Quick question here for those of you brokerage guys who are not able to meet your clients in person due to geographic barriers. I started in investment sales and I'm so used to trying to just get a meeting with owners to establish a relationship. Now that I've jumped over to the debt side, and I have been tasked with a much wider geographic coverage I'm thinking through how to reposition my efforts and prospecting strategy.
How do you adjust your business development calling efforts or sales process since the point of your call does not entail getting a meeting?
What exactly are you trying to get out a "successful" first call?
What does this process look like?
Buyside guys-who here has worked with a long distance broker? How were they able to create a relationship with you in the absence of a meeting?