where they came from and what they look like.

Learn how to identify the right prospects that will help grow your book of business.

Find quality leads

Marketing

Your prospective clients will visit your website, your LinkedIn profile, and/or search for you online. What will they see? Is it a compelling story that makes them want to learn more? Or is it just another version of the same story they have from their current broker?

Use your marketing activities to get people excited about having a conversation with your sales team.

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Sales

Employers are tired of the same old conversation about a census and a spreadsheet. Consultants who bring a different conversation are seeing different results. Uncover their needs and opportunities through educational discovery and prioritized advice.

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Leadership

The best leaders make difficult decisions and hold team members accountable to defined processes and high standards. But more importantly, they have a clear vision of where they’re leading the team and approach their role from a position of gratitude and goodwill.

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Grow with purpose

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Q4Live is a networking conference for forward thinking benefits advisors. We gather together about every nine months and share ideas, strategies, how-tos, and how-we-did-it stories. Learning new ideas is great, but knowing how to put them into action is critical for your success with clients. This is where you get the inspiration and the knowledge to pair the idea with the action.

Learn new strategies for connecting with employers in a more effective way and network with other industry-leading advisors and solution providers.

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