| You’ve heard it before, when you’re a hammer everything looks like a nail. And in your wholesaling business, you are on the product-side of the industry, so you talk about products. But like in any successful venture, it’s not about you, it’s about the customer. And your customers aren’t thinking about product 100% of the time. In fact, I would argue that with a few exceptions, your advisors are thinking about something else 95-99% of the time. This includes business problems, staff issues, client acquisition frustration and so on… So if you’re having trouble getting in the door or building up enough reciprocity to move advisors to action, then consider getting significantly better in the non-product side of things. A great place to start is listening to the VAR Strategy audio at the link below. |
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