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
10 Things I’ve Learned About Wholesalers and Wholesaling In The Last 10 Years
Good Question, Glad You Asked #3: How Do You Take A More Consultative Approach To The Initial Advisor Meeting?
Essential Networking for Wholesalers – Andrea Nierenberg
How Wholesalers Build Confidence By Developing Their PVP – Peerless Value Proposition®
15 Lessons Learned From My Coaching Clients