Your analogy re hairstylists is a great one – and I refuse to get my hair colored!

This is one of the best articles to come out from your group-and that’s saying something, because they are all thought-prevoking and actionable.

If my hair-stylist (note, I didn’t say colorist-just yet!) can forward-schedule me for a $25.00 haircut, is there any excuse for a $ XXX,XXX wholesaler? I think the reason for the difficulty in External Wholesalers scheduling ahead is they don’t have an Annual Travel Schedule. I have done my Annual Calendar based on Top Producing Advisors and Cities/States (Primary, Secondary and Tertiary markets). The key is to also, review Quarterly to “rebalance” if need be. The frequency of travel for me coincided with % of Sales/Assets

It not only looks good to clients that you know were you plan to be for the next 12 months forward. It also, can help you out with a “client seminar” that someone asked you to do at the last minute-usually, because another wholesaler backed out or didn’t get the A-Ok for the home office.
“I’d like to help in some way, but my firm required that I physically participate and speak in these kinds of events. Looking at my calendar, I’m in Waco, TX that day. Perhaps, we can plan something for a select group of your clients for my next trip in to Natchadoches in 16 weeks? (Make sense?)

Good stuff, Rob.