Value-Added Wholesaling
One of the most powerful tools a financial wholesaler can use to build relationships and increase sales is continuing education.
Offering insurance CE to branch offices increases meeting attendance and leaves a lasting impression on advisors. Studies show that advisors have a higher opinion of wholesalers that offer CE, viewing them as more knowledgeable about the products they sell.
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Download Now!Whitepaper – The Value of CE 2007: Value Added Wholesaling to the Financial Services Industry – November 1, 2007 . Download |
What Value-Added Wholesaling is. . .
In an environment where it is nearly impossible for a wholesaler to differentiate their product from the competitions’, another element is needed to achieve success. Wholesaler’s that don’t add value with their visits to branch offices, in phone conversations with advisors, or through emails, will struggle to meet sales goals.
Adding value with every “touch” should be the goal. There are a number of techniques employed by today’s wholesaler. Helping financial advisors solve their problems is paramount in every technique.
So, what is the advisors biggest problem?
Perhaps it’s matching the right investment vehicle to the right client. Maybe it’s wading through the minutia that differentiates one product from another. It could simply be keeping up with the rapidly changing financial landscape.
Whatever it is, the wholesaler can address it without needing to know the exact problem facing each and every advisor. Helping the advisor understand the features, suitability, and risk of the product will make the advisor’s job much easier.