This business growth idea solves a problem for financial advisors and financial wholesalers; what is the best use of your time as you mutually decide if you are going to develop a long-term advisor/product partner relationship.  Consider the following.

For the advisor:

After meeting with or hearing a wholesaler, ask yourself this question: “Is this a company, a person, and a product that may provide benefit to my clients and help me grow my business?”  If the answer is yes, for the next wholesaler appointment schedule two or three joint calls with prospects who fit an ideal prospective client profile.  The wholesaler will show you how to sell the product and you get to be a buyer’s advocate for your clients.

For the wholesaler:

After an initial call, or with advisors you have seen on several occasions without sales success, help the advisor decide if you are a fit for his/her business.  If so, do not make additional calls without joint sales calls on the advisor’s clients and prospects.  Schedule these appointments for thirty to forty minutes. Remember, telling isn’t selling. Show your advisors how to properly position your product.

Good selling!