From the course: Sales: Selling Financial Products and Services
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Tapping financially active customers
From the course: Sales: Selling Financial Products and Services
Tapping financially active customers
- Some customers have a higher need for your products than others. Those customers are who we call financially active. While you can make the case that every customer you call on or who comes through your doors needs a checking account or some way to protect their money, the truth is some have a higher need than others. And serving customers with the highest need is what will make you an incredible and very effective financial services professional. So what exactly defines a financially active customer and how do they differ from other customers? A financially active customer is one who is in a time of life when he or she is experiencing the most life changes. For all of us, no matter our background, geographic location, or culture, our lives change the most from the ages of 30 to 65. From the ages of 30 to 65, most of us experience all and/or some of the following life events. We get married, have children, buy our first house, get a job, change jobs, get divorced, marry again, have…
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