Speakers: Jason L Smith, CEP, CLTC

Year: 2019

Bringing on associate advisors to lessen or even eliminate your responsibility as the sole rainmaker driving revenue in your practice is both a challenge and a major priority for many of us. After learning twelve years ago of a condition that would eventually require open heart surgery, I became laser- focused on building a financial services firm that would run profitably with or without me. In this session, I’ll share how I brought multiple advisors into my individual financial services practice to carry the production load and generate the revenue needed to make my firm profitable whether I was there or not. Two successful ways to bring advisors into your firm: 1) Through the front stage – these are advisors who already have the experience and capability to work in sales. I’ll share strategies I‘ve used in vetting prospective advisors, including personality profile testing, which helps us see whether or not they’ll be a successful sales person. I will also share cost-efficient ways to create opportunities for them to do insurance and financial business. 2) Through the back stage – these are advisors who will be given an internal position and paid a salary while they learn the ins and outs of the business and alleviate some of your responsibilities. As they are performing operational activities, they will learn the financial language, the products, and where they fit.I’m going to show you how we’ve built responsibility agreements – miniature job descriptions - for every segment of a financial services practice or insurance agency. We’ll share which ones we give to the advisors to expedite their learning curve and enable them to step from the back stage of supporting the planning and sales of insurance and investment products to the front stage of running the planning process.