Every wholesaler has had this dilemma:

“Rick” is a great prospect.

He writes a terrific amount of overall business, writes business in your product type/asset class, was open and engaging during the first meeting, works at a focus firm, placed a lit. order with you and promised to get on board and write business.

And that is as good as you have been able to do with Rick.

He’s promised a bunch and he’s not written a thing.

What are some things that you can do to light the fuse with Rick that will ignite his production? [Read more…]