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February 28, 2007 at 07:00 PM
Training/coaching was identified as the primary category where FMOs need the most improvement by respondents to this month’s reader survey. You can’t sell effectively – or appropriately – if you don’t know your products inside and out. In looking at the responses from the survey, it is clear that many advisors out there stand to benefit from better access to training.
Of course, all marketing organizations are not created equal. Some excel in areas where others are clearly lacking, and training programs are certainly one of those areas. In analyzing survey responses, it didn’t take a rocket scientist to figure out which advisors were happy with their FMO and which ones were in the market for a new one.
Many FMOs were raked over the coals for poor communication, product availability, commission structures, and the aforementioned lack of training.
On the positive side, participating advisors were most notably impressed with the people they work with at their marketing organizations. “Nice people” and a “positive culture” were frequently repeated responses, and many said good communication was what they like best about their FMO.
