It helps establish you as a trusted advisor instead of just another salesperson. And, it can dramatically increase your sales and income. Best of all, it can keep you from losing your clients to other agents, who are in direct competition with you.

Why sharing works

Consider this: If you want to be really successful in sales, you must specialize. You must become the respected and trusted expert in one area. It’s a big mistake to try to do it all, which means your primary focus must be on offering just one or two products or services.

For example, if you are an investment advisor, you should only be offering investment products and/or managing investment portfolios. You should not be trying to sell LTCI, life insurance, Medicare supplements, DI insurance, property and casualty insurance, and health insurance.

However, doesn’t that mean there is still a lot of money being left on the table? Aren’t there many more sales to be made to your clients and prospects? Aren’t they going to be buying these other products and services from someone else?

There's a dilemma here. You must specialize to reach your full potential in sales, but you are also leaving a lot of money on the table. And, there is the risk of losing your clients to other salespeople who have the other products or services you aren’t offering.

Golden opportunity

Why not turn this dilemma into a golden opportunity? Why not set up a team of specialists?

Help your clients and prospects get what they need from a specialist in another area, who isn’t in direct competition with you. And in return, you will be compensated by getting these specialists to endorse your services to their clients and prospects. Now, you control the situation.

You determine whom your client or prospect sees. Your clients feel good about you because you are helping them to get everything they need. You are building up your trust and credibility, and these people now recognize you as a true advisor.

Related: Great accomplishments require a great team