Too many wholesalers are spineless.
There, I said it.
How often has this happened to you:
Danny Supernova is an advisor that you drool over.
He and his team have over $500 million under management and you know they are writing your niche of product – they are just not writing your product.
After the initial visit, Mr. Supernova intimates that there may be some business for you on the horizon IF.
IF you provide the office with a lunch and ‘learn’ – oh, and please go easy on the learn.
IF you pony up $1000 for his upcoming client event – on the boat, with the bartender, and the catered food, with the band.
IF you arrange for he and his lead Portfolio Analyst to have a call with your lead Portfolio Manager on the product he thinks he might use.
And so you start the dance.
Lunch scheduled – check.
$1000 contribution to the client event – check.
Conference call with PM – check.
And then you wait for the tickets to start rolling in.
Except they don’t.
And the next time you try for an appointment Mr. Supernova’s calendar is booked, so says his assistant.
And the voicemails that you leave for Mr. Supernova are, as yet, unreturned.
The question is: What do you do now?
Too many wholesalers that I speak with today, or have managed in the past, simply move on to the next prospect and never resolve the issue.
And that’s too bad because everyone of these wholesalers, when pressed, feels horrible about being ‘had’ and wasting company resources – never mind their own time.