What are you doing between appointments?
Some wholesalers are enjoying an ice cold beverage and listening to sports talk radio.
And some wholesalers are wearing out their smart phone.
Here are five calls you need to be making everyday:
Thanks You Calls – No, its not the exclusive role of your internal to make these calls.
You and she/he should decide which calls are yours and yours alone to make.
All tickets over $100k? $250k?
Regardless of the tier, your producers need to feel the telephonic love from your internal AND you.
New Producers – You worked hard to get the appointment.
You make a killer presentation.
You applied your Systematized Follow Up Process (get your Follow-up Task Worksheet here) diligently.
And the advisor finally writes the trade.
For heaven’s sake, call them!
COI’s – Don’t think COI’s are important to your business?
Or listen to this.
Then make sure that COIs are a part of your calling program.
More COI how-tos: How To Profit From Center of Influence Relationships
Fallen Angels – You feel there must be a reason that the advisor stopped writing business but you just don’t know what it is.
Was it performance related?
A bad wardrobe choice on your part that drove them away?
Or did the home office screw up something that you were never even aware of.
There’s only one way for you to know.
Pick up the phone and ask.
Premier Club Achievement – Do you have a “club” that advisors are a part of after they write a certain tier of business – say $1 million?
How often do you call to make a small celebration out of that fact?
If not it is an opportunity wasted.
Don’t have a club?
Don’t let that stop you – start one.
It doesn’t mean you need to get in compliance hot water for doing so – you just need to understand what you can and can’t do – and with what firms. Check out: Client Service Models for Wholesalers and Their Advisors
The average wholesaler is doing anything to avoid getting on the phone between appointments.
The great wholesaler is breaking phones and breaking records!