>> My name's Brian Delmap [phonetic].
I work for BlackRock, which is an investment management firm.
I'm on their retail sales desk, so the way I describe it to people is in a way
that I think they can understand is you take up a pharmaceutical sales rep, they go out,
they visit a doctor's office, they say, "These are my prescription drugs.
These are my medical devices.
When your patient comes in with XYZ symptoms, you know, you should prescribe my drugs."
Likewise, myself and my external wholesaler partner with financial advisor just
to basically do that, develop a relationship consultatively with financial advisors,
talk to them about the different products and investments that we can offer, and, you know,
hopefully consultatively recommend them when it's appropriate for their clients.
On a day that I'm travel, so I'll give you the example.
So I left the office on Wednesday and drove out to Pittsburgh.
I actually got out there at, like, two o'clock in the morning, checked into the hotel.
The next morning, I'm waking up at about 6:30 reading through, you know,
a couple of the documents that I'm going to need to look at for the day, some market updates.
My first meeting could be anywhere from eight to nine o'clock in the morning.
I'm actually going to the financial advisor's office,
sitting down with them, and have a conversation.
Then basically from there, my day is being in front of, at the other end of the table
from a financial advisor who ultimately is my client and my partner.
So I could have anywhere from, you know, four to ten meetings in a day really to talk
about partnership, capital markets, and what the appropriate investment are for clients.
So that's a day on the road.
And we have a sales goal, and if we hit it at the end of the year, that's a success.
If we didn't, then there could be some external factors that play
into that, but ultimately it falls on us.
We need to build the relationships.
We need to position the products and we need
to ultimately consultatively sell our investment products.
So ultimately, success is the sales number.