Can Any Advisor be a Salesperson?

Beverly Flaxington is a practice management consultant. She answers questions from advisors facing human resource issues. To submit yours, email us here.

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Dear Bev,

Do you believe any advisor can become a strong salesperson? Our team has been through training; we have set goals; as the lead advisor, I have joined new business development meetings; we have even cut back pay on two of our advisors because they are not participating in growth. I read everything that says any advisor can do it – use these magic words, ask your clients for referrals, get to know COIs and so on.

At a certain point, should I give up and say it isn’t worth the time and energy it takes to put the focus on helping advisors to get there? If they don’t care about the additional income, why should I care so much about it? I have eight other advisors who are on board and are doing well.

Do I pull the plug and say, “Stay where you are and don’t try and improve?” I hate to give up, but I hate to keep losing.