This is going to be a big week! Two weeks left to complete Q1 of 2012. Last week a client stated, “This quarter is over.” I DISAGREED!

A big part of business – and life – is how you finish. What can YOU do to finish the quarter strong? Consider five (5) simple steps:

1. Review your Q1 Plan. Take a look at your plans and ask, “What’s left?”
2. Build a list of your ten (10) BEST clients and/or prospects and call them TODAY.
3. Look at your daily task list and circle the top three things that create the greatest value AND drive revenue.
4. Set a goal of breaking a weekly sales record. It could be new accounts, GDC, FYC, sales calls, referrals; what ever you choose!
5. Execute!!!

Late in the week, pull out your Q2 Plan, and make certain you and your team prepare to execute that plan.

Need a boost? CLICK HERE to see Matt Cutts’ TED™ Talk on doing something new for 30 days. It will take a whopping three and a half minutes. What are new things YOU could do to improve your business, your relationships, your community, your LIFE?

Wholesalers face aggressive activity objectives. Today’s standard is 25 in-person contacts per week. When covering larger geographies this proves challenging. As a result of insufficient scheduling, some wholesalers stop at an advisor’s office after calling to say, “Hey, I’m just down the street…” or – even worse – totally unannounced. “Do you have a few minutes?” turns into 30- 60 minutes. The wholesaler attempts to tell his or her story with little regard for the schedule of the advisor.

Recently a coaching client called me about a wholesaler dropping in unannounced and sucking up an hour of his Associate Advisor’s time. This wholesaler has a quality product, but my client called the wholesaler and advised him not to call or come back. You might ask if this is a little drastic; maybe so.  However, my client was waiting on a report that was to be prepared by the associate – and the report was late. Not only did my client fire the wholesaler, but he had to deal with a delayed meeting because the associate tried to be courteous to the wholesaler.

Are Drive-By’s ever appropriate? Possibly when dropping off a promotional item ONLY or to introduce oneself and schedule a future appointment. However, if a wholesaler expects the advisor to have empty time in his or her calendar because the wholesaler has empty time, the situation is totally unprofessional.

FOR ADVISORS: Be jealous with your time. Give wholesalers your “ground rules” for meeting. And be on time when you have a meeting scheduled with the wholesalers. Their time is as valuable as yours.

FOR WHOLESALERS: Schedule in advance. Use a scheduler. Set your next meeting at the conclusion of this meeting. And always be a pro.

Good Selling!