How are these usually structured? I thought I would have been given a deck to at least review and prepare? I did at least use my company resources to download everything about the portfolio that I would be selling (so, I at least know some sht about it). But, the guy put a 1 hour meeting on my calendar for tomorrow and nothing else.
What can I expect? I’d be cold-calling/warm-calling (what even is warm calling??) advisers and selling a suite of products that is proprietary to my firm.
any tips? It’s tomorrow.
ohai
October 16, 2018, 7:24pm
#2
Usually, they ask who your clients are and how may of them you can bring over. If you have no sales experience, it’s probably mostly behavioral stuff.
I’ve posted responses to this exact question probably 30 times. Are you talking about being an internal wholesaler or something different?
Look up my past posts using google: “wholesaler site:analystforum.com” or just PM me for specific questions.
Work smarter, not harder I always say. That being said, I found the below response you gave very useful. Sweet!
Sweep_the_Leg:
Sorry, I don’t come around here often. We really need a PM system.
The hardest part will be the roleplaying and presentation (if they ask you for one). They’ll probably have you do a mock phone call…or they may actually put you on the phone and have you call another manager. Don’t worry about having to know their products, they won’t expect you to. What they’re looking for is you’re able to converse with someone without tripping over your tongue.
Whatever they ask you to sell, start with at least 3 open ended questions, 5 is better. Honestly, if you can string together 3 open ended questions without tripping yourself up, I guarantee you’ll get the job. Most guys come in the interview and say something to the effect of “um, do you like this apple?” The manager will say “no” and end the interview. If you ask them what they had for breakfast this morning and get them talking, you’re a shoe in. If you end the mock call and the manager did more than half the talking you nailed it. The less you have to talk the better you’re doing. They’re not hiring you to talk, they’re hiring you to get the advisor to talk. Oh, and remember to end the call with some sort of next step - get a meeting for your external, offer to send them additional information, or if you’re feeling particularly awesome, ask for the sale. Just be sure to end the call strongly.
Tell them you’re not afraid to pick up the phone and call people (it’s amazing how many people are terrified of it). That you’re looking forward to building new relationships with prospects and strengthening existing relationships. And that you’ll do anything your external says…anything .
Some firms only like to hire internals that plan on going external, so no matter what you really want be sure to tell them your dream is to build your own territory and go external one day, and in the meantime you’re happy to get out and travel whenever possible.
It’s a sales job so just be sure to come off as a likable guy that’s cool with picking up the phone 40 times a day and you’ll do fine. You probably won’t have to demonstrate too much industry or product knowledge. That’s secondary to being a good relationship person. They can train you on the product stuff. They can’t make you likable.
Oh, and if you play golf be sure to mention that. Open ended questions, external ambition, be awesome, and play golf. That should do it.
It’s really a pretty good gig. The money is decent and most people get promoted off the desk in 3-5 years and start making really good money…if that’s the path you want to go down.
Good luck. Let me know if you have any questions.
I’M IN BOYOS!!! OP GOT THE JOB!!!
HE’S NOT IN OPERATIONS ANYMORE!!!
bazz
November 1, 2018, 7:06pm
#6
Congrats dude! In Denver still?
rawraw
November 1, 2018, 7:21pm
#7
Congrats! Now you can live up to your user name
Yeah Denver. You ever come out? Better say hey when you’re around bro. I’ll buy ya’ a beer.
Lots of work to get done first
Mike79:
Awesome. No go kill it!
bazz
November 3, 2018, 3:03pm
#10
Never been, although I would love to go snowboarding there one day, will def keep you posted! Let me know if you’re ever around CLT area or hopefully Boston (once I find a job there lol)
hei.so
November 8, 2018, 6:13pm
#11
So how’s the new job going? What are you selling? Are you on the phone all the time?
Send me a msg if/when you land a job in boston. Just a fyi, its cold af right now so dress warm.
I don’t start until 1/1/19 - so just chilling right now. I’ll be selling our proprietary passive investment strategies to advisers who are already on my firms fintech platform.
bazz
November 13, 2018, 3:22pm
#14
Will do!
That is the only thing I am not looking forward to! I actually graduated from BU in 2010 and lived in Boston for 10 years total. Living in NC for the past 4 years has made me weak…
rawraw
November 13, 2018, 9:31pm
#15
I live North of Boston and after last winter, I am trying to get a satellite office opened in puerto rico. sun and tax breaks
