The demands on a wholesaler are great.
Both from the advisors they serve and the managers that employ them.
One of those demands is activity.
Most firms have requirements that say a wholesaler should see 12 (low end) to 20 advisors during the course of the week.
In pursuit of those numbers – especially on the more aggressive end of the activity spectrum – we find wholesalers who spend too much time with The Filler.
Not unlike an award ceremony where The Filler is called upon to occupy a bona fide star’s seat while the star is fixing their makeup in the bathroom, The Filler advisor serves but one purpose.
To pad your activity count so you can make the “quota”.
Sadly, that means that you’re wasting time with The Filler – who has no intention of writing (and a proven history of doing) no more than $50k with you in the course of the year – when you could be converting Dabblers or seeing Game Changers.
So, tempting though it may be, you need to stop The Filler appointments – because you’re not winning any awards by seeing them.