Run Your Territory Like A Business, Not A Clubhouse

Denver, lunch with Al.

Boise, cocktails with Lou.

Salt Lake City, dinner with Paul.

Next rotation = lather, rinse, repeat.

I have a wholesaler coaching client that is really tight with most of his reps.

And you’d expect him to be since he has spent 5+ years in a small geographic territory.

The problem is his appointments had turned into social visits.

He was running a mobile clubhouse.

Yes, there was lots of collegial conversation, great stories, and big laughs.

Hell, it was a love-fest.

The problem was that the same brokers that were in his clubhouse weren’t writing any business.

And that got the bosses attention – fast.

Now the same wholesaler runs his territory like a business.

Yes, he still has great friends in the region – he just doesn’t see the great friends that aren’t writing his business during office hours.

He closed the clubhouse.

And as a result of this, and other great work on his part, he’s been over his monthly goal for the last 4 months.

How about you – you running a business or a clubhouse?

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