By Family Defined Benefits / October 4, 2018
The Only Product You Should Sell
Original Author: Len Renier
In our industry imagination and passion have been replaced with product illustrations and mandatory compliance product guidelines. Our role as representatives has been compromised, we are either product peddlers for companies or planners for our clients. The question is: are you a tool for the company’s product or is the product a tool for you to use in your planning efforts? In our business we have the desire to do the work we believe in and a marketplace looking for answers and solutions, but we are being trained as managers not leaders. While McDonalds looks for managers, our clients are looking for leadership. Leaders understand that in traditional financial thinking stability is often an illusion and that hope is not a good strategy. In your practice you should be engaging people with information that impacts their everyday financial lives and introduces you as the solution.