CHAPTER 10

Getting Everyone on Board

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 ...

Get Cross-Selling Financial Services now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.