In the bustling world of wealth management, where each decision can impact millions and every minute counts, you might wonder why a CEO and Chief Investment Officer would choose to personally take at least one inbound sales call each week, when so many others ignore them.

Here are my reasons for staying directly connected to the pulse of sales calls:

Staying Agile and Informed

These calls keep me agile. The finance industry is notorious for its rapid shifts, not just in markets, but in client expectations and technological advancements. Every call provides a snapshot of the current landscape, from new financial products to competitor strategies. It’s a front-line report that ensures I'm not ensconced in an echo chamber, only hearing what I hope to hear but rather what I need to hear.

Grounding and Connection

There’s an undeniable grounding effect in these interactions. They remind me of the firm's beginnings and the hard work that went into building it. In the high-flying tasks of strategic planning and asset management, talking directly to outsiders keeps my work rooted in reality. It’s about understanding firsthand the challenges and opportunities others are facing, which in turn influences how I lead and where we focus our efforts.

Cultivating New Ideas

Innovation doesn’t occur in isolation. It often starts with a spark from an unexpected interaction. Sales calls are rife with opportunities to hear new ideas, see things from different perspectives, and challenge my own preconceptions and misconceptions. What might initially seem like a routine pitch can evolve into a groundbreaking new strategy or service offering.

Challenging the Status Quo

Early in my career, I was taught to avoid inbound sales calls, with the reasoning that "the best firms aren’t the ones calling; you have to go out and find them." While there’s a kernel of truth in seeking out quality proactively, I’ve learned that exceptional opportunities sometimes come in unanticipated ways. Closing the door on these calls might mean missing out on unique opportunities. Best example, the caller may not represent the best, but if they are a decent sales person, they most likely know of the best and hidden and may be the source of your next new million dollar idea.

Conclusion

Taking these calls is more than a task; it’s a commitment to staying open and accessible to the evolving marketplace. It keeps me tuned into the real-time pulse of our industry, ensuring that as we grow, we remain responsive and relevant. It’s not just about staying grounded; it’s about ensuring our firm continues to thrive in a landscape that rewards those who listen as keenly as they lead.

This approach may not be conventional, but it is a cornerstone of why our firm continues to excel. We don’t just manage wealth; we stay committed to understanding and growing with our clients every step of the way. Hey CEOs get over yourself and take a call or two. You, Your Clients and Your Business can and will be richly rewarded in more ways than you can think of.

On that note, Sales Folks…don’t blow up my phones…😊 A combination of Call, Email, LinkedIn Comment, and a warm intro from a mutual party most effectively breaks through barriers. Yes, its hard work…but that what is required.

About the Author – Dane Czaplicki, CFA®

Dane Czaplicki is CEO of Members’ Wealth, a boutique wealth management firm that offers a comprehensive approach to serving individuals, families, business owners, and institutions. The firm’s goal is to preserve and grow its clients’ wealth to endure over time, while thoughtfully evolving its strategy to suit an ever-changing world. With over 20 years of wealth management experience, Dane and the Members' Wealth team thrive on bringing clarity and confidence to clients' unique situations. He believes everyone needs sound financial advice from someone whose interests are aligned with theirs, and is determined to put service before all else.

Dane received his MBA from The Wharton School of Business at the University of Pennsylvania and his bachelor’s degree from Bloomsburg University. Outside work, he enjoys spending time with his wife and kids, hiking and camping, reading, running, and playing with his dog. To learn more about Dane, connect with him on LinkedIn.

To get in touch with the Members’ Wealth team today, I invite you to email info@memberswealthllc.com or call (267) 367-5453. 

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