Go get your teeth kicked in
Published: Sun, 05/28/23
Maybe it was an unfair advantage.
At OppenheimerFunds I spent a lot of time in the classroom, training future bank platform reps how to sell mutual funds for CalFed Bank (may they rest in peace).
"Mutual Funds One" was where they learned about equities and fixed income, NAVs and distributions yields.
And, most conveniently, how to sell our proprietary Income & Growth Fund and US Government Fund.
Each month our session would begin with participant introductions, and it was obvious from the wide eyes and hesitant voices that these New Account Representatives were not ready to embark on the company mandate to sell non-deposit products to bank clients.
On day three, after filling their brains with an inordinate amount of information, but before turning them loose on the investing public, I asked them about their level of confidence.
Most replied that they were worried.
Worried about sounding or looking bad.
I reminded them that we all undertake something for the first time, at multiple points in our careers.
And that they needed to risk looking/sounding less than perfect (or downright foolish) the first few times they made a presentation in order to have any hopes of becoming a great investment sales professional.
That there was no shortcut to getting the practical experience that locks in all the learning.
Simply and indelicately put, I told them that they needed to "get their teeth kicked in."
Making changes to your process and/or your practice is no different.
Unveiling your newly crafted PVP-Peerless Value Proposition®, leveraging Advisor Recon, incorporating Trial Closing and Forward Scheduling are only a few examples of places where you too will take a well calculated risk on the journey to becoming a great wholesaler.
Rob
p.s. We've scheduled over 70,000 appointments at Wholesaler Masterminds® Schedulers. How many can we book for you?