Sales Ideas: 3 Magic Financial Services Sales Questions

Karasik suggested that financial professionals try offering those top prospects three basic questions:

• Are you family’s insurance, financial and medical documents organized and secure?

• Do you and your loved ones have easy access to critical information in case of an emergency?

• Can I help you with this?

Helping to organize a client’s documents and emergency information can be a great way for a financial professional to build a solid relationship with several generations of the same family, and to minimize the risk that younger family members will eventually go elsewhere, Karasik said, according to a written version of his presentation.

During some of the other conference workshops held today:

• Amy McIlwain talked about how to use social media tools to improve the sales process.

• Nathan Collins explained how financial services professionals can use mobile apps to add more hours to the day.

• Erin Anders covered advances in underwriting automation.

• Ken Leibow provided an update on how to use the newst systems for taking in life insurance applications and delivering the policies.