Not too long ago I read an interesting article about the top six things wholesalers do to tick off advisors. They included unannounced drop-ins and trying to sneak past receptionists via the voicemail system. They were all things that I did as wholesaler and also agree are annoying now as an advisor.
But I’ve never read any articles on things advisors do that wholesalers hate. That’s not surprising of course… Wholesalers wouldn’t want to seem petty or, even worse, have an advisor suspect their wholesaler is talking about them. But since I am no longer a wholesaler and unlikely to return here is my list in no particular order of things that advisors did that pissed me off to some degree or another…
1. Make a meal the first date. When I call you and you suggest lunch as the first date, I immediately assume you have no respect for me or my knowledge but are only in it for the free meal. Breakfast is almost as bad but could make sense if done before normal office hours. Dinner.. You gotta be kidding me.
2. Take my give-aways and not even look me in the eye. Most wholesalers have spent some time at trade show booths. And you know what I’m talking about. I am standing there bored out of my mind hoping to talk to someone. And an advisor (probably a top producer) is trying to grab six handfuls of your stress balls and highlighters without even saying hi.. let alone pretending to ask about your products.
3. No shows. When you are not at your office when I show up even though I called to confirm and am right on time you have shown complete disrespect for another professional. You couldn’t even call me on the cell number I left for you?
4. Last minute cancellations… Not as bad as number 3 but still. I drove 2 hours to get to you and am hanging out at a Starbucks waiting for our appointment and you call 10 minutes before to say you can’t make it? This is why we end up doing drop-ins. Because we now have to find someone in east bumf#$@ Ohio to fill in the calendar with.
5. No appointment but asks for a favor. Seriously? You won’t return my calls let alone meet me for 10 minutes. But when something goes wrong or you need a sponsor for your client appreciation dinner, or someone to send you a dozen ProV1’s, or wave our minimum for your gramma’s IRA THEN you give me a call. Wow!
6. Eat my Dinner, Take my Tickets, Play Golf and still no appointment. Okay, you’re god’s gift to top producers. You came to my group dinner at the conference or took the Celtics Tix I gave you, or enjoyed the greens fees I paid for that round of golf. Let me be clear… I DID THAT BECAUSE I WANT TO MEET WITH YOU AND TALK BUSINESS. If you take any of that stuff and then have the balls to say no when I call for an appointment then you are a first class jack-off.
I could go on with this list. But I think it’s telling that this stuff pisses me off almost a decade since I last wholesaled. And I’ve tried to practice what I preach now as an advisor. Most advisors I know have giant egos. I try not to forget we’re all professionals just trying to make a living.
But one last hint to advisors. If you do any of that stuff and the wholesaler says “that’s okay, it doesn’t bother me… ” then your wholesaler is lying to you.