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Helping Wholesalers Sell Effectively

Helping Wholesalers Sell Effectively

September 28, 2015

by Beverly Flaxington

Beverly Flaxington is a practice management consultant. She answers questions from advisors facing human resource issues. To submit yours, email us here.

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

Dear Bev,

Wholesalers are supposed to be product pushers. Lately our firm is making us learn skills to build better relationships. It’s a great idea, but we get paid to sell a product. It is disingenuous to me to have us learn how to be better connectors; we can have great relationships, but if we don’t sell something, we’re out of our jobs. I get the theory, but in practice, it doesn’t work. How can I push back professionally...