Your SlideShare is downloading. ×
My Best Practices
Upcoming SlideShare
Loading in...5

Thanks for flagging this SlideShare!

Oops! An error has occurred.

Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

My Best Practices


Published on

Published in: Career, Business

1 Like
  • Be the first to comment

No Downloads
Total Views
On Slideshare
From Embeds
Number of Embeds
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

No notes for slide


  • 1. My Best Practices Marc DiFilippo Regional Vice President 2008
  • 2. My Best Practices
    • Who is the real Marc DiFilippo
    • My Core Beliefs
    • The “Other” Essentials
    • The Reality of Today’s Advisor
    • What I Avoid
  • 3. Who I Am
    • 10 years industry experience
    • Insurance Agent
    • Internal Wholesaler
    • External Wholesaler
    • Volunteer for Grand Street Settlement
    • Entrepreneur, “Tailgate Tickets”
  • 4. What I Believe In
    • Honesty & Strong Work Ethics
    • Treating every advisor the same
      • Anyone can drop a ticket
      • Shows your character
    • Treat every advisor like they are a member of your family
    • Would you put your family in all of our funds?
    • Intellectual Capital=Thought Leadership
      • “ Adding Value” is overused
    • Respect for yourself and your advisors
      • Don’t just pop in & Never put a number on business
    • “ People don’t care what you know, until they know that you care”
    • Nick Murray
  • 5. The Other Essentials-”Money Ball ”
    • Work harder and smarter than your competition
      • 5-7 mtgs per day; do you need all those office days?
      • If you’re not in a meeting with reps, you’re on the phone
      • Expense reports are for the weekends!!
    • Always allocate time with reps NOT doing business. New Blood !
    • Know your competition
      • Product and Wholesaler
      • Helps you position
      • Don’t worry about what you are getting paid
    • One on One meetings
      • Sales meetings are loss leaders
    • Build Trust
      • The single most important essential
    • Become a Brand
      • An identifying presence that distinguishes a Regional Manager from his/her competition, if not for your resources, then for the existence of strong relationships, OR an influence within a particular system.
  • 6. The One on One Meeting
    • One hour
    • Great Firm
    • Intellectual Capital
    • How can I differentiate and POSITION my resources?
    • Depth of Product
    • Commitment to a Business Partnership
  • 7. Are you working?
    • “ Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination are alone omnipotent.
      • The slogan ‘press on’ has solved and always will solve the problems of the human race.”
            • Calvin Coolidge (1872-1933)
  • 8. The Reality of Today’s Advisor
    • Your Competition has Good Funds
    • Every Wholesaler is a Nice Guy
    • Advisors Chase Performance
      • TODAY: American, Franklin, PIMCO
      • YESTERDAY: Alliance, Aim, MFS, Putnam
    • Advisors will reward people that help them THINK and broaden their sales practices
    • Advisors will give business to Wholesalers they like
    • Does that advisor really want you to get paid on his/her business?
      • Be Likable
    • “ It is just the little touches that after the average man would quit that make the masters fame”
    • Orison Swett Marden, Author(1850-1924)
  • 9. Get Rid of…
    • Advisors that waste my time
    • Clients
      • Business Partners
    • Poor business practices
      • Myself and clients
    • Reps that chase product
      • Loyalty?
    • The rep that wants the freebees
  • 10. In the End…What Matters?
    • My brand
    • Business partners
    • Buzz, momentum
    • How I am viewed
      • Professional
      • Educator
      • Resource
      • Everyday guy
    • When I Leave a Meeting I know I Have a Business Partner.
    • “ Whatever you are, be a good one”
    • Abraham Lincoln