Looking to gain prospects' trust and earn their business? Personal branding is essential. Rory, co-founder of Brand Builders Group, delves into why identity is key in financial advisor marketing on this episode of The Business of Advice podcast. Nine S's to Scale your Sales Stages: What are your sales stages? What is your customer journey? Scorecard: What are the metrics/activities/KPIs to manage daily activity? Standards: What are the expectations/quotas for success in this role? Schedule: How is their time structured? Salary: Have a long-term vision that shows if they do this amount of activity, it will yield this commission. Software: You need a CRM with reporting so you can see pipeline and activity. Sourcing: Where and how are you getting your salespeople? Build your recruiting pipeline. Support: It doesn't stop at on-boarding sales training. You need to provide constant opportunities to grow and develop: shadowing, one-on-one meetings, team meetings, conferences, books, etc. Scripts: Have detailed talking points on product or service, and how to deal with rejections and frustrations.

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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