ORLANDO—“I loved your talk, but could I give you some feedback?” asked Lauren, who had been sitting in the front row. “Sure.” I responded with a touch of apprehension usually associated with unsolicited feedback. “There should have been CAs (support personnel) here. They need to hear what you’re saying. I’m in the home office now, but I began my career as an assistant, and yes they changed the title, but they’re still overlooked.”
Wow! What a flashback—25 years ago I developed a training program for brokers and sales assistants (that was their title back then). Although the response was terrific, whenever I conducted these workshops—it was ahead of its time. Brokers and firms were reluctant to invest in developing assistants.
Fade-in-fade out and Lauren was bringing up the same issue; her firm was running the event and only advisors were invited. So you can thank Lauren for rattling my cage—the following five steps will help you transform a capable assistant into an indispensable assistant.
Matt Oechsli is author of Building a Successful 21st Century Financial Practice: Attracting, Servicing & Retaining Affluent Clients. www.oechsli.com
