Welcoming the Sales Call
Even as a sales person, I know how annoying sales calls can be. They always seem to come at the wrong time and usually nothing beneficial comes out of them. A few years ago though, I had a change of heart.
I was trying to gain expertise in the Group Plan Space as quickly as I could, since I was new to the group plan space. My boss suggested that I take as many sales calls as I could from every recordkeeper (rep) we could work with. While I felt like this would be a huge waste of time I learned extremely quick that my thinking was backwards and that my boss was right. I started accepting all sales calls and building relationships with as many recordkeepers as I could.
We are now a few years down the road and I have gained a lot from building these relationships. Here are a few things I have gained from taking the time to meet with sales people.
These are just a few of the many benefits I have received from sales people that most advisors turn away. As usual, I believe these principals are attributable to all careers, so the next time a rep or salesperson calls, welcome the call. You never know when it may move the needle for you.