“Your best client is also your competitor’s best prospect!”
That was the familiar refrain we used to hear from our sales manager.
And, of course, she was right.
So what can you do to make sure that your top producers remain YOUR top producers?
There is a list of things, and we’ll cover more in later posts, but the #1 suggestion is:
Never get too close/ and don’t get too comfortable with advisors!
Our jobs are to form relationships.
So, does it run counter to the job to not get too close to an advisor?
In a word, no.
Think about it this way. You are single (married folks, pretend) and you meet a great guy/girl that seems to be the complete package. Looks, brains, sense of humor are all 8+ on the 1-10 scale.
So you start the courtship.
Somewhere along the line, after you get a lot more comfortable, you have an occasion to be bare footed (let your mind wander) and great guy/gal notices that you have 6 toes.
Since you are not THAT rich or THAT funny (see Drew Carey and his 6th toe), great guy/gal is repulsed and the courtship ends – and you are not even left with a friendship.
Similarly, why get so close to an advisor that they can see your 6th toe? Even though we all have them (metaphorically speaking) they can be kept in the comfort of a sock and no one is the wiser.
What’s too comfortable/too close behavior with a rep you ask?
Here are three that should ring true for all wholesalers:
- Drinking to excess which, in turn, makes you do dumb things, or worse (see Tequila Makes Her Clothes Fall Off)
- Debating political views
- Over-sharing religious beliefs
So go out and form the tightest relationships possible with as many advisors as you can – but let the other wholesaler show their 6th toe.