Good Question, Glad You Asked #7 – Part One: Top Priorities When Taking Over A Territory

Recently Rob Shore, CEO and Founder of Wholesaler Masterminds®, was asked to field questions from a group of aspiring wholesalers who are enrolled in their firm’s training and development program.

The questions they asked are, likely, on the minds of many current and/or future wholesalers.

For that reason, we thought we’d share the questions, and his answers, with you.

Question

If you were taking over a territory as a brand new wholesaler, what are the two or three top priorities that you would have to focus on in your first three months?

Audio Answer:

[Continue to Good Question, Glad You Asked #7 – Part Two for the rest of the answer]

Transcribed Answer:

I’m fresh in the field, and I am taking over for an existing wholesaler.

First thing I would want to do is make sure that I’m taking care of all the folks that got that territory to whatever position it had, meaning I want to make sure I take care of all the advisors that got us to the dance. So, priority one is, I need to reach out as quickly as possible to all existing producers with a solid message of continuity and support. Continuity in that things aren’t going to change dramatically unless they sucked; things aren’t going to change dramatically with your coverage model from us. In fact, I hope I can even improve upon it, though I understand it was good before. And I want to make sure you understand that I’m here for you on an ongoing basis. So, that’s first and foremost.

The second thing that I would do is contact all the Centers of Influence in the territory, whether they had been worked previously or not. I’d want to call all the centers of influence in the territory and make sure they understand that I’m the new person on scene, and make sure that I was available for them as soon as humanly possible.

I would also then begin the process of getting through the data-set, making sure I understand who my priorities are based upon what the firm data has revealed to me.

[Continue to Good Question, Glad You Asked #7 – Part Two for the rest of the answer]