Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
Episode #3: Quantity of Appointments vs Quality of Appointments
What’s on your mind? Email me at rob[at]wholesalermasterminds.com
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Transcription:
Welcome to another episode of On My Mind.
This is Rob Shore. I’m going to occasionally riff and rant about some things that have displayed themselves or popped up recently that I have something I’d like to talk to you about.
And ask what’s on your mind?
What’s on my mind today is the whole notion of meeting count.
There’re a couple wholesalers I’m working with in my coaching practice from a particular firm.
And they’re tasked to have a truly abnormal, in this humble observer’s opinion, number of advisor meetings per week. What I’ve noticed in working with these wholesalers is that they are obsessed with getting to the meeting count.
As they should be. Because if they don’t get to the meeting count they don’t keep their jobs.
So, they have a choice to make.
Should I see the right advisor, or the advisor that’ll grant me a meeting?
Should I do an event that will suck people in, to make sure my meeting count is appropriate, or do a group meeting that has real substance to it?
Do I forgo the time I otherwise would have spent to do another task, to develop another concept, to work on another skill?
Or do I have to spend that time scheduling, because the meeting count is just so high?
It’s interesting, some years ago we witnessed a bit of a shift taking place on internal desks, I think I’m correct in saying this, that internal wholesalers would not be as focused on number of dials but would be focused on the quality of the touch that they make with the financial advisor in the hopes of moving the sales process forward.
It’s really striking to me that we still have firms that are focusing wholesalers’ attention on how many advisors they see in a week, never mind the quality of the meeting that they have.
That’s what’s on my mind. What’s on yours?
Contact me. Rob[at]wholesalermasterminds.com
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