You know you should be calling advisors. Following up. Building deeper relationships. Asking for opportunities. You know what a productive week looks like. So why aren't you doing all of it, every week? Michael Fox helps insurance RVPs close the gap between what they know and what they consistently do.
Your job is to get in front of financial advisors, earn their trust and stay on their mind while a dozen other people compete for the same attention. Then do it again tomorrow.
You manage a territory. You decide which relationships deserve your time. You prepare for meetings, communicate value and ask for the business. You hear "not right now" a lot. And you keep your activity up even when the results slow down for a stretch.
Every one of those things has a mindset behind it. That's the part most training never touches.
Earning trust with advisors and prioritizing the right ones.
Calling, following up and prospecting when nobody's watching.
Handling rejection and pressure without losing a week.
Communicating value and asking for the opportunity, every time.
You already know which advisors you should call. Which relationships need attention. Which opportunities need a follow-up.
You know you should prospect. Prepare differently for certain meetings. Ask better questions. Ask for the business.
So what gets in the way? Usually it's something underneath: a belief about how you'll be received, an old emotional pattern, a habit, a self-image or an expectation that quietly sets the ceiling. Change that, and the activity tends to take care of itself. More on the Knowing-Doing Gap →
Here's a simple example of how it plays out.
Imagine an RVP who believes a certain advisor probably isn't interested. Before the call, the thought is "this won't go anywhere." That creates a feeling of hesitation. The action follows: the call gets pushed, or it's made without much conviction, the follow-up comes late, and the ask never happens. The result confirms the belief.
Change the belief, and everything after it changes too. Explore BTFAR →
Maybe you're not struggling at all. Maybe you're good. Strong relationships, real confidence, good discipline, solid production.
But you've been at about the same level for a while.
What if you've simply gotten comfortable operating there? That's where we look at your standards, your identity and what you expect of yourself. Your focus. How intentional your activity really is. How you prepare mentally. How you think strategically about your territory.
Something in the foundation is limiting you: confidence, beliefs, self-image, fear, call reluctance, habits or consistency.
You know what to do but aren't consistently operating at your capability: execution, activity, follow-up, focus, standards.
You're already a high performer and nothing needs fixing. The question is how much better you can become: leadership, strategic thinking, decisions, identity, legacy.
These describe the kind of work that helps most right now, not how good you are. People move between them.
Michael has worked in financial services since 1996, and he spent decades on the advisor side of that relationship. He knows what it's like to be the advisor an RVP or wholesaler is trying to reach — the one they're trying to build a relationship with, earn trust from, get meetings with, follow up with, and ultimately do business with. That gives him a useful perspective when he's coaching RVPs, because he understands the relationship from the other side of the desk. He knows what earns an advisor's attention, and what doesn't.
His work isn't motivational theater. He works on the person executing the strategy, so the strategy you already have actually gets used. About Michael Fox →
What it isn't: product training, a replacement for your company's sales training, or motivational hype. It's mindset and executive-performance coaching for the person running the play.
Also see coaching for insurance wholesalers, financial advisors and distribution leaders.
You may need someone who can help you see the gap you can't see from inside your own performance.
If you're ready to find out what's really between where you are and where you're capable of going, let's talk.
Michael Fox — Mindset & Executive Coach for Financial Advisors, Insurance RVPs & Wholesalers.
Apply for private coaching →