Two-Day Workshop
External wholesalers need to know how to effectively balance and leverage frequent travel and technology. Adopting the best territory management practices of external wholesalers will only get them so far. Externals need their own separate approach and discipline. Regardless of the amount of traveling or access to cutting edge or minimal technology, this course provides them with a framework to help make the best use of their time and to bring in business.
Led by Mary Anne Doggett or Claudia Fogelin, Managing Partners and co-founders of Interactive Communications, this workshop is highly, uh, interactive, with multiple role-plays and plenty of time for skill demonstration and open discussion. Key topics include:
- Advisor targeting and segmentation for external wholesalers.
- Advanced advisor meeting strategies.
- Strategic time management:
- External capacity planning.
- Home base time blocking.
- Hot spot travel.
- Touchpoint strategies:
- Coordinating and leveraging phone, field, and technology interactions.
- Unique hybrid touch types.
- Maximizing available technology.
