Would you rather have a long-tenured sales machine, void of empathy, or a new(er) wholesaler who connects well on an emotional level with advisors, but is just starting their journey?
This paraphrased question came from a coaching client recently, as they were having issues with their internal partner.
You see, while the long-tenured internal was able to robotically pound through a ton of calls (and meet the ill-advised metrics that the firm has required), they did so without any emotion or empathy.
They were, in effect, a human robo-dialer.
Great wholesalers (and firms?) understand that part of the formula for uncommon success in this business is to have a high EQ.
EQ – Emotional Intelligence is the ability to monitor one’s own and other people’s emotions, to discriminate between different emotions and label them appropriately, and to use emotional information to guide thinking and behavior. (Wikipedia)
They also recognize that listening is a cornerstone skill – one that builds the foundation of a successful relationship between you and the advisor.
And that listening empathically is a huge differentiator.
In our business, which is so reliant upon relationships – and in order to form a great relationship you damn well better be likeable – it stands to reason that the number one way to increase your likeability is to increase the level of empathy that you extend to advisors.
Plus, in a market that is churning day to day, and where advisors are looking for insights and leadership, being able to emotionally connect is as critical as your ability to cite market statistics or product performance numbers.
If you seek to have the best possible appointment with your advisors (in person or telephonically) you need to have a solid plan of attack.
That attack plan includes dialing up your EQ so you’ll be able to:
- hear what isn’t said
- see what isn’t visible
Given the choice, we prefer a solid self-starting wholesaler who is empathically connected to their business versus the wholesaler who is going through the motions – regardless of the sheer volume of the motions that they go through.