Looking back, what advice would give your 21-year-old self in the realm of executive selling?

• Slow down to speed up.

• Know who’s on your team. If you know a core weakness of yours is investment strategy get someone to do it. If its crafting message…get other members of the team to do it.

• Stick with your core skill - relationship building. Gaining trusted partner status.

• Historically those with 2 accounts be 250% of target and those with 75 accounts 70% of their number.

If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at [email protected]