“I'm a firm believer that advisors are not salesmen, and salesmen are not advisors.”
That was an actual response from an advisor, to an email regarding training for the next generation of advisors (he is a next-gen advisor himself) and this got me thinking, how did we get to a point where sales are such a dirty word.
Often when we think of “being a salesperson” the first images that pop into our head are a car salesman or door to door vacuum salesman. As our industry evolves, we must evolve our thinking around sales as well. We are not selling a product, we are selling the experience one receives when working with our firm. Just as a doctor or attorney must sell us on choosing them to provide a service, we must sell clients in the same way.
So I counter with the argument, “To be a great advisor you must be a great salesperson.”