4Pillar #2: Build Whole-Organization Responsibility for Training Impact

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A TALE OF TWO TRAINEES

LYNN AND SAL ARE BOTH NEW FINANCIAL ADVISORS working in two different regional offices. They have almost identical backgrounds: college degrees in economics, above average IQ, similar internship history, similar social upbringing, and similar financial planning education. They are smart, eager, and qualified. They also have the same problem: they are both really struggling to get appointments with prospects for their company’s services. The way their business works, new advisors spend a lot of their time making cold calls to lists of qualified leads from their office’s marketing manager and trying to get these prospects to come in for a get-acquainted ...

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