1. Too many games - Advisors viewed the traditional sales practices, like playing golf and attending baseball games and expensive dinners, as a waste of time, money, and energy.
2. Badgering - Advisors are constantly being badgered and hounded by wholesalers who send multiple voicemails and follow-up emails.
3. Useless Marketing Strategies - Advisors receive random mailings, such as brochures, highlighting the 7 Steps to Effectively Managing your Practice, which they don't need or requested.
4. Customer service rotation - Constant customer service rotation makes it difficult for an advisor to build relationships with wholesalers and to educate them on the advisor’s pain points and preferences.

So what can wholesalers do to stay relevant and maintain a healthy relationship with advisors? Help them find good prospects online, and show them how to identify and target those prospects in the digital space. It’s the only way to stay in the game and compete with other financial players.

We all know that the financial industry has been changing rapidly in recent years. In order for wholesalers to stay competitive, they must embrace the technology at hand and rise to the challenge of meeting the advisors’ requests. Let’s hope wholesalers start leveraging technology to help advisors reach clients in the digital world.