Cross-selling is not something that is done in isolation. Neither is it the responsibility of just one individual; it is a whole team effort. Top producers spend an enormous amount of time making sure that they have effective teamwork across all parts of the business, including both client-facing and nonclient-facing employees.
In this chapter, we will look at how to:
• Build high-performance teams
• Delegate effectively
• Create a culture of accountability
• Develop a client-centered service mindset.
Building High-Performance Teams
The primary objective for any financial-services business is to ensure that they acquire, retain, and develop clients. Remember, this is a marketing and sales business, as mentioned ...
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