Make Sales Great Again – The Forgotten Code in Financial Planning

Sep 7, 2023

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Attention all Financial Advisers, BDM’s, Sales Managers and Business Owners, this episode is for you! This week on the Financial Planner Life Podcast we are joined by Paul McCoubrey, Financial Planner and Director of Navigate IFA.

Paul has navigated (sorry) an extensive career in Financial Services and has always championed the importance of sales prowess for Financial Planners looking to grow a business, generate leads, and build lasting relationships.

We discuss how sales expertise has become a bit of a dying art in the world of Financial Advice, especially in a face-to-face capacity since the rise of Zoom and the ‘virtual coffee’. Paul takes us through some of the most successful sales strategies he’s developed over his career, including advice he gives to his team when selling in both a B2C and B2B capacity.

Paul dissects his own business, explaining the set-up he’s devised to maximise growth, whilst upskilling staff in areas they can benefit from, a win-win for both employee and business. We also talk social media, the new age of marketing and personal brand, and what that has given and taken away from the world of sales.

This episode is an inside look into the playbook of a seasoned sales pro, operating in the world of Financial Planning, and is not one to be missed!

00:00:00 | Intro

00:01:53 | How Paul got into financial planning

00:05:17 | Sales training

00:11:27 | What to do to get new enquiries and build relationships

00:24:07 | Commission vs ongoing fees from assets under management

00:27:22 | Mortgage to protection to financial planning route

00:33:11 | Shadow adviser

00:38:30 | Business development

00:50:03 | Social media

00:59:13 | B2B

01:08:00 | Advice for interviews for interviewees

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