The Six Essential Attributes of Top FAs and Sales Managers

 I’ve been recruiting in the bank investment program channel for 23 years, helping my clients hire the best FAs, Program Managers, Wholesalers and National Sales Managers. In this time, I’ve been able to identify 6 key traits that separate average from truly outstanding performers.

          Most employees, even below average performers, may demonstrate some of even all of these traits, but top-performers eat, sleep and drink them. From how they prepare for meetings, to how they communicate with their coworkers and clients and managers, top-performers have a “focus” that shows.

So, in no particular order here are the critical skills and attributes:

1. Relationship building ability. Top performers know how to relate to people. They have learned or have an innate ability to build rapport and “connect” with people. They use eye contact effectively, and make people comfortable. And because of this rapport they have trust. Can an introvert be a great FA? Sure it’s possible. But it’s tough to build a book of business or a cohesive team if coworkers or clients don’t like or trust you.

2. Attention to Details. Remember to wish clients and coworkers a happy birthday. Know their support staff’s kids’ names. Send out thank you notes. Have all product information and supporting documentation ready before a meeting or presentation. To top performers there are no small details- everything is important.

3. Top performers know their core products or relationships. They are experts in understanding how key features benefit their clients.  And they’re never afraid to ask an expert if they don’t have an answer. Top Advisors know the features, structure, fees and details of what they recommend. And they’re always open to better products and better ways of doing things. Their way works fine, but they know there’s always someone or another product that may do it better.

4. Self-motivation. Yes, professionals in our business are very competitive. But top performers’ chief competitor is themselves. They strive for excellence. Not necessarily how they stack up to someone else, but to their own high standards. And, if they beat the competition and get the recognition, well, that a nice side benefit.

5. Passion. It’s obvious that top people love what they do. You can hear it when they describe their work and their firm.

6. Client centric focus. For a Sales Manager it’s their direct reports. For a wholesaler, it’s their FAs. For an FA, it’s their clients. Each of these professionals understand that their clients are their top-priority.