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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