Make Sales Great Again – The Forgotten Code in Financial Planning

Attention all Financial Advisers, BDM’s, Sales Managers and Business Owners, this episode is for you! This week on the Financial Planner Life Podcast we are joined by Paul McCoubrey, Financial Planner and Director of Navigate IFA. Paul has navigated (sorry) an extensive career in Financial Services and has always championed the importance of sales prowess for Financial Planners looking to grow a business, generate leads, and build lasting relationships. We discuss how sales expertise has become a bit of a dying art in the world of Financial Advice, especially in a face-to-face capacity since the rise of Zoom and the ‘virtual coffee’. Paul takes us through some of the most successful sales strategies he’s developed over his career, including advice he gives to his team when selling in both a B2C and B2B capacity. Paul dissects his own business, explaining the set-up he’s devised to maximise growth, whilst upskilling staff in areas they can benefit from, a win-win for both employee and business. We also talk social media, the new age of marketing and personal brand, and what that has given and taken away from the world of sales.  This episode is an inside look into the playbook of a seasoned sales pro, operating in the world of Financial Planning, and is not one to be missed!00:00:00 | Intro00:01:53 | How Paul got into financial planning00:05:17 | Sales training00:11:27 | What to do to get new enquiries and build relationships00:24:07 | Commission vs ongoing fees from assets under management00:27:22 | Mortgage to protection to financial planning route00:33:11 | Shadow adviser00:38:30 | Business development00:50:03 | Social media00:59:13 | B2B01:08:00 | Advice for interviews for intervieweesFinancial Planner Life is sponsored by Redmill AdvanceWhether you're starting out, already qualified, or building a training academy, Redmill Advance delivers expert-led learning, exam support and CPD from Level 4 to Chartered.✅ Trusted by top UK firms👉 www.redmilladvance.com/fplBe sure to follow Financial Planner Life on YouTube for extra content about  career development within Financial Planning. Reach out to [email protected] in regards to sponsorship, partnerships, videography or podcast production. Want to appear on the Financial Planner Life podcast? Drop Sam a message.