Sorry, I don’t come around here often. We really need a PM system.
The hardest part will be the roleplaying and presentation (if they ask you for one). They’ll probably have you do a mock phone call…or they may actually put you on the phone and have you call another manager. Don’t worry about having to know their products, they won’t expect you to. What they’re looking for is you’re able to converse with someone without tripping over your tongue.
Whatever they ask you to sell, start with at least 3 open ended questions, 5 is better. Honestly, if you can string together 3 open ended questions without tripping yourself up, I guarantee you’ll get the job. Most guys come in the interview and say something to the effect of “um, do you like this apple?” The manager will say “no” and end the interview. If you ask them what they had for breakfast this morning and get them talking, you’re a shoe in. If you end the mock call and the manager did more than half the talking you nailed it. The less you have to talk the better you’re doing. They’re not hiring you to talk, they’re hiring you to get the advisor to talk. Oh, and remember to end the call with some sort of next step - get a meeting for your external, offer to send them additional information, or if you’re feeling particularly awesome, ask for the sale. Just be sure to end the call strongly.
Tell them you’re not afraid to pick up the phone and call people (it’s amazing how many people are terrified of it). That you’re looking forward to building new relationships with prospects and strengthening existing relationships. And that you’ll do anything your external says…anything.
Some firms only like to hire internals that plan on going external, so no matter what you really want be sure to tell them your dream is to build your own territory and go external one day, and in the meantime you’re happy to get out and travel whenever possible.
It’s a sales job so just be sure to come off as a likable guy that’s cool with picking up the phone 40 times a day and you’ll do fine. You probably won’t have to demonstrate too much industry or product knowledge. That’s secondary to being a good relationship person. They can train you on the product stuff. They can’t make you likable.
Oh, and if you play golf be sure to mention that. Open ended questions, external ambition, be awesome, and play golf. That should do it.
It’s really a pretty good gig. The money is decent and most people get promoted off the desk in 3-5 years and start making really good money…if that’s the path you want to go down.
Good luck. Let me know if you have any questions.