Utilize the LEVERAGE IS SIZE Principle of Success

The most successful sales professionals in the financial services industry all understand and build their practices around the concept that the real leverage in their practices is the size of each client relationship rather than the number of client relationships. The challenge that the sales profes...

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Bibliographic Details
Published inLife Insurance Selling Vol. 85; no. 3; p. 59
Main Author Mullen, David J
Format Trade Publication Article
LanguageEnglish
Published New York ALM Media Properties, LLC 01.03.2010
Subjects
Advisors
Affluence
Careers
Client relationships
Financial planners
Financial services
High income
Leverage
Market strategy
Marketing
Professionals
Sales prospecting
Success
United States > US
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Summary:The most successful sales professionals in the financial services industry all understand and build their practices around the concept that the real leverage in their practices is the size of each client relationship rather than the number of client relationships. The challenge that the sales professional has in pursuing an ever-increasing affluent client base is that as the affluence goes up, so do the expectations. The reality is that because of the higher expectations, the sales professional is limited to a certain number of affluent clients he or she can effectively serve. The mistake that many sales professionals make is that they try to blend both models and work with as many clients as possible. This is a flawed system because all clients take some time, and the smaller relationships require time that is given at the expense of the best clients. Pursuing an affluent prospect takes both courage and confidence.
ISSN:0024-3140