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October 13, 2002 at 08:00 PM
Build Sales By Building Trust Between Agents And Bankers
By
Building and earning trust among professionals can be difficult. Often, it is not easy for professionals to share their hard-earned client relationships with someone in a different industry or field.
However, as the financial industry continues to consolidate, and clients continue to seek a more integrated approach to their financial needs, banking and insurance professionals are faced with the trust issue. To succeed, they must learn to depend on and confide in each other.
Building a trustworthy relationship takes a great deal of time, effort and an open mind from both sides. The payoff is a win for the bankers, the insurance professionals and, most importantly, the client.
There are several necessary qualities that have helped these relationships develop into profitable avenues for BB&T and its financial advisors. They are: teamwork, reliability, empathy and competence.
Teamwork provides the basis for successful cross-selling. Most bank financial advisors will already have an established relationship with a client. That advisor cannot only introduce his fellow financial professionals to the client but also share information about the client. In addition, the advisor can collaborate with bankers on other financial products and services that might help the bank better serve the client. Finally, advisors often can make joint calls on customers with loan or trust officers or other specialists.
The second quality, reliability, also is vital to an effective working relationship between banking and insurance professionals.
Both the insurance professional and the banker need to take whatever steps are necessary to provide quality service and follow up–not only with the client but also with each other.
