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You are here: Home / General Wholesaling / Giving Until It Hurts? 3 Things to Expect From Your COIs

Giving Until It Hurts? 3 Things to Expect From Your COIs

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Ever wonder what you should seek in return for the investment you have made in COIs?

You’re not alone.

This question came from a Wholesaler Masterminds Inner Circle Member (get Inner Circle information here):

Question: Sales Managers are very good at asking wholesalers for support and asking us to do some meetings for trainees etc.

How do I get something from them in return?

It’s hard for them to push our product, as they do not do that for anyone.

What should I be asking from them in return for my wallet and time that I give up?

Answer from Coach Rob: In measuring my efforts, and to help evaluate if those efforts were being reciprocated, what I always looked for from a COI was:

Access: When others are trying to get time on meeting agendas, I know I’ll get priority treatment because the COI and I have forged a good relationship.

Conduit for Information: When my firm starts a new fund/sale of a new product, launches a new value add, or shares an important piece of insight, I can count on the COI to help me spread the word to the advisors that she/he serves.

Insights: The COI helps me understand who in the office is worth my time and who in the office is a waste of time, because I have earned the opportunity to receive this insight, not because I’m entitled to it.

None of these are achievable without solid COI relationships.

More about succeeding with COIs: 

Your COI Mindset: A Giving Hand Is Always Full with Bill Walton

5 Critical Strategies That Will Make COIs Love You

8 Ways Wholesalers Succeed With COIs

5 Calls Wholesalers Need To Start Making

7 Ways Wholesalers Can Survive A Manager Ride-Along Visit

21 Ways Your Wholesaling Resolve Will Be Tested

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About Rob Shore

Over 30 years of distribution experience provides the knowledge and granular insights Rob's clients require to assist them with their practices - whether working one on one, in groups, or live events; with senior leaders or frontline wholesalers. [Read More or Contact Us]

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