- Send an email prior to broker appointment asking for what THEY want to discuss
- Ask for referrals
- Deliver feedback to referrer on the progress of those referrals
- Develop a Fallen Angels List
- Business planning with commitments.
- Tell them how much you need from them in dollars
- Press from joint client appointments
- Ask “what cases are you working on?”
- Ask “what cases have you missed on?”
- Have agenda for your meeting with reps that you have been seeing for years so it does not turn into a social only visit
- Do hand written Thanks You cards = good
- Do hand written Thank You cards that are specific to a brokers interests (wine, golf, NASCAR etc.) = best
- Set follow up appointment for hot prospect sooner than rotation would otherwise dictate
- Run broker’s preferred fund grid through an analytic screen like FI360 to see where your product better fills styles needs
- Host client call with PM using approved seminar script as baseline
- Use Coates Analytics
- Focus on COI’s during slower holiday months
- Re-engage producers with lists of clients that you deliver
- Form an Inner Circle Group of producers
- Build a ‘community’ of brokers
- Offer business building/practice management ideas to Wire reps that are now in Planner firms
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About Rob Shore
Over 25 years of distribution experience provides the knowledge and granular insights Rob's clients require to assist them with their practices - whether working one on one, in groups, or live events; with senior leaders or frontline wholesalers. [Read More or Contact Us]