Your long-tenured PM is leaving the firm.

The rider that advisors have been selling the heck out of is going away.

Your new business processing is delayed by 10 days.

All bad news – and all messages that are no fun to deliver.

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Kill the squirrel.

Clean your own bathroom.

No one is going to die.

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COIs have the ability to exponentially increase your influence and your sales.

And we’ve written about it here and here.

In this episode we explore how to establish and nurture successful COI relationships with a guest who does not live in the distribution “fish bowl”.

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How do you prepare for your advisor meetings?

For most wholesalers the checklist includes:

– Sales literature in bag
– Trinkets and trash in trunk
– Boarding pass on iphone

But the most important element of appointment preparation is one that too few wholesalers do.

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How many times this past month did you entertain an advisor or COI?

How many times was that engagement truly memorable?

For too many wholesalers, entertaining via dinners, sporting events, etc. is so much second nature that it has become an afterthought – which is why there is so much to learn from this weeks’ guest.

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