On My Mind: Are You Asking For The Business?

Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.

This episode: Are You Asking For The Business?

Also Read: Run Your Territory Like A Business, Not A Clubhouse and 14 Ways to Always Be Closing

What’s on your mind? Email me at rob[at]wholesalermasterminds.com

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Transcription:

Welcome to this episode of On My Mind, where I get to tell you something that’s rattling around my head, and frankly ask you what’s rattling around yours.

Are you asking for the business? And I don’t mean poking around to eventually hope and pray that the advisor will write business.

Are you literally asking for the business?

Let’s go to what happens before you ask for the business:

You have laid all the groundwork.

You have done your advisor reconnaissance that demonstrates for the advisor that you absolutely care about their practice and care about them as a human being.

You’re asking great question.

You’re providing great insights about the advisor’s practice, about the advisor’s niche that they cover inside of our industry.

You’re putting forward something besides product.

You’re putting something forward besides service.

Hence, you have a great Peerless Value Proposition.

You’re demonstrating yourself to be the likable, because I don’t know of unlikable people that get business earned from financial advisors.

That over time you’ve been moving the sales process forward, that you have invested time, that you have invested, perhaps, money in that advisor’s practice. That you have been giving to the advisor over time.

There comes a place in time, not on a first appointment necessarily, but there comes a place in time where you absolutely positively have to ask for the business.

You have to be able to say to the financial advisor, “My business is a partnership. We have, you and I, you and I Mr. Advisor, Ms. Advisor, you and I have a limited amount of time, and a limited amount of money, and a limited amount of resources at our disposal, and we can only bring that time, that money, those resources to individuals that have an interest in partnering with us, and that’s how it is for my practice.

Even though I have been very willing and able, delightedly, to be able to give to you, now’s the time I need to ask you have I done enough to be able to earn your business, have you seen something in my practice, in my firm that will allow you to write a piece of business for us.”

Too often wholesalers get wrapped up in the notion that they have lots of great relationships.

When in fact what they have is a bunch of acquaintances and some friends in the territory.

Because in my mind, and in the mind of a leader I was just talking to (that has this topic On My Mind), was the fact that a real relationship in our business, a real relationship with a financial advisor, is not a friendship, it’s not having them as an acquaintance.

It’s the fact that there’s a reciprocal business relationship taking place.

You are giving to them, they are giving back to you in the form of business.

You are aiding and abetting their business. They are aiding and abetting yours.

Are you asking for the business?

That’s what’s on my mind. Tell me what’s on yours. Rob[at]wholesalermasterminds.com.