So an advisory owner lost 2 advisers to retirement and needed a quality adviser to pick up 300 decent clients…

4 hours of sourcing yielded a superb lady (10 minutes from his office) who had a top 10% track record in Bancassurance but wanted to progress into wealth management.

3 kids meant the evening work could have been a potential problem (yes I care that the thing works out long term) but having discussed it, the flexibility for doing the school pick up run outweighed the 3 evening appointments per week.

Anyway, 1 hour later she rings and cancels the meeting because her husband has booked a holiday to Spain, leaving the next morning.

During the dialogue she didn’t mention re-arranging the thing so basically it was a professional and disguised…

“NO, this job isn’t right for me!”

This reminded me of an early boss who always asked “was it because the train was late from London?”

“What’s a train from London got to do with it?” I would say.

“It is as good a reason as any if it’s something they don’t want to do” he would answer.

Do you notice “because the train was late from London” from your clients?