1. Humanizing Sales in Financial Services: Building Rapport, Listening, and Leveraging Technology

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Gray to Great

Great Gray Trust Company

10 episodes

1 month ago

Rewrite your practice growth playbook. Hosted by Dan dal Degan—known to many as Triple D—this bi-monthly podcast pulls back the curtain on what it takes to thrive as a corporate retirement plan advisor in an increasingly tech-centric business world. As a former powerhouse sales leader at Salesforce and Oracle, now sitting on the board of Great Gray Trust’s holding company, Dan’s sales experience and curiosity provoke compelling conversations with top advisors. Each episode of ‘Gray to Great’ focuses on the crucial parts of the business that often get overlooked: prospecting, referral business, challenger selling, client service, tech adoption, and cutting-edge marketing tactics. This is where the playbook is rewritten, offering listeners sharp, actionable insights that go beyond investing to fuel lasting growth and success. Tune in to learn the strategies that separate the leaders from the pack—because in sales, there are no gray areas.

Management

Business

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All content for Gray to Great is the property of Great Gray Trust Company and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Management

Business

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1. Humanizing Sales in Financial Services: Building Rapport, Listening, and Leveraging Technology | Sean Kelly

Gray to Great

27 minutes

9 months ago

1. Humanizing Sales in Financial Services: Building Rapport, Listening, and Leveraging Technology | Sean Kelly

In this episode, Sean Kelly, Vice President at Heffernan Retirement Services, shares practical tips to deepen connections with clients and prospects. Sean reminds us, “Hopes, dreams, fears, and goals in personal life also drive the ways people do business.”

Here’s why you should listen:

· Human Connection: Master the art of meaningful client relationships.

· Sales Best Practices: Proven strategies tailored for financial services.

· Adaptability: Flex your approach to meet clients' unique needs

Summary: In this episode of the Gray to Great podcast, Dan Dal Degan and Sean Kelly discuss the essential skills and strategies for success in sales, particularly in the financial services industry. They explore the importance of building genuine relationships with clients through active listening, the role of technology in enhancing client service, and how to make complex financial concepts relatable. The conversation emphasizes the timeless value of human connection in sales and the need for advisors to prioritize their client relationships effectively.

More About Sean: Sean Kelly is a Financial Advisor and VP for Heffernan Financial Services. He represents Heffernan in Southern California working out of the Orange County and Los Angeles offices. He also services the San Diego, Inland Empire and Santa Barbara markets. Sean’s specialty is group retirement plans in the private, public and nonprofit sectors. By providing comprehensive strategies for 401(k), 403(b), 457, 401(a), defined benefit and other retirement plans, Sean finds substantial worth by helping companies and organizations design and maintain a valuable retirement plan offering and benefit for their employees.