I’ve had the pleasure of working with external wholesalers/regional vice-presidents for the past 12 years and the one thing I have learned is they are certainly a very busy, hard-working bunch! You can see the drive and determination in each one of them. They strive to provide the best service possible for their clients but many of them can run themselves ragged trying to do it all. If you are a wholesaler – I’m assuming you are busy enough, but please continue to read on for some tips and tricks that will help make your life easier this summer. It’s amazing what carving out some time for planning and organization will do for your business!
*Spend some time organizing your calendar! Make sure to include every vacation, conference, golf meeting and appointment, and don’t forget to carve out some family time. Create loops or rotations that maximize your time and sales for the summer.
*Rank your clients and prospects. If you rank your contacts as you go it will save a lot of time down the road. Some rank them A, B, C, others might have a code word for each type of contact. For example rank all of your top clients A – these are people you want to see again and people you hope to continue to get business out of. Rank the promising ones B. You may not get a lot of out them or nothing at the moment but you know you can get them to sell your product in the future. Rank those that you do NOT want to waste any more time on C. This also comes in handy when working with a scheduling assistant. Your assistant won’t waste her time and your money calling people who aren’t worth your time.
*Create lists. Each week generate lists that you can call on for your appointments. Generate a list for Top Clients, Top Prospects, New Selling Agreements, Clients who haven’t dropped a ticket in 60 days, Clients you haven’t seen in 90 days, etc. These lists are a great way for you to dial away and get appointments – or if you work with a scheduling assistant have your assistant call on these lists.
*Create a great hook. What makes your product so special? Why would a busy advisor want to meet with you this summer? You need a good hook. Do you have a hot new product, is your product closing and it’s too good of a product for your clients to pass up? Is your product making headlines or had an above average quarter? Advisors are being bombarded by wholesalers so what makes you stand out from the pack? Use your uniqueness and your product’s performance to your advantage!
*Door opener gifts. Over the years, several wholesalers I’ve worked with have used door opener gifts as a way to do a drop in visit with an advisor or as an appreciation for their time. You can get creative with these – it’s summer, so think flip-flops, beach towels, golf balls, koozies, Yeti coolers, beach bags, sun visors, etc.
*Add Value. Find out what you can do to make your advisor’s life easier? Perhaps you can help them find a solution to a problem they are struggling with in their business. This could also mean sales for you! A few ideas would be a joint client event – maybe you sponsor a golf outing, beach day or picnic that the advisor can invite their clients to. Perhaps you help pay for them to have a virtual assistant that can help them in their business. Let me know if you need more creative ways to add value.
*Set goals! I am very big on goal setting. It’s a way to stay motivated, to continue to strive for more. Write down what you want and how you are going to get it. Keep your goals and plan for success in front of you every day. If you plan to succeed and follow the steps to get there you WILL succeed! Remember it’s summer, Work Hard. Play Hard!
*Hire an assistant. Who should hire an assistant?
- Are you way too busy selling to do anything else and your internal is either maxed out or non-existent?
- Do you hate setting appointments?
- Are you really bad at asking for the next appointment while at a meeting?
- Do you need help growing your territory and building relationships?
- Do you need more time to focus on your client meetings and less time tied up on the phone setting the appointments?
If you answered yes, to any of those questions, you could use an assistant! A professional, experienced assistant can help you schedule appointments, plan events, do your expenses, write your thank you notes and holiday cards, plan your travel, order flowers for your grandma, etc.
I hope you’ve found these tips to be helpful and that you’ll use them to increase sales and increase your free time this summer!
Danae Branson is the founder of Elite Scheduling Services. She provides scheduling and virtual assistant services to wholesalers, financial advisors and other professionals in the financial industry. You can learn more about her at http://www.eliteschedulingservices.com.