Ask Brad: What Can a Wirehouse Broker Learn from a Car Salesperson?

brad walesThis is the latest installment of a regular column to answer questions from advisors who are considering transitioning to an RIA model. To see Brad’s previous articles, click here. To submit your question, please email Brad here.

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Deride the tactics of car salespeople all you wish, but their primary sales tool shows just how much brokers pay their employers.

The ever-meandering YouTube algorithm has been feeding me videos of a guy who trains car salespeople.

While I have no desire ever to sell cars, I was intrigued by one of them.

The trainer was pitching various “closing” strategies. He referred to one of them as the “reduce-to-ridiculous” close.

Here’s how it works.