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Internal Wholesaler Measurement

By Interactive Communications, Inc. on May 17, 2012
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Why are we still talking about dials?

Why are we still talking about dials? ... there are the many and varied things internals have been known to do that don’t help sell a darn thing – like calling advisors who they are sure will send their calls straight to voice mail – but do count as a dial. So the question is, if dials don’t measure what we really care about, meaning sales effectiveness, and are known to drive bad behaviors, why do we, as an industry, continue to pay so much attention to them?

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Top 5 things your Internals and Hybrids need to know now

By Mary Anne Doggett on March 21, 2011
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How to work the gatekeeper without the brazen, macho “is Bob there…” Most effective opening sentence to use for a new or existing advisor. Worst questions you can ask on a first call. Death knell voice mails for any future business. How your emails get labeled spam.

Why Invest In Your Internals? Because…

By Claudia Fogelin on October 26, 2010

Why It’s Hard To Win American Idol

By Mary Anne Doggett on May 14, 2010

By Mary Anne Doggett

Talent is a requirement (so don’t look for me on the show).

But mostly American Idol is hard to win because the judges are unpredictable and the feedback is inconsistent. Simon surprises regularly – just when you think he’s gearing up to trash a poor earnest kid, he gushes, “That’s the best performance of the night.” The same contestant might hear Kara say, “You need to show more of who you are,” while Ellen comments, “I could really see your personality come through.” Randy always

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