This is a series of ten major faux pas’ made by wholesalers, ideas on how to correct them, and suggestions for advisors on how to deal with wholesalers who make these mistakes. #1 Poor Defining Statement Most wholesalers cannot tell you what they do. When asked, wholesalers tend to say one of two things: “I’m […]
Read MoreClient reviews are sometimes difficult to schedule. The client says something like, “Well, no need to get together. We are happy where we are.” We assume that means they are “satisfied” – and we are right. However, satisfied clients are not necessarily loyal clients. Maybe we need to examine our review process. Maybe, just maybe, […]
Read MoreAt this time, flood-waters continue to savage North Dakota. Some of the communities affected include Fargo, Minot, Mandan, Williston, and Bismarck. These communities, and others are being challenged as never before . Bismarck is the home of Investment Centers of America (ICA), and they have offices in all of these cities. Several ICA employees face […]
Read MoreAccording to the American Heritage Dictionary, both “customer” and “client” can be defined as “one that buys goods or services.” However, there are distinct differences. Customers need the transaction Clients need the relationship. Customers buy a product or service. Clients buy the people of the firm. Customers are dependent on the product for quality Clients […]
Read MoreToday I received an email from a financial advisor who is a coaching client. A portion of the email read as follows: “Mike; I am working on a schedule for my assistant for blocking time and activities. What are your thoughts on the subject…? Thanks.” This was my reply: For a start, book appointments – […]
Read MoreOnly two things matter when you seek to improve production. You have your choice of one or both of two strategies: A. Increase Sales Activity B. Work with Larger Cases and Larger Clients If you cannot meet with more clients than you do at the present time, examine your activities. Look for tasks you do […]
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