The relationships we have with advisors are indeed tricky.
Some would say it’s a bit of a chess match.
Thankfully we have Frank Maselli, who spends a ton of time working with the advisors that we serve, to lend a few insights.
Advisors, Money and Emotions – Julie Murphy
We spend time talking to our clients about advisors, their heads, and their hearts.
So naturally when we learned about Julie Murphy Casserly we invited her to join us.
5 Critical Strategies That Will Make COIs Love You
“COIs only want what’s in my checkbook”, said the wholesaler.
Maybe that’s because they don’t see any other value in you.
Centers of Influence come in all shapes and sizes.
Regardless of your channel or your product great wholesalers know that these folks can make the difference between good years and Career Years.
Here’s a list of things to do to make COIs love you:
[Read more…]
Sales Trap: Chasing One Hit Wonders
As I built my book of producers for OppenheimerFunds, I was tenacious and persistent.
The more a prospect offered resistance, the harder I sold.
The Advisor’s Door Is Wide Open, So Why Aren’t You Walking Through It?
You know the game in sales.
You look for a crack in the door, wedge your foot in, and then work your ass off to blow the door wide open.
But what happens when the door is left open – WIDE OPEN?!
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