It’s easier to drive revenue through upselling or cross-servicing existing customers compared with going out and finding new customers. Here is how advisory firms are selling to plan sponsors and also successfully cross-servicing retirement benefits participants.

Showing a sample you've created specific to a corporate client (an example: a sample like this) will help to engage prospective corporate clients’ owners and HR Executives. They love how your firm is reminding employees about total rewards.

To start: create a custom Stencil that shows the total rewards for the company's employees.

Upgrade your value to teachers and employees!

For participant education and enrollment meetings, supply samples that you've created or use samples we've provided to you (search for the word "sample" in your household index search field). These will help employees understand which retirement investment or insurance options they might consider based on how it fits into the rest of their financial picture.

Not only that, but by "taking the liberty" of applying a relevant stencil (like the educator stencil) to their Asset-Map, basically showing "what their peers might have," you can discuss the other important topics surrounding their financial security in the face of disruptive life events. This helps to cement your status as their CFO; the one who cares for all of their finances.

If they don't have a map yet, depending on income level, they’ll either get your firm’s help in creating their own personal Asset-Map, or you can provide them with your link to complete our Discovery Interview online fact-finder. They will create their own Asset-Map. (Discovery Online Fact-Finder).

Have your meeting calendar ready and book additional client engagements!

It takes 2 minutes to create, save, or print an Asset-Map like this, which is usually only used for higher-earning participants.

To start: Apply a stencil (like the one you've created above) to the participant's Asset-Map. Update the retirement values and other values with what you know. Then print it for the participant to initiate a Know-Your-Client conversation to find other opportunities.

Here's a suggestion:
Email your Discovery Interview link to them. Participants who fill it out can schedule a web meeting with you or one of your associates if they’d like advice on their individual financial lives.
​
More about Discovery here.

Tags: retirement, sales, service, financial mind mapping, options, business

2/2025