Eventually, growth creates a problem: there simply isn't enough of you to go around.
So you hire another advisor, give them a quick download of how you do things, start filling their calendar, and then wonder why they aren't converting the way you do.
I've watched this happen over and over during the last 20 years. And in many cases, the problem isn't the person you hired. It's what was waiting for them when they walked in the door.
In this episode, I walk through two firms facing the same growth ceiling but getting very different results from their next advisor. If your firm's growth still depends on you being the best salesperson in the room, this episode will show you what needs to change before you can actually build a sales team that scales.
3 Insights From This Week’s Episode…
#1.) Structure Comes Before Scale
A lot of advisors try to solve a capacity problem by simply adding another advisor. But if the roles inside the firm aren't clearly defined first, you can end up duplicating the same bottlenecks instead of removing them.
#2.) New Advisors Need A Training Track
Giving someone a quick download and then putting them in front of prospects is one of the fastest ways to lose confidence, waste leads, and decide the hire was a mistake. We cover why the path into the sales role matters just as much as the person you hire.
#3.) Lead Flow Shouldn't Be Random
As your sales team grows, sending every new opportunity to whoever has an opening can create expensive mismatches. We unpack why the way leads are distributed becomes a major part of protecting conversion and scaling the team.
SHOW NOTES
https://bradleyjohnson.com/186
TRIAD SALES LAB
Learn how to break through the ceiling using the framework behind some of Triad’s fastest-growing firms. Discover the sales system that scales and apply right here: https://bradleyjohnson.com/186-triad-sales-lab/
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DBDL podcast episode conversations are intended to provide financial advisors with ideas, strategies, concepts and tools that could be incorporated into their business and their life. No statements made in the episode are offered as, and shall not constitute financial, investment, tax or legal advice. Financial professionals are responsible for ensuring implementation of anything discussed related to business is done so in accordance with any and all regulatory, compliance responsibilities and obligations.
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