Trying New Sales Strategies

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The success that the advisors have been enjoying has not prevented them from trying out new things in order to increase sales.  

“Our new sales strategy entails cutting back on the number of clients and [instead] focusing on high-level service for a more luxury client,” one advisor says. “It is a work in progress, and it is helping.” 

A different advisor tells us they streamlined processes and invested in an itinerary app. They, like several others, also hired additional employees. 

Here’s what additional advisors have done to shake up their business: 

  • Hired a virtual assistant to free up time 
  • Launched a vacation-planning program specifically designed for medical doctors 
  • Put a focus on group bookings (including working with yacht clubs) 
  • Added more in-depth training for ICs and staff 
  • Put a limit on clients, now only working by referral and learning more about each client 

One advisor says they are simply attending as many trade shows and FAM trips as possible to gain a better knowledge of the products and meet sales reps and GMs face-to-face.  

And regarding added training for ICs, it may be something that advisor/agencies look more into; 57 percent of advisors say they prefer this employment method (versus 3 percent who prefer an employee model). Twenty-two percent had no preference. “The best person for the team is the most important issue in our hiring decision,” one advisor who had no preference tells us. 

Trying New Sales Strategies

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