We’ve received some great questions via email, as well as in our live events lately, so we thought we’d address some of them here for all to see.
At a recent meeting, while working with a team of seasoned wholesalers, I received the question:
“When I build my rotations, how strict should I be in adhering to my loops?
There are times when a big prospect/producer wants to see me and it’s ‘out of cycle’.”
My answer was simple – while the great wholesaler has a rotation and sticks to it as one of the fundamentals of their business, stuff happens.
That means that your rotations are subject to events that allow for a diversion off course.
And, as long as the rest of your territory schedule is managed by you, versus managed for you, don’t stress about it.
“Rob, what do think about using my photo in the signature of my email communications?”
I’m not a fan.
I prefer to use Wise Stamp to create an email signature that will include a link to your LinkedIn profile, and other links as appropriate.
In that way your reader, who wants to know more about you, can get your full profile in one click versus just your bio pic.
“Is it o.k. for my scheduler to write my thank you notes?”
Maybe we are too old school, but in our opinion that’s like asking your ‘secretary’ to buy your spouses birthday gift.
“Rob, are 16 Zones too many to have in your rotation?”
Either you are cutting the data incorrectly or your territory is way too large and you’re not managing it effectively.
“How many times should I see an advisor before I ‘cut bait’ and fish in another pond?”
That’s such a tough question.
There are plenty of advisors that are hard to crack and take multiple visits to establish rapport with in order to build a trusting relationship that results in meaningful business.
And there are seven figure wholesalers that have ‘rules’ that establish the maximum number of times a rep will be seen before being removed from their schedule.
The key is, what are you doing with the advisor to advance the sale?
If you’re not moving the sales cycle forward then you have to move on.
That said, this one falls under the category of ‘art’, not science, in our opinion.
What questions do you have?
Leave them in the comments section below and we’ll take a stab at answering them for you.
Better still, get information about one of our coaching programs and really accelerate your career.