[Editor note: While written for the start of the 2013 campaign, this post has ‘all weather/evergreen’ content]
No fiscal cliff
Another calamity du jour.
And you know Yogi Berra once said, “It’s deja vu all over again”.
2013 promises to be another in a series of challenging years for even the best wholesalers.
Yet market uncertainty simply reinforces the need for great wholesalers to be at the top of their game.
Here’s a few of the irrefutable qualities that will keep you and your product in demand in the year ahead:
A tireless work ethic: This means that you wake up most days ready to blow away your appointment and production goals.
You’ll strive to have the fifth meeting with advisors today, even though only four have been booked.
Daily time between appointments is spent talking on the phone with advisors – making thank you calls and booking future appointments.
While you know a vacation recharges the battery (no arguments from me), you feel guilty for taking time off and work harder when you return to work.
Doesn’t whine, simply acts: As a strong self-starter, you don’t wait for answers, processes or strategies to come to you.
Instead, you figure them out independently.
For example, when you think about any technology or literature that your firm lacks, you create compliant work-around or alternate solutions.
You’re the antithesis of those who just complain endlessly that they don’t have what they need to succeed.
A master of self-discipline: How many professions give you almost complete independence, with competitive benefits, and allow the opportunity to earn more than $250,000 in their early 30s?
Yet you know that with opportunities come responsibilities.
You need to know how to carry yourself in a variety of different settings; one moment effectively communicating with the CEO of a broker dealer, and the next the administrative assistant of their top producer.
You understand that the advisor’s top-producer trip to Hawaii is not your private, all-expenses-paid vacation.
You know subtle and important differences between client and friend.
An efficient manager of time: You are pulled in six different directions in any given day.
For that reason time management is a critical skill.
This means that in addition to being on time every time, and having an efficient loop/zone schedule, you know that even the mundane administrative reports need to be finished when they are they are due – not the day after.
A communication wizard: The best wholesalers know how to effectively communicate with their boss, their colleagues and the internal wholesalers who do not have the same level of seniority in the firm.
Have you ever witnessed someone who is a suck-up when they speak to the boss and becomes an obnoxious abusive jerk when he speaks to a customer service representative?
You’re not that guy/gal.
All too often neglected as contributors to overall wholesaler success?
The next down draft, reorg, crisis event, etc. is just around the corner – it always is.
You, however, have no need to worry – if you have a mastery of these five traits.
Let us help you shatter your goals – get information about our coaching services today.