Get More Done In Less Time

It was a good week. We had an advisor that is new to group benefits place her 1st account with us. She did a great job and the process was smooth.

So how do we deliver the best possible experience every time when we work with advisors and clients at all levels of knowledge or experience?

Develop Processes For Consistency

For us it has been about developing processes and providing the same information every time to each new advisor and client so they can make an informed decision. By doing the same thing in the same way every single time, you can focus on the client interaction rather than try to remember all the points you need to cover.

Put yourself through your buying process. What information would you need at each step in order to feel comfortable making an informed buying decision. I'm guessing about 80% of clients will only want an overview, so design informational materials to appeal to the majority. Of course there will be a small minority that will want to dig in and want information unique to their specific situation that will require customized responses.

Automation

The next step for us was automating repetitive tasks. Because we work in a highly specialized field, we tend to communicate the same thing over and over again to potential advisors and clients, so we developed information packages, presentations and articles that can be referenced in an email link when responding to advisor or client sales and service questions.

Stay In Your Lane

Are you working to catch-up and stay up-to-date on the non-core areas of your business? As much as we may want to help all potential clients with their various needs, it is not possible to be an expert in all areas. Better to stay focused on what you do best, and likely make most of your revenue.

Strategic Alliances

We are big fans of strategic alliances. By?definition, a?strategic alliance?is an agreement between two or more parties to pursue a set of agreed-upon objectives while remaining independent organizations. Strategic alliances could help you build strong relationships and increase the value you bring to your clients and customers.

In my experience, the most successful strategic alliances are most similar to an old west “hired gun”. What does that mean? Someone you bring in, as needed, to look after a specific situation.?

Strategic alliances allow you to bring in required expertise on a case-by-case basis. Making available, to your customer, the right expertise, solutions, and complement your strengths.

Working With a Specialist

Other than the initial introduction, let the specialist take the lead with your customer or client as they bring unique skills and knowledge. Which, is why you chose to work with them in the first place.?Resist the urge to micro-manage the process and “assist” the specialist. It almost inevitably creates confusion. Which, will require the specialist to undo, well-intentioned, but inaccurate input.

Delegate

It may seem uncomfortable at first, but letting go and delegating is a vital part of growing your business. And, this will demonstrate the highest level of value to your clients.

Well, those were my thoughts from this week.

Dale