In sales, it’s no secret that having difficult and direct conversations is a vital part of your job description. I had a great conversation with one of the top Wealth Management Advisors in Dallas, Will Bramblett. https://www.linkedin.com/in/will-bramblett/
Will is an Oklahoma State graduate, who came into Northwestern Mutual straight out of college and has crushed it from the jump. In his personal practice, his team oversees planning for over 500 families across the country. He also oversees the development of young advisors at his firm in their first 10 years as they grow from financial representatives to financial advisors, and eventually wealth managers. Overall, if there is someone that knows how to develop meaningful relationships and build raport quickly, there are very few people in the Dallas area that are better than Will.
Hard Convos
Part of being a wealth manager is the ability to have difficult conversations with the clients you are serving. It’s about telling them what they need to hear, not what they want to hear. Think about discussing life insurance with newlyweds. It’s necessary, but not always easy. I asked Will about this, and here’s what he said:
” I wouldn’t call it hard. They are intentional… it’s about meeting the logical (action) from emotional wants… You have to care about people to tell them the hard truth.. it’s dishonest to NOT tell them.”
I went to the doctor last week for the first time in years. I know that I am overweight (by the way I have lost 15 pounds so far so watch out 😂), but the worst thing that a doctor could do is worry about how I would feel and sugarcoat the urgency I need to make a lifestyle change. All of that because they care about not being confrontational at the moment. That’s dishonesty, and that could be a huge disservice to me and my relationship with my doctor.
I know I need to make a lifestyle change. I need to eat out less and be intentional about losing weight, so there’s no need to beat around the bush. With all the health problems that could line up, and with the financial/time investment I put into having a doctor, the last thing I need is dishonesty. Be straight up. You are doing everyone a disservice if you aren’t. Especially in sales.
What’s more Important?
So when it comes down to sales, I have a question: Are your numbers more important than the relationship?
If you have a quota of 100 calls in a day and you know the last 15 numbers are not a fit for your product, are you going to call them so your boss doesn’t get confrontational?
Are you setting up meetings/ interviews with clients that you know for a fact would be a waste of everyone’s time? Just so you hit your number for the day?
Unless you are Eleanor from The Good Place, (you know when she was selling fake pills to senior citizens and was the number one rep ironically?) the relationship has to mean more than that number that makes your pipeline look better.
I’m sure we all heard this “Other’s First” saying since we were kids. In my opinion, there aren’t a ton of other professions where this saying isn’t more vital to your success. Yes, it’s a numbers game, but the more you deject the relationship from the number, the less success or investment you will have in the sale.
I like what Will said; be intentional, be empathetic, be human, but again be direct about what’s right and play the long game.
Will’s Perspective
Will has seen a ton of success just less than 5 years into his career. I asked what he would tell that kid at Oklahoma State if he had the chance. He said, “Stay on course, you are doing the right thing. Work hard and stay focused.”
“There is no linear way to success… You can’t make or break your career in a week, a month, a quarter, or even a year. You are not going to wake up after a week and notice that you got better/worse. It’s hard work every day… There’s no such thing as stagnation in your career you are either getting better or you are getting worse.”
At the end of the day, we are an accumulation of our habits and decisions. If you are playing the long game with your sales career, you must be able to play the long game with your relationships, even if the value is not there now. Maybe you have to accept that there will never be value on your end from a sales perspective. On the other hand, do not let your priorities get mixed up when you are talking to people. Salesperson or not.
Keeping the relationship over the number is one way to keep a clear mind, knowing that every call and every meeting has quality and purpose to it. Don’t be afraid to be direct, just remember the human you are talking to. Balance. Balance. Balance.
Look at your pipeline. Have a reason for every number there. Does it hold value on both sides? I think as salespeople that is something we can all get better at. I think as humans that is something we can get better at. Welcome a hard conversation because all quality relationships are going to need some at some point in time.
Thanks for reading,
Mike
If you are looking to get some professionals with your assets, Will Bramblett is a great guy to get in touch with. Also, Northwestern is hiring financial advisors too with a top-100 internship program as well. If you are looking to take that next step into a very relational sale or hone in on your sales skills, I highly recommend having a conversation with Northwestern Mutual!
