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
Tell Us Your Story of Tales From the Road
Fat and Happy Wholesaling
The Wholesaler Who Can’t Say No
Welcome to the Wholesaler Beauty Pageant
Are You Willing To Go Over The Top? – Linda Lubitz
