Wednesday, June 3, 2009

Insurance & Financial Industries Can Use Social Media

The insurance and financial industries have compliance issues and regulations they must adhere to in regards to communicating with their clients and prospects. They must be careful not to cross the lines established by both their industry and the individual organization they represent. Obviously they cannot (and should not) give any type of investment advice until they know how they can support specific needs. What they can do, and should do, is share public knowledge that their clients and prospects may not already be aware of. Articles that effect the industry as a whole; articles that have already passed through compliance; and, articles that are specific to the industry in which their client and prospect may be involved. There are ways in which an agent and/or broker may grow their business. There are also methods that will allow them to maintain their current client base satisfactorily while growing their business for the future. How? Easy. Be creative and think out of the box. Utilize the free systems and tools available without selling - use them to build relationships. After speaking for the NAIFA NY Annual Conference yesterday, participants learned that a myriad of tolls are available to them through Social Media networking. We discussed Facebook, LinkedIn and Twitter. Some attendees will utilize all or at least a few of the tips shared; others might begin by reviewing how their colleagues are utilizing these tools before dipping their toes in the water - but, all of them left encouraged by the fact that they do have options. Opportunities do exist for meeting their financial goals by maintaining a positive attitude and putting a little more grease on their wheels. I am a sales trainer. I help sales people become sales professionals. My training is based on the philosophy that building relationships is vital. By focusing on the clients' needs, you can better serve them. The difference between a sales person and a sales professional is their main focus. Sales people are focused strictly on their sales goals, the money they can make and where they are getting their next sale. Sales Professionals focus on the needs of the client. They take the time to research their client; google them and/or their company; ask questions regarding the problems to be solved; and, find the solutions that best meet the needs of the client - not the solutions that best serve themselves. My training teaches how to incorporate sales goals and quotas into this philosophy without losing sight of the client. To your success! Debra