You just met with an excellent candidate. You can’t wait to get that person back in the door because you know this caliber of potential advisor won’t be available for long. So how do you keep candidates like that thinking about you? By showing them, not telling them, more about four important topics:
There was a time when managers were reluctant to allow their team members to work from home. Many believed the option was simply an excuse for employees to goof off, away from the structure and accountability of working in an office.
Working from home is becoming an attractive option for many people who have long commutes or find that they can concentrate better without the distractions of being in an office. If you are a manager who hasn’t considered the work-from-home option for your agents or advisors yet, it might be time to consider the many benefits.
There's nothing like a conference or seminar to motivate everyone and ignite our imagination. We come away with new ideas and new ways of looking at our industry and our role within it. We all like to think we will get back to the office invigorated and ready to tackle our tasks with a set of fresh eyes and enthusiasm, and business will grow and thrive because of what we have learned at the event.
As a follow-up to my blog “Become a Master Communicator: The Importance of Body Language” I thought I’d share a personal note of what one of my friends and mentors taught me long ago.
Insurance great, Tom Wolff taught me a simple but very effective way to remember the key points from my previous blog, Tom's Q, triple L, double R (QLLLRR) formula.
Every good business relationship begins with strong communication skills. Whether you are meeting a client face to face, skyping with someone halfway across the world or giving or listening to a presentation, communication is always in play.
Training would be much more effective if we could remember all the new information we are exposed to.
According to Psychology Today, there is really no such thing as “photographic memory,” although some people can recall info
rmation vividly and in great detail. The phenomenon that comes closest is “eidetic memory,” which shows up in about 2 to 10 percent of children, but virtually no adults. “Eidetikers” can hold onto an image for about half a minute to several minutes after it is gone. If you give them 30 seconds to look at a picture, even after you whisk it away, they can describe it with unusual accuracy and detail.
It’s all too common for sales organizations to invest in training their salespeople but not their sales leaders. This approach isn’t just counterproductive; it is costly.
In 2018, Vantage Point Performance conducted a study of 213 companies with more than 25,000 sales managers and discovered just how senseless this approach is:
- Only 25 percent of sales managers know what they are doing.
- A sales manager’s skill level directly impacts a company’s revenue.
- Poorly performing sales managers can cost a company a remarkable $3.5 million per manager.
- There is a specific set of skills that successful sales managers need.
Traditional classroom training will soon be a thing of the past. E-learning is becoming the new norm because it is highly effective as a learning method, and it is extremely cost-effective.
It’s Effective and Cost-Effective
One study that compared e-learning with traditional classroom training reports these compelling numbers: