| Did you know that the word "business"
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| | efforts. Everything that occurred AFTER
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| actually comes from the word
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| | the presentation became an expense in
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| "busy"?Financial services sales offers us
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| | order to fulfill the agreement.The
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| several ways of keeping busy. In fact,
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| | salesperson can certainly help CONSERVE
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| three types of activities fill everyone's
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| | income by being professional and frugal
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| days - those which are income GENERATING
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| | with time. He even has the potential for
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| ... income CONSERVING ... and income
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| | GENERATING additional income by
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| CONSUMING.The challenge is staying
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| | suggesting another product to the client
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| focused on the right activities and in
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| | - or by making such a positive impression
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| the financial services industry you are
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| | that the client would eagerly recommend
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| probably responsible for ALL three!Income
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| | him to others - but the pure activity of
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| generating activities are the lifeblood
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| | providing the service is income
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| of your business. They are where ALL the
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| | CONSUMING.If you would like to keep your
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| money comes from. Your sales are the
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| | busy-ness as profitable as possible, here
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| result of this step well done.In this
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| | are three ways to do it:First, detach
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| category you will find all sorts of
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| | yourself emotionally from the assessment
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| activities - prospecting ... customer
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| | process so you can be objective and
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| acquisition ... marketing ... research
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| | clear.Second, examine your business and
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| and development and that's just a
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| | decide what percentage of time should be
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| glimpse.Income Conserving activities
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| | focussed on each category.Third, decide
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| protect your hard earned money. Here is
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| | what would be the ideal activity ratio at
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| where you preserve your sales.In this
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| | each level - and 100% income generating
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| category you'll find activities relating
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| | isn't a realistic expectation!Finally,
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| to being efficient, as well as anything
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| | instill in your team or yourself if you
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| that impacts good will and customer
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| | are the team, a fundamental respect for
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| loyalty.Income Consuming activities are a
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| | income - its generation, conservation and
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| normal part of every business.While many
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| | consumption. Every moment of every day
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| income consuming activities are necessary
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| | should be governed by a simple question:
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| ... unavoidable ...important... perhaps
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| | "How is doing this going to affect my
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| mission-critical, most are simply a
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| | income?" The answer will dictate it's
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| blatant waste of time and resources and
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| | priority.Priority #1 - EVERY team member
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| eat away at your hard-earned
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| | should take full advantage of every
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| profits.Income consuming can be tough to
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| | opportunity to perform something income
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| evaluate , because on the surface they
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| | generating.Priority #2 - When not busy
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| seem to be income generating or
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| | generating income, team members should
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| conserving. Whether it's being dragged to
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| | seek out ways to conserve what has been
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| and through another pointless meeting or
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| | gained.Priority #3 - If an activity
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| policies and procedures that do nothing
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| | neither generates nor conserves income,
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| but complicate the simplest of tasks ...
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| | it must be carefully evaluated for its
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| or (fill in the blank with whatever drive
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| | income gobbling potential. If the
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| you CRAZY), the average day is filled
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| | activity is necessary, team members
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| with things that are of little or no
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| | should strive to be as
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| value to your business.Nevertheless,
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| | efficient as possible. If it is simply a
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| activities that ARE of PARAMOUNT
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| | waste of resources, it should be avoided
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| importance to your business can STILL be
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| | altogether.Now, get out there and Do
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| incoming consuming.For example: let's say
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| | something with this information to
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| a prospect wants your service and your
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| | increase your efficiency and sales -
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| friend refers them to you. You make an
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| | you'd hate for the time you've spent
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| appointment, give them a presentation and
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| | reading this to be income CONSUMING
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| they hire you. You then go back to the
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| | because you did nothing useful with it!T.
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| office to finish up paperwork and begin
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| | Falcon Napier is an internationally
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| being of service.While anyone in sales
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| | recognized human developement expert,
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| would probably argue the point, when they
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| | specializing in sales, leadership and
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| do the needs analysis and the paperwork,
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| | change management. Over the last 20
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| that is NOT income generating ... it's
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| | years he has developed the "MasterStream
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| income CONSUMING. That does not mean it
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| | Method" to help financial sales
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| wasn't important - it was CRITICAL in
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| | professionals identify more prospects and
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| fact! But the income was actually
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| | drive more sales.
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| generated by the salespersons marketing
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