Strategies from RPAG’s Sales Lightning Round Champions

The Sales Lightning Round at the RPAG National Conference brought together top sales professionals for a fast-paced, energetic session. Contestants, including Brian Roberts, Jonathan Coombs, Alex Khan, Luke Vandermillen, and Ellie Armstrong, shared valuable insights on improving sales processes, closing deals, and scaling advisory practices. The competitive spirit emerged with expert judges Charlie Epstein, Courtney Milner, and Duncan Purvis scoring the rapid-fire pitches. Below are some key takeaways and strategies presented during the session to help retirement plan advisors optimize their sales approach.

Go for the No: Increase Sales Efficiency with Brian Roberts

Brian Roberts kicked off his lightning-round presentation by urging advisors to “Go for the No.” He emphasized the importance of identifying whether prospects are a good fit early in the sales process. By focusing on getting a clear answer, even if it's a "no," advisors can streamline their sales efforts, reduce wasted time, and improve their bottom line.

Retaining Clients and Improving Outcomes with Jonathan Coombs

Jonathan Coombs highlighted the value of retaining current clients, pointing out that keeping a dollar on the books is often easier than earning a new one. He discussed the importance of balancing well-constructed portfolios with an understanding of human behavior, particularly when advising on Qualified Default Investment Alternatives (QDIAs). By addressing both investment strategy and participant behavior, advisors can better serve their clients and improve participant outcomes.

Enhancing Participant Education with Alex Kahn

Alex Kahn addressed the issue of participant education, particularly when dealing with personal concerns such as those raised by the hypothetical participant, Melody Ravanipour. He demonstrated how advisors can use digital tools like flexPATH's Discover Your Path (DYP) and RPAG’s Venrollment to automate and personalize participant outreach. By leveraging technology, Alex showed how advisors can efficiently handle participant questions while focusing on higher-value activities.

Maximize ROI with RPAG’s Resources: Luke Vandermillen

Luke Vandermillen emphasized that advisors should make the most of the resources they already have at their disposal, particularly RPAG’s tools. He highlighted how leveraging automated tools like the meeting minutes generator can save advisors valuable time. With resources focused on enhancing efficiency, advisors can spend more time prospecting and less time on administrative tasks.

Invest in Growing Your Team: Ellie Armstrong

Ellie Armstrong made a compelling case for investing in staff as the best way to grow an advisory business. She noted that many advisors plateau in growth because they spend too much time on client management and not enough on sales. By hiring support staff or producers, advisors can free up time for prospecting and scaling their business. Ellie's pitch resonated with the audience and the judges, ultimately earning her the title of Sales Lightning Round champion.

Accelerate Your Sales with Proven Strategies

The Sales Lightning Round delivered actionable insights for retirement plan advisors looking to enhance their sales approach. From focusing on efficient sales processes to investing in staff for future growth, the session provided a wealth of strategies that advisors can implement to drive success. By leveraging RPAG’s tools and following the advice from these top-performing professionals, advisors can refine their sales tactics and grow their businesses more effectively.

2024 Sales Lightning Round Results

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