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My Best Practices

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My Best Practices

  1. 1. My Best Practices Marc DiFilippo Regional Vice President 2008
  2. 2. My Best Practices <ul><li>Who is the real Marc DiFilippo </li></ul><ul><li>My Core Beliefs </li></ul><ul><li>The “Other” Essentials </li></ul><ul><li>The Reality of Today’s Advisor </li></ul><ul><li>What I Avoid </li></ul>
  3. 3. Who I Am <ul><li>10 years industry experience </li></ul><ul><li>Insurance Agent </li></ul><ul><li>Internal Wholesaler </li></ul><ul><li>External Wholesaler </li></ul><ul><li>Volunteer for Grand Street Settlement </li></ul><ul><li>Entrepreneur, “Tailgate Tickets” </li></ul>
  4. 4. What I Believe In <ul><li>Honesty & Strong Work Ethics </li></ul><ul><li>Treating every advisor the same </li></ul><ul><ul><li>Anyone can drop a ticket </li></ul></ul><ul><ul><li>Shows your character </li></ul></ul><ul><li>Treat every advisor like they are a member of your family </li></ul><ul><li>Would you put your family in all of our funds? </li></ul><ul><li>Intellectual Capital=Thought Leadership </li></ul><ul><ul><li>“ Adding Value” is overused </li></ul></ul><ul><li>Respect for yourself and your advisors </li></ul><ul><ul><li>Don’t just pop in & Never put a number on business </li></ul></ul><ul><li>Become a BUSINESS PARTNER </li></ul><ul><li>“ People don’t care what you know, until they know that you care” </li></ul><ul><li>Nick Murray </li></ul>
  5. 5. The Other Essentials-”Money Ball ” <ul><li>Work harder and smarter than your competition </li></ul><ul><ul><li>5-7 mtgs per day; do you need all those office days? </li></ul></ul><ul><ul><li>If you’re not in a meeting with reps, you’re on the phone </li></ul></ul><ul><ul><li>Expense reports are for the weekends!! </li></ul></ul><ul><li>Always allocate time with reps NOT doing business. New Blood ! </li></ul><ul><li>Know your competition </li></ul><ul><ul><li>Product and Wholesaler </li></ul></ul><ul><ul><li>Helps you position </li></ul></ul><ul><ul><li>Don’t worry about what you are getting paid </li></ul></ul><ul><li>One on One meetings </li></ul><ul><ul><li>Sales meetings are loss leaders </li></ul></ul><ul><li>Build Trust </li></ul><ul><ul><li>The single most important essential </li></ul></ul><ul><li>Become a Brand </li></ul><ul><ul><li>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. </li></ul></ul>
  6. 6. The One on One Meeting <ul><li>One hour </li></ul><ul><li>Great Firm </li></ul><ul><li>Intellectual Capital </li></ul><ul><li>How can I differentiate and POSITION my resources? </li></ul><ul><li>Depth of Product </li></ul><ul><li>Commitment to a Business Partnership </li></ul>
  7. 7. Are you working? <ul><li>“ 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. </li></ul><ul><ul><li>The slogan ‘press on’ has solved and always will solve the problems of the human race.” </li></ul></ul><ul><ul><ul><ul><ul><li>Calvin Coolidge (1872-1933) </li></ul></ul></ul></ul></ul>
  8. 8. The Reality of Today’s Advisor <ul><li>Your Competition has Good Funds </li></ul><ul><li>Every Wholesaler is a Nice Guy </li></ul><ul><li>Advisors Chase Performance </li></ul><ul><ul><li>TODAY: American, Franklin, PIMCO </li></ul></ul><ul><ul><li>YESTERDAY: Alliance, Aim, MFS, Putnam </li></ul></ul><ul><li>Advisors will reward people that help them THINK and broaden their sales practices </li></ul><ul><li>Advisors will give business to Wholesalers they like </li></ul><ul><li>Does that advisor really want you to get paid on his/her business? </li></ul><ul><ul><li>Be Likable </li></ul></ul><ul><li>“ It is just the little touches that after the average man would quit that make the masters fame” </li></ul><ul><li>Orison Swett Marden, Author(1850-1924) </li></ul>
  9. 9. Get Rid of… <ul><li>Advisors that waste my time </li></ul><ul><li>Clients </li></ul><ul><ul><li>Business Partners </li></ul></ul><ul><li>Poor business practices </li></ul><ul><ul><li>Myself and clients </li></ul></ul><ul><li>Reps that chase product </li></ul><ul><ul><li>Loyalty? </li></ul></ul><ul><li>The rep that wants the freebees </li></ul>
  10. 10. In the End…What Matters? <ul><li>My brand </li></ul><ul><li>Business partners </li></ul><ul><li>Buzz, momentum </li></ul><ul><li>How I am viewed </li></ul><ul><ul><li>Professional </li></ul></ul><ul><ul><li>Educator </li></ul></ul><ul><ul><li>Resource </li></ul></ul><ul><ul><li>Everyday guy </li></ul></ul><ul><li>When I Leave a Meeting I know I Have a Business Partner. </li></ul><ul><li>“ Whatever you are, be a good one” </li></ul><ul><li>Abraham Lincoln </li></ul>

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