Cross-Selling Financial Services

Index

Account concentration, 30–31

Account development, 91

Acquired revenues, 165, 177

Acquisition, 38–39

Aged receivables, 164, 176

Agenda, 123–124

Alliance partners, 153

Best sales practices

account development, 91

centers of influence, 91

focus on value, 92

formal sales system, 88–89

ideal client profile, 89

niche markets, 93–94

overview of, 87–88

qualify prospective clients, 92–93

referrals and introductions, 90–91

regular practice, 90

relationship management, 90

retention strategies, 91

95/5 rule, 94–97

targeted account size, 92

time focus, 89–90

Centers of influence, 20–21, 91

Classified clients, 49, 150

Client(s)

categories of, 43

classifying, 41–42, 48–49, 150

desirable, 43–44

educating, 106–108

evaluating, 41–42, 47–48

goals and strategies, ...