Transcript of a YouTube video (Service Driver Revolution clip) featuring Chris Collins and another speaker discussing trends in service advisor performance. Collins argues that average advisor performance and professionalism have increased over recent years, credits measurement/software tracking (CSI, total sales hours per RO, ELR, 'wild cards') for visibility into performance, and criticizes poor management and compensation systems that breed entitlement or complacency. The clip closes with a subscription CTA and contact/offers info.
Chapters
So I thought maybe we just. I'll read some of the comments. But also like, do you think, do you see that as a trend that. I think that the skill level of advisors compared to maybe 15, 20 years ago has changed?
Not really. I, I think that a lot of the advisors when I was an advisor didn't care about being an advisor. I think that you, you have a lot of really, really talented professional advisors. Like we have them in our group. Right. In our comp, like there.
Actually you could say that the numbers that the advisors are putting up in our comp, we have software that tracks the advisor's performance and all the important measurables like csi, total sales hours per ro, elr, all of that. Right. How many different things like alignments, that sort of thing that they're selling. We call them wild cards.
The performance of the advisors. I bet you if you go back five years and compare the average advisors now compared to five years ago, it would appear to me that the results are dramatically higher.
Yeah. I remember we had one advisor that we called the goat and his numbers were way, way ahead of everybody else's. And even currently we have two or three people that actually hit that on a regular level, whereas opposed to their.
Back then it seemed unobtainable.
Yeah.
And now it now.
Like the average performance of advisors in our composite is way up. And so I think that the professionalism and the talent has gone up. I think you're always going to have an element of bad management that allows entitlement and that doesn't, doesn't create an environment where those sort of advisors have to perform or go away. But I think that's existed since the beginning of time.
Yeah. Which supports our first comment on this. This is from Barry and he says it's all about keeping complacency at bay or even out of the picture. I think that's the.
Yeah, but I would say, I would say as an industry, we have the best advisors that we've ever had right now.
That's funny. It's easy to go the other direction because I feel like, man, there's so.
Much, there's so many advisors that are so good and so professional and they're. Yeah, yeah.
And I look at, you know, as where it was we're meeting with, you know, potential clients and stuff like that. And I'll look at things like, like pay plans and everything like that. And I'll see where you could see it could breed complacency. Like there's just pay plans out there that are reward advisors. For not being very good, no minimum standards and like there are. It's easy to get a job and make better money than you make anywhere else as an advisor and not be good at it.
Well, I think what has happened forever, this isn't new is people have terrible systems and they'll have like a quick lube. They can't keep advisors because their systems chew them up and spit them out. And then what they do is they go, oh well, they're not making enough. So the weak manager will come to leadership and say the, the reason why we can't keep advisors because we're not paying them enough. You know, Tommy Toms across town is paying advisors 120 or whatever and they will completely detach it from the performance and just say they're making 120 over there, which is a ghost. It's not the full picture. And then they will pay more. So their advisor comp. As a percentage of gross will go way up and they still don't retain advisors. Like it doesn't fix the. The problem, right?
Yeah. So.
But it creates complacency.
So I dig that. That very. Said that right out of the gate.
Thanks so much for watching this clip of Service Driver Revolution. We're uploading new stuff every day, so make sure you subscribe and click the bell icon so you don't miss out. If you have a question you'd like us to answer on the show, call 8333 Ask SDR and we'll answer your question on the show. That's 8333 Ask SDR. For special deals on our books and training, head over to offers.chriscollinsinc.com now that's offers.chriscollinsInc.com I'm Chris Collins and I'll see.
