This booklet will help you decide if a career in marketing and selling financial products and services is the right choice for you. It is not an easy decision for most, nor should it be in light of the mutual commitments involved. You should look as closely at us as our management team will be looking at you.
Today's successful financial service professionals use a relationship-based, problem-solving approach to selling that focuses on the buyer's needs, not the seller's desire for a quick sale. This method instantly distinguishes our representatives (or "producers") from the rest, and boosts their careers with unrivaled professionalism.
Let's acknowledge that, while the client is the main factor in relationship-based selling, the representative is still in charge, and drives the sales process. This fact is critical.
To avoid hit-or-miss marketing and desperation selling (the cause of so many crash-and-burn careers), financial service representatives need to operate as self-managed business people. That is, they need realistic goals; clear, detailed strategic plans; accurate records; and closely monitored results. Activity should be planned, purposeful, consistent, and above all, producer-driven.
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That has been the subject of long-standing debate. Perhaps one reason the question remains so intriguing is that there can never be a definitive answer.
One size does not fit all. Our top representatives shape their careers to fit their personalities, not the other way around.
Individual representatives may develop the same career skills, but they adapt them to their own personalities and the markets in which they do business. What they do share is a deep-seated work ethic, the ability to communicate complex subjects in simple terms that motivate, and a zealous attitude toward client service.
Success is not a destination, it's a journey. While the rewards are great, the trip is challenging, and no two people in this business make it exactly the same way.
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