Sales Training for Financial Advisors
Mattson Enterprise, Inc., the Sandler Training franchise led by Glenn Mattson, has trained financial advisors and the leaders who build them for more than 30 years. We help firms launch new advisors faster, move experienced producers up market, and give managers one system to coach.
Most Advisors Who Leave Do It in Their First Two Years
New advisors are hired for their potential, then asked to build a book from nothing. Without a repeatable way to fill the calendar and run a first meeting, most don't make it.
of rookie advisors fail out
Most never build enough activity or confidence to reach consistent production.
Source: Cerulli Associatesstay four years
Of every 100 new recruits, about 15 are still with their hiring company after four years. Most leave in years one and two.
Source: LIMRApredictor of who stays
Early sales activity is the top factor in which new advisors stay in the business.
Source: LIMRA and FinsecaAgency leaders tell us it costs about $40,000 to recruit, license and train one new advisor. Hire 10, and roughly $340,000 of that investment can walk out the door by year four.
Why Sandler Training Fits Financial Advisors
Advisors sell trust, not products. The Sandler system replaces pushy scripts with up-front agendas, honest qualifying and clear decisions, built on three drivers of sales success.
Behavior
A weekly activity plan for calls, appointments and referral asks, so advisors know exactly what it takes to hit their numbers.
Attitude
How advisors see themselves, their role and their clients, especially when facing rejection, price pressure or a stalled case.
Technique
Real language for prospecting, discovery and fact-finding, so first meetings end with a decision instead of "let me think it over."
One System for Every Stage of an Advisor's Career
From an advisor's first week to running a top practice, every program uses the same Sandler process, so managers coach one language across the whole team.
For advisors
A clear progression from launch to mastery.
For managers, agency leaders & practice owners
Coach with structure, put the right people in the right seats, and plan the next stage of growth.
Executive coaching for agency leaders and practice owners on leadership, recruiting, succession and growth.
Learn more → INSIGHT Dashboard / AssessmentSee your team's strengths and gaps, hire better, and confirm the right people are in the right seats.
Learn more → 5 Stages of Entrepreneurial GrowthGlenn's framework for practice owners scaling past their initial success.
Learn more →Real Practices. Real Numbers.
Results from advisor practices that adopted Glenn's playbooks and from NALA coaching sessions, and what advisors say.
Net new AUM in 12 months
Net new assets added within 12 months of adopting Glenn's playbooks across client practices, ranging from $10M to $70M+.
Advisor time reclaimed
Advisor hours per year moved from low-return service work to hunting, ranging from 400 to 650 hours.
AUM from one niche
One niche pipeline went from 67 names to 42 meetings to 38 signed clients.
Appointment show rate
One new-advisor team lifted its show rate from below 20% to nearly 50% in its best week.
Sources: Mattson Enterprise, Inc. client practice results, NALA coaching sessions and post-class participant surveys.
Build an Advisor Team That Stays and Produces
Tell us how your firm recruits, launches and coaches advisors today. We'll follow up to scope the right program for your team.
Glenn's calendar books up quickly, so this form is the best way to reach us. A member of our team will follow up to schedule a conversation.
- 1A response within 1–3 business daysOur team reviews every request personally.
- 2A conversation about your advisorsNot a sales pitch.
- 3A program scoped to your firmStand-alone, integrated with your training, or one-on-one.
Prefer to talk now? Call us at 631-726-3537.
Mattson Enterprise, Inc. · 1747 Veterans Memorial Highway, Suite 18, Islandia, NY 11749
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Sales Training for Financial Advisors: FAQ
What is the best sales training for financial advisors?
The best sales training for financial advisors is relationship-based, teaches advisors to set clear agendas and qualify instead of giving away free advice, and includes ongoing coaching rather than a one-time workshop. Mattson Enterprise, Inc., a top 1% Sandler Training franchise led by Glenn Mattson, delivers this through the New Advisor Launch Accelerator (NALA), Sales Academy and President's Club, with coaching for managers.
Is Sandler training good for financial advisors?
Yes, for many advisor teams. Sandler's focus on up-front agendas, honest qualifying and no-pressure conversations fits advisory relationships. In Mattson Enterprise, Inc. post-class surveys, 96% of participants said they can now set up-front contracts with prospects and 72% said they now avoid “think-it-overs.”
What training helps new financial advisors ramp up faster?
A structured launch program helps new advisors ramp up faster: a daily activity plan from week one, prospecting language, discovery and fact-finding skills, and manager coaching on the same process. NALA, the Sandler New Advisor Launch Accelerator delivered by Mattson Enterprise, Inc., is built this way and is taught by Sean Mattson, a trainer on Glenn's team.
How do I keep new financial advisors from quitting in their first two years?
Give them early sales activity and a repeatable process before frustration sets in. LIMRA and Finseca find early sales activity is the top factor in who stays, and LIMRA data shows only about 15 of every 100 new recruits remain with their hiring company after four years. A structured launch with weekly coaching addresses both.
What sales coaching is available for top-producing financial advisors?
Mattson Enterprise, Inc. runs President's Club, advanced sessions held twice a month for advisors who have completed foundational training, plus one-on-one coaching with Glenn Mattson for producers and practice owners moving up market.
Does Mattson Enterprise, Inc. train managers and agency leaders?
Yes. Managers get coaching guides tied to each NALA lesson, and agency leaders and practice owners can work with Glenn Mattson one-on-one or use the INSIGHT Dashboard to assess their team and hire better.
What results have advisors seen?
Client practices that adopted Glenn Mattson's playbooks added from $10M to more than $70M in net new assets within 12 months and moved 400 to 650 advisor hours a year from service work to prospecting. One new-advisor team lifted its appointment show rate from below 20% to nearly 50% in its best week.
Does Mattson Enterprise, Inc. work with advisor teams outside New York?
Yes. Mattson Enterprise, Inc. is based in Islandia on Long Island and works with financial advisor teams across the U.S. Call 631-726-3537 or use the form on this page, and a member of the team will follow up within 1 to 3 business days.