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3 Things Wholesalers Do To Impress Home Office Visitors

what do financial advisors want from wholesalers

Recently a coaching client informed me that he had his boss coming for a ride-along.

My first question was, “How many appointments do you have?”

His answer was not pretty.

What about you?

You get the call that your boss, or any home office person, will be coming into your region – now what?

This could be someone from:

  • Product Management
  • Marketing
  • Portfolio Management
  • Underwriting
  • Executive Management (CEO, President, etc.)

Unfortunately some wholesalers are not understanding the weight of this visit.

Whether they realize it or not their reputation will either be enhanced by this visit or diminished – because the fact is that this visitor will talk about you when they get back to the home office.

There are three primary takeaways that you need to be sure they marvel at:

How hard you work: Your goal is simple.

You want the visitor astounded by the shear volume of your work.

Pick them up early.

Drop them off late.

Crush them in between.

But it’s not just the quantity that counts – it’s also the quality.

The breadth of knowledge: You should be known as the walking/talking encyclopedia of information about your product and your firm already.

With a visitor present it’s time to let that light of knowledge shine as brightly as possible.

Seek out meetings where you can dazzle folks with your brilliance.

The depth of your relationships: From the rookies to the ‘corner office’.

From the receptionist to the Big(gest) Kahuna – everyone is familiar with you, your product, your firm, and your value.

Introduce your guest to everyone in the food-chain.

When your guest leaves they’ll believe you could make a bonafide run for mayor!

Make it your primary goal to have that visitor shaking their head in awe of what you do – and telling everyone in the home office about it.

Did you know that the vast majority (over 65%) of our coaching clients are top decile performers.They’re already killing it – and want to know how to get better.

What about you?

Request info about coaching here.

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