What Keeps You Up At Night?

76 great advisor questions.

It’s the most popular download in the history of our website.

From that list of 76, one of the most popular questions wholesalers ask advisors is, “What keeps you up at night?”

It’s generally regarded as a terrific probing question.

And it is terrific, if you want to diagnose an advisor’s issue and then offer a reactive solution.

But what if you are trying to establish your value as a consultant to the advisors practice?

In that case you should be telling them what they should be losing sleep over.

How much relationship capital could you create by helping the advisor recognize developing trends that you (your firm) foresee impacting the advisor’s business?

What happens to advisor loyalty when you get credit for assisting them in seizing opportunity from developments they hadn’t even seen – but you did?

The Sea of Sameness wholesaler talks fast and loose about being a “consultant” to the advisor’s practice.

Great wholesalers clearly understand the path to creating that esteemed position with their clients, and lose sleep figuring out how to do it.

This post was originally published in the Wholesaler Masterminds Sunday Night Email.

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