Imagine this. A new advisor joins your firm. Ten months later, he brought in roughly $40 million in new assets.
That’s what happened at Dana Dunkelberger’s firm.
In this episode, Dana and I unpack what happened behind the scenes to help one of his newer advisors ramp up that quickly, and why developing great advisors takes a lot more than handing someone a process and hoping they figure it out.
We also get into the uncomfortable part of getting someone ready, the role repetition and feedback play in their development, and the mistake many successful founders make once they start building a team around them.
3 Insights From This Week’s Episode…
#1.) Why Your Team Can’t Learn What Only Exists In Your Head
Experienced advisors often operate on instinct without realizing how much knowledge they’ve accumulated over the years. The problem shows up when they expect newer advisors to somehow replicate a process that was never clearly taught in the first place.
#2.) The Hidden Cost Of Avoiding Uncomfortable Practice
Role-playing a sales appointment can feel awkward, especially when peers are watching and pointing out what needs work. But Dana has noticed a major difference between advisors willing to expose their weaknesses and those who avoid that discomfort.
#3.) When The Founder Becomes The Bottleneck
The habits that helped you build the business can eventually make it harder to scale. Dana and Brad explore why founders sometimes struggle to hand over responsibility and how staying involved in everything can quietly hold talented team members back.
SHOW NOTES
https://bradleyjohnson.com/190
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/190-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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