I recall my training from years ago. I was instructed to meet the client when they arrived, look them in the eye, shake their hand, turn around, and begin walking back to my desk. The client would simply follow as I took the lead. After all, I was the professional and they were the uninformed clients being led to investopia. “Why, even a newly minted broker knows more than 90% of the clients,” I was told. What I wasn’t aware of at the time, or chose to ignore, was the sales culture so prevalent there. All I heard was how much broker Bob made or how well broker Jane was doing. The focus was on sales, hitting the numbers, making your goals, and most important, cashing your check.
There’s nothing wrong with making a good living or even becoming extremely successful. I do have a problem with the way it’s often accomplished.