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My Best Practices

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  • 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
    • Become a BUSINESS PARTNER
    • “ 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