(1). A few hours during a product sales rep’s visit to your office where your staff members can drop in to ask questions that can easily be answered by just reading the FAQs.
“Hey, thanks for making the trip up here, Tom. So, we have you presenting to the office around 10, then scheduled some ‘doctor’s in’ time before your lunch meeting with Joe and Karl. Since we decided not to provide them any training on the new system, our people have a lot of questions for you!”
(1). When you sit down with a broker one-on-one to go through their book to see if there are any business opportunities … for you.
“So, it was a good trip … attended the weekly office meeting … did a little hand-to-hand combat with some of the advisors … identified one or two opportunities they’re going to think about considering possibly exploring further.”